Job Purpose
To actively sell the services and products to potential clients and render the highest standards of customer service to achieve departmental targets.
Key Performance Areas
- Sales (50%)
- Stock Control (10%)
- Compliance (10%)
- Customer Service (20%)
- Cost Control (10%)
Key Performance Areas
Sales Operations (50%)
- Actively sources new sales opportunities and close sales to achieve departmental goals and targets.
- Increases company revenue by managing and negotiating with clients, generating leads, qualifying prospects and managing sales of products and services.
- Actively researches competition and monitors market activities to position the company in a favourable manner within the market.
- Forecasts sales, development of sales strategies and models and evaluate their effectiveness.
- Evaluates needs and build a productive relationship.
- Daily / Weekly / Monthly tracking and target reports for the relevant stakeholders.
- Maintains and grows client base within the relevant area of sales.
- Attends meetings, sales events and training to keep abreast of the latest developments.
- Canvasses and opens new customer accounts based on their viability as future customers.
- Monitors monthly sales per customer using the Sales Management process.
- Daily extrapolation of sales information from the SAP system to assess actual units against target units and implements a plan of action if necessary.
- Provides monthly feedback to the Regional Manager on all activities relating to the customer.
- Introduces new marketing and promotion ideas and assists the customer in aligning strategy with that of the Company (Marketing Strategy).
- In collaboration with Warehouse staff and Value Logistics appropriate support in master and dynamic route.
- Hosts regular trade evenings and suitable entertainment in order to promote the product and grow/ develop customer relations.
- Initiates and monitors all promotional activity in order to develop and grow existing customer base and market share in consultation with the customer and Regional Manager.
- Assists with the credit application process.
- Co-responsible with Debtors for effective, timeous collection of outstanding debtors’ monies.
- In collaboration with Debtors, ensures that all outstanding Debtors are less than 45 days at all times.
- Assists Debtor’s staff in resolving customer queries.
- Pro-actively manages customers with potentially high risk for the Company and liaises with Debtors in respect of any action planning that needs to be done.
- Ensures that vehicles and other company equipment are maintained in accordance with company policy and procedure.
- Attends monthly SBO meetings with Regional Manager to provide status feedback status on new business.
Key Performance Indicators
- Accounts established on behalf of customers and sales monitored on a monthly basis.
- Sales information extracted from SAP and utilized for assessment purposes.
- Feedback provided to relevant stakeholders.
- Marketing and promotional ideas provided to relevant stakeholders.
- Trade evenings and entertainment adequately arranged and successfully executed.
- Customer relations established and maintained.
- Market share and customer based grown and maintained.
- Credit and debit processes in place, monitored and optimized.
- Query resolution on time and professionally dealt with.
- Customer satisfaction index.
- Company assets maintained and loss / damage prevented.
- Meeting attendance.
- Feedback provided – monthly or on scheduled basis.
- Departmental / business representation on forums (entertainment or trade evenings).
- Relevant support rendered to other departments or stakeholders.
- Company equipment maintained.
Stock Control (10%)
- Liaises with Warehouse on an ongoing basis to ensure optimal availability of stock in an effort to resolve any outstanding queries.
- Assists with the consignment stock process when required.
- Monitors buying patterns of all customers to assist in the forecasting of stock requirements on a monthly basis.
- Monitors stock rotations and replenishes new stock in need.
- Assists the customer in managing their own stock levels and mix.
- Stock availability / levels.
- Query resolution on time and professionally dealt with.
- Stock forecasting completed on a monthly basis.
- Stock rotations and replenishments monitored.
- Customer satisfaction index.