JOB PURPOSE
- The core purpose of the role is to manage and grow key accounts, source new business, and ensure the achievement of sales and gross profit targets.
KEY PERFORMANCE AREAS
- Sales Management.
- Customer Relationship Management.
- Administration and Reporting.
- SHEQ Integrated Management System control.
MAIN RESPONSIBILITIES
SALES MANAGEMENT
New customer management
- Source and onboard new customers.
- Actively seek out and identify potential customers or clients through various channels, such as cold calling, networking, referrals, and attending industry events.
Ensure achievement of sales targets.
- Identify sales targets per customer.
- Develop strategies to address sales requirements.
- Manage and grow existing customer accounts.
- Identify and recover lost sales through effective sales strategies.
- Manage back-orders weekly.
- Analyze customers' sales history and identify sales opportunities.
- Drive growth of systems sales in line with targets.
- Achieve gross profit percentage (GP%) targets.
- Analyze the market and identify improvement and opportunity areas.
- Identify customers not buying or stopped purchasing and increase their engagement.
- Identify and strategize bringing new clients on board.
- Monitor client requirements and identify opportunities to sell innovative products.
- Ensure sufficient depth of relationships within Key Accounts to promote continuity and growth.
- Implement solutions that deliver value and business outcomes for key clients.
- Conduct sales presentations and product demonstrations to showcase the features, benefits, and value of the products or services being sold.
- Manage and maintain pricing in line with company requirements.
ADMINISTRATION AND REPORTING
- Complete sales and demand forecasts and analyze actual sales for different market segments monthly.
- Prepare sales performance reports and sales analysis.
- Generate customer visit reports and weekly call reports.
- Prepare quotes, sales orders, and invoices accurately and on time.
- Coordinate stock arrangements with other branches or procurement if stock is insufficient.
- Communicate pipeline orders or exceptional purchases to the Branch Manager and Procurement.
- Review credit limits, request payments as required, and coordinate with the Debtors department.
- Complete credit and COD applications with clients as required.
Requirements
KEY JOB REQUIREMENTS
QUALIFICATIONS
- Grade 12 or equivalent.
- Valid Drivers’ license.
EXPERIENCE
- 2 years’ experience in a similar position.
- 8 years’ experience in a sales environment.
LOCATION & OTHER
- Position is based in Mozambique.
- Candidate must be able to speak English and Portuguese.
- Candidate must be from Mozambique or based in Mozambique.
- Candidate must have their own reliable transport.
- Candidate must be able to work without any supervision.
- Candidate must have aluminium industry experience.
KNOWLEDGE REQUIREMENTS
- Computer literacy with Proficiency in MS Excel at an intermediate level.
- Proficient in SAGE Evolution, or similar software, at an intermediate level.
- Strong knowledge and understanding of sales principles, techniques, and strategies.
- Awareness and understanding of relevant ISO Standard requirements.
SKILL REQUIREMENTS
- Quoting and Invoicing.
- Effective analytical and problem-solving skills, to identify customer challenges and offer suitable solutions.
- Key Accounts Management, with the ability to build rapport and maintain positive relationships with clients.
- Proficiency in negotiation techniques to handle objections, overcome obstacles, and reach mutually beneficial agreements with clients.
- Excellent verbal and written communication skills to effectively engage with clients, understand their needs, and articulate the value proposition of the product being sold.
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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.
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