Technical Sales Representative - Cape Town at H Systems (Pty) Ltd

JOB PURPOSE

• The core purpose of the role is to manage and grow key accounts and source new business, through promoting and selling aluminium systems, to ensure that sales- and GP targets are achieved.

KEY PERFORMANCE AREAS

• Sales Management.
• Customer Relationship Management.
• Administration and Reporting.
• Technical Support.
• SHEQ Integrated Management System control.

MAIN RESPONSIBILITIES 

SALES MANAGEMENT

• Ensure sales target is achieved.
  • Ensure growth of systems sales in line with targets.
  • Identify sales targets per customer.
  • Set up strategies to address sales requirements.
  • Identify lost sales and ensure recovery through sales strategies to meet monthly budget.
  • Back-order management on a regular basis.
  • Analyse customers’ sales history on system and identify sales opportunities
• Ensure GP% targets (budget) are achieved.
• Analyse market and identify improvement / opportunity areas.
  • Complete sales and demand forecasts and actual sales analysis for the different market segments on a month-by-month basis.
  • Analyse customers and identify products not buying/stopped purchasing & increase buying of such.
  • Identify new clients and strategize bringing the client on board.
  • Closely monitor client requirements and identify opportunities to sell innovative products into the portfolio.
  • Ensure sufficient depth of relationships within Key Accounts to promote continuity and growth.
  • Ensure clients are fully appraised of all related issues surrounding pricing, new products, skills training and point of sale material.
• Market and implement solutions that ensure value and business outcomes for key systems clients.
  • Prepare and present product demonstrations, presentations, and proposals to customers. 
• Manage and maintain pricing in line with the company pricing requirements.
  • Negotiate prices, terms, and conditions of sale with customers, and manage customer complaints and concerns in a timely and professional manner. 
• New customer management
  • Ensure new customers are sourced as per KPI targets set.

CUSTOMER RELATIONSHIP MANAGEMENT

• Ensure clients are fully appraised of all related issues surrounding pricing, skills training, and point of sale material.
• Ensure regular visits to Key Accounts in the region.
• Attend trade shows and industry events to network with customers and stay up to date with industry developments.

 ADMINISTRATION AND REPORTING

• Complete sales and demand forecasts and actual sales analysis for the different market segments on a month-by-month basis.
• Manage customer debtor book in conjunction with the Branch Manager.
• Prepare quotes timeously and accurately.
  • Ensure sales orders and invoices are processed by the Internal Sales Department. 
  • Arranging stock for sales orders from other branches / procurement if insufficient stock is available, in conjunction with responsible employee at the branch. 
  • Communicate pipeline orders or “out of the ordinary” purchases to Branch Manager and Procurement.
• Review credit limits and request payments as required and communication to Debtors department. 
• TECHNICAL SUPPORT
  • Provide accurate technical support to internal and external stakeholders.
    • Troubleshooting
    • Analysis.
  • Find premium technical solutions for complex customer needs, to meet customer requirements.
    • Post installation site inspections and site reports, when required.
    • Assist customers on site with installation guidance, when required.
    • Resolve technical-related customer complaints.
  • Analyse technical drawings and specify products or solutions accordingly, in conjunction with the Estimating Department.
    • Provide technical product advice to customers relating to quotation requests, in conjunction with the Estimating Department.
  • Training customers on fabrication, assembly and installation of systems and operation of punch tools.
  • Visit architects when required to specify Aliplast or Custodian Ranges.
  • Conduct technical presentations with customers.

KEY JOB REQUIREMENTS 
QUALIFICATIONS

• Grade 12 or equivalent.
• Valid Drivers’ license.
• AutoCAD certificate, added advantage. 

EXPERIENCE

• 2 years’ experience in a similar position.
• 8 years’ experience in a sales environment.
• Strong technical knowledge of aluminium products and processes, as well as an understanding of the manufacturing industry. 

KNOWLEDGE REQUIREMENTS

• Computer literacy with Proficiency in MS Excel at an intermediate level.
• Proficient in SAGE Evolution, or similar, at an intermediate level.
• A thorough practical knowledge of best practices in sales processes.
• Awareness and understanding of the ISO Standard requirements relevant to the position

SKILL REQUIREMENTS

• Quoting and invoicing.
• Strong analytical and problem-solving skills.
• Key Accounts Management. 
• Sales and negotiation skills.
• Draughting and Estimating skills. 
• Interpersonal communication and customer service. 
• Ability to work independently, manage multiple projects, and meet deadlines.