Sales Solutions Specialist at Fidelity Services Group

MAIN PURPOSE OF JOB: 

• Identifying and securing new business. Performing risk assessments to establish customers’ needs and create a logical link between the client’s risks and the available solutions the group can offer to mitigate those. Cost, compile, and present proposals to potential clients.

Liaise with Localised Security Schemes, housing estates and new complexes (domestic and commercial) on providing comprehensive security solutions, i.e.

• Guarding
• Electronic security systems alarm installation
• Monitoring
• armed response
• bicycle patrols
• CCTV
• access control
• Electric fencing

QUALIFICATION & EXPERIENCE:

• Matric (Grade 12) is a minimum requirement with preference for tertiary qualification
• Marketing diploma or Degree - Advantageous
• Knowledge of the guarding industry and electronic security systems
• Drivers Licence - Compulsory
• Own reliable vehicle - Compulsory
• Valid PSIRA - Grade C - Compulsory
• Previous alarm and/or security guarding sales experience with a good track record
• Knowledge of risk assessment fundamentals
• 4+ years’ experience in sales preferred with customer solution sales experience ideal

JOB REQUIREMENTS & OTHER ATTRIBUTES:

• Computer Literate (MS Office, Email and Internet)
• Sales Minded
• Knowledge of the security industry
• Able to work flexible hours
• Presentable and of sober habits
• Excellent communication, presentation and negotiation skills
• Attention to detail – Risk assessments
• Good networking skills

INCUMBENT:

INTERNAL CLIENTS:

• Head of Sales Dept.
• Special Projects Manager
• Regional Managers
• Regional Sales Managers
• Guarding Regional Manager
• Guarding Operations department
• Group Managers
• Group Executives

EXTERNAL CLIENTS:

• Suppliers
• Customers
• Business Network

KEY PERFORMANCE AREAS: 

• Sales
• Risk Assessments

DUTIES:

• Sell bespoke security solutions to both residential and small commercial clients
• Drive technical revenue through solutions
• Identify potential new business via leads, planned prospecting, networking and cold calling.
• Build and maintain relationships with developers of new housing/security estates and commercial complexes and sell our comprehensive range of products.
• Attend LSS/ HOA/ Estate operational meetings.
• Build relationships with security-related contractors (e.g. fencing, access control)
• Obtain endorsements from Homeowner Associations for ADT services.
• Perform site surveys to assess needs, quote preparation and presentation. After-sales site visits
• Assess changing customers’ needs/security trends through discussions with customers/developers and project managers.
• Attend meetings with Head of Sales Dept to report back on leads/self-generated leads/new business opportunities and track of growth as per business plan.
• Attend sponsored events, networking and community events to promote company image and public relations.
• Provide feedback on competitors, customer needs and security trends and advise accordingly to the Head of Sales Dept.
• Growth of new business within the security/housing estate market
• Maintain pipeline reports
• Liaise with the groups legal department to produce site specific SLA’s
• Keep record of all site documentation
• Drive App Adoption as an product in the scoped solutions
• Other duties could be assigned as required by the business
• Integrate risk assessment findings into presentations to create a logical path to the suggested solution
• Keep up to date with the latest crime trends
• Research area crime patterns
• Keep up to date with changes in technology and advice clients accordingly
• Liaise with operational teams to produce basic site risk assessment / benchmarking documentation / Site Operating Procedures for sites based on the solutions
• Perform site visits with the client to establish risk profiles
• Produce both basic and comprehensive risk assessment reports for new and existing customers
• Yearly risk assessments for customers earmarked by internal clients and suggest new solutions, SOP’s or recommendations to the group to improve services
• Advise and assist operations managers with site-specific SOP’s and training requirements for specific sites

PERFORMANCE STANDARDS:

• Experience as a Sales Representative in the security industry
• Drive and Enthusiasm
• Persuasive Communicator
• Good Planning and organisational skills.
• Effective presentation skills.
• Resilience and flexibility.
• Analytical skills.
• Focused on superior customer service and delivery.
• Business results focused
• Security Market focus
• Relationship Management

COMPETENCIES (TECHNICAL & BEHAVIOURAL)

• Action orientated
• Customer focus
• Perseverance
• Functional / Technical skills
• Problem-solving
• Technical learning
• Drive for Results
• Team Player
• Attention to detail