Sales and Aftersales Specialist

Job Title

Sales and After Sales Specialist

Direct Line Manager

Regional General Manager

Job Grade

Patterson: C Upper

Department

Sales

Purpose Statement

Key performance areas (to translate into a measure of success)

Main Outputs and Responsibilities for This Position

AREA/TYPE   

RESPONSIBILITY

Maximise sales in the agreed territory

· Achieve/exceed monthly sales targets which will be evaluated monthly

· Achieve daily call ratio quota & call cycles as per the Company standards

· Call on customers in a corporate/office environment when necessary

· Educate customers on the benefits of using products and services

· Call on customers on sites when necessary and perform audits on machines as well as site inspections

· Build and maintain strong relationships with customers

· Do demonstrations of machines on site for customers to promote the products and services and achieve the minimum quantity of demo’s per week as per the Company standards

· Do presentations to customers on our products and services when necessary

· Ensure a consistent strong sales pipeline

· Ensure excellent planning of territory management

· Ensure time planning and management is maximised

· Ensure that monthly, quarterly and Annual forecasting is done

· Attend weekly sales meetings

· Ensure the decision makers and influencers in the decision-making process are identified and called on regularly

· Call on customers that purchase from competitors

· Report on lost orders weekly at sales meetings

· Maximise every opportunity with every customer interaction i.e. promote products and services

· Understand the products and applications

· Understand the customers’ needs and sell the correct application to suit those needs

· Manage key accounts where allocated

· Open new accounts monthly

· Ensure good consistent communication with the Regional Sales Manager’s and Operations management

· Complete accurate and honest deal sheets when concluding sales

· Work closely with rental team respecting existing rental clients.

· Refer rental opportunities to rental sales team

Develop & grow market share and identify new market segments

· Target customers within a market segment we already sell to, to ensure we maximize growth in that sector in that area

· Identify new market segments in the agreed area and sell the products and services to those potential customers

Sales Administration

· Follow up on all enquiries within 12 hours to ensure no opportunities are lost

· Complete weekly planners to ensure excellent time and territory management

· Complete site and company management forms

· Do quotations for customers

· Calculate pricing accurately within provided pricing framework

· Prepare monthly commission claims accurately for approval by Sales Manager.

· Follow up on customer queries and orders

· Ensure any customer administrative requirements are completed on site as and when necessary

· Assist the hire desk in obtaining paperwork from customers, i.e. credit applications and orders

· Assist Credit Control in collection of outstanding monies.

Customer Relationship Management

· Ensure the CRM system is updated on a weekly basis with all the enquiries and information on customers, as well as information on competitors pricing and activities

General

· Ensure that a professional image is always projected, i.e. grooming and company vehicle

· Ensure that the quality of service that Eazi provides and the satisfaction of its customers, are treated with the utmost importance.

· Promote Eazi Access and do everything possible to enhance its image and the product brands it represents.

· To ensure that all duties are carried out safely and in accordance with all company and legal requirements

· To work in harmony with other employees in the Company

· To ensure that confidentiality in all Eazi Access matter is maintained.

· To produce other information as required and to carry out other duties either directly or indirectly as requested by your manager from time to time.

· Compliance to standard operation guidelines of Eazi Access.

Qualifications

Minimum

Grade 12

Recommended

IMM or Sales related qualification

Experience

·        5 Years equipment Sales and After Sales experience.

·        Proven track record of increasing revenue and growing market share

·        Working in a CRM environment an advantage

Knowledge

·       Equipment Industry knowledge an advantage

·        Proposal generation and presentation

·        Pricing strategy and control

·        Customer service

·        Proposal writing

·        Sales and marketing

·        Rental industry

·        Knowledge of work at height machinery and equipment

·        Microsoft Office

·        CRM systems

Skills

·        Sales and Marketing skills

·        Excellent communication skills

·        Negotiating and influencing skills

·        Persuasion skills

·        Presentation skills

·        Relationship Management skills

·        Commercial skills

·        Analytical skills

·        Networking skills

·        Sound judgement and decision-making skills

                                                Behavioral Competencies

·         Integrity

·        Creativity

·        Logical and Analytical

·        Interpersonal Skills

·        Resilience

·        Persuasiveness

·        Energy and Drive

·        Quality Orientation

·        Planning and Organizing