Permanent - Sales Consultant - Kyalami - South Africa

Position Summary

• A Guarding Sales Consultant (GS) is required to drive new business through strategic sales initiatives.
• A Sales Consultant is assigned a specific area (territory), which must be managed and supervised by the Sales Consultant to drive the success of new business sales within his/her territory.

Roles and Responsibilities 

• Promoting and selling the comprehensive suite of security services and solutions offered by the company to clients throughout the region.
• Achieving and exceeding sales targets in a competitive market.
• Conducting an in-depth analysis of his/her assigned territory every twelve months: 
• Inclusion of which businesses, retail parks / shopping centres, schools, residential estates, industry, competitors, and opportunities are in the territory (SWOT analysis), 
• If applicable, inclusion of tender information for such entities, and 
• Inclusion of the company market share vs competitor market share in the territory. 
• Formulating a Territory Management Plan, detailing the implementation strategy to reach and exceed his/her sales targets for the territory.
• Identifying tender opportunities for self-managing sites (dedicated Contract Manager on site) in and out of his/her territory.
• Identifying business opportunities and special projects in the territory:  Strategizing an action plan for such with CMO.
• Updating diaries and the Customer Relationship Management (CRM) software with client related engagements, internal requirements, etc. 
• Capturing all client related activities e.g. client interactions, cold calls, appointments, proposals and quotations, concluded contracts, risk assessments, site visits etc accurately on a daily basis, 
• Populating the Daily Territory & Time Management Plan, and  ensuring that client leads are engaged with only after the vetting of such through the sales pipeline process allows for them to be contacted.
• Submitting weekly sales reports on all client engagement and activities performed during the previous week.

Building client relationships

• Scheduling and attending scheduled appointments with clients and/or potential clients to present the company service offerings in the applicable format, present proposals / quotations, negotiate contracts, introduce Operations when applicable, etc.
• Performing daily cold calling, door to door and street to street. Submitting required proposals and/or quotations to clients and/or potential clients: 
• A proposal and/or quotation may only be submitted to a client after the Sales Consultant has conducted a site visit to perform a risk assessment and met with the client, 
• Proposals and quotations are to be submitted to clients within 24hrs of having met with them, and Following up on current, submitted quotations and/or proposals.

Processing of concluded contracts 

• Submission of concluded contracts with the required documentation to Operations for implementation, and  Performing required Sales functions during the client start up process.
• Planning, managing and monitoring of park-offs.
• Ensuring park-offs are positioned within his/her territory strategically for maximum visibility and not just repeated every week. 
• Ensuring that photographs, location pins, attendees and updates are provided during the course of each park-off.
• Attending a minimum of two park-offs per week.
• Planning, managing and attending various events to promote the company e.g. conventions, fairs, etc.
• Planning, managing and monitoring special projects, special operations and special focus areas in his/her territory.
• Providing monthly status updates on the special projects, special operations and special focus areas.

Actioning emails

• Emails from clients and/or potential clients are to be actioned within 24hrs of receipt thereof.
• Managing his/her territory’s communication WhatsApp group/s by distributing relevant marketing materials, keeping track of posts to avoid repetition, monitoring the group/s for activity, addressing client enquiries, and performing any required marketing efforts.
• Monitoring the various social media groups in his/her territory to advertise the company, identify business opportunities, etc.
• Attending internal meetings, training and/or events as necessary.
• Attending and representing the company at corporate events hosted by the company as necessary.
• Ensuring that all company policies, manuals, procedures, directives, memos, code of conduct, ethics and compliance guidelines are adhered to at all times.
• Staying up to date on industry technology improvements and trends. On occasion, the company may request that the Sales Consultant perform any reasonable task or function outside of his/her main roles and responsibilities.

General

• Key performance indicators include, monthly sales targets, territory growth, territory
• management, monthly cold call, door to door and street to street targets, monthly park off attendance requirements, new client meeting targets, monthly new quotation submission targets, conversion rates and improvement of sales conversion percentages.
• Personal devices i.e. cellphones may not be used to interact with clients and/or potential clients at any time.
• The company issued tracking device is required to be charged and operational during all hours of work and placed in the Sales Consultant’s personal vehicle.
• A restraint of trade applicable to clients is enforced as per document CU-company Form 316 company
• Group of Companies – Restraint of Trade.
• A secrecy provision applicable to all confidential information relating to the company is enforced as per document CU-company Form 316 company  Group of Companies – Restraint of Trade.

Qualifications, Skills and Requirements

• Skills and Competencies
• Computer literacy (MS Office)
• Excellent sales and negotiation skills
• Cold calling territory management
• Customer care
• Planning & organisational skills
• Presentation skills
• Own reliable vehicle
• Literate (read, write and speak) in English and Afrikaans