Technical Sales Representative (Kempton Park) 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.

Requirements

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.