External Sales Representative

To pro-actively prepare action plans aligned to Nice Group SA Sales and Marketing Strategy

• Design and implement a sales and marketing action plan in alignment with the Nice Group SA Sales and Marketing goals.
• Set goals and targets for new and existing portfolio of accounts for acquisition, retention and profitability.
• Meet and exceed stipulated monthly, quarterly and annual sales targets.
• Adhere to a defined sales process and ensure quality standards are met 100%.
• Prepare Customer Accounts, Sales and Call plans for identified specific target markets within the regions.
• Identify sales prospects and contact through these sales channels and other accounts to ensure revenue growth according to Nice Group SA growth targets/goals.
• Follow up pro-actively and timeously on new leads and referrals resulting from field activity and networking.
• Develop and maintain sales materials and product knowledge in coordination with the Branch Manager and the Sales and Marketing Executive.
• Manage time effectively and be self-accountable for sales activities.
• Develop pro-active sales and marketing plans and activities within the responsible regions to ensure a competitive advantage and to achieve the required revenue growth.
• Ensure sales forecasts are timeously submitted to the Sales and Marketing Executive on the specified due dates.

To generate sales (new and existing) daily according to Nice Group SA standards, values, monthly and annual targets

• Ensure monthly sales targets are met or exceeded.
• Prepare presentations and proposals to new and existing customers (e.g., architects, contractors, Installers, Distributors, and Manufacturers etc).
• Present and sell company products and services to current and potential customers.
• Follow up to confirm proper follow through for prospects and existing accounts.
• Ensure trade applications/contracts for new and existing customers are done 100% correct and according to company procedures (e.g., cash, current accounts and 30-day accounts). These accounts must be monitored monthly.
• Interact pro-actively with all the relevant internal stakeholders with regard to customer accounts, products, stock availability, implementation schedules, sales forecasts etc.
• Pro-actively provide customers with Nice Group SA product and service information.
• Ensure orders are placed and deliveries made timeously. Never under or over promise to customers.
• Perform up-selling and cross-selling of products and services.
• Prepare paperwork 100% to activate and maintain trade applications/contract services.
• Ensure to drive, coordinate and monitor daily, weekly, monthly sales activities of staff to ensure the accomplishment of the work required to close sales and to achieve the monthly sales targets and revenue growth.

To conduct pro-actively market research to ensure we achieve our revenue growth

• Conduct thorough market research per region in order to accurately develop a highly effective and relevant channel strategy which will ensure sales revenue growth.
• Identify the unique channel segments for each region to establish customer behaviour patterns, service usages, channel usage, customer profitability, campaign behaviour, loyalty program behaviour, churn behaviour, etc.
• Identify customers' behaviour patterns/needs per region for the development of successful churn and campaign model deployment relevant to each specific region.
• Identify target customer groups and segments for customer acquisition, growth and retention activities to be deployed within the regions.
• Identify new market trends that are happening within the regions to ensure our campaign/promotion are revenue generating.

To ensure excellent relationship building and after sales service

• Cultivate positive and superior business relationships for the purpose of enhancing sales revenue.
• Pro-actively manage sales performance and customer relationships with key decision makers and influencers within the scope of the assigned portfolio of accounts and/or potential customers.
• Pro-actively identify, initiate and nurture relationships with prospects, as well as existing accounts over the phone, verbally, via email or any other form of communication.
• Ensure a superior level of customer satisfaction though a continued professional and efficient service delivery.
• Respond to customers' requests pro-actively and timeously.
• Pro-actively identify, investigate, and resolve customer issues and queries immediately.
• Follow-up on customer inquiries immediately. If not resolved immediately follow through and involve all stakeholders (internally and externally) to resolve the matter.
• Resolve accounts/billing issues, misapplied payments daily, weekly and month and recommend process improvements where necessary.
• Manage account services through quality checks and follow-up daily, weekly and monthly.
• Maintain contact with all customers in the defined region to ensure high levels of customer satisfaction.
• Report customer relationship risks immediately to the Sales and Marketing Executive with solutions on how to reduce the risk immediately.

To ensure pro-active reporting (daily, weekly and monthly) to management

• Prepare the required reports (sales, forecast etc) daily, weekly and monthly and submit on the due dates.
• Ensure that the daily, weekly, monthly and annual sales, call logs and lead reports are 100% accurate and submitted to management on the due dates set.
• Generate reports on emerging trends on customer related issues.
• Coordinate, monitor and update all activities on Skynamo and/or other CRMs to Control expenses to meet budget guidelines and prepare all expense reports on the due dates.
• Monitor and control accounts, debtors' book etc to ensure financial/economic viability of solutions and planned sales.

Planning, financial management, process control

• Prepare annual sales budgets and sales forecasting in coordination with the Sales and Marketing Executive.
• Continual (daily, weekly and monthly) assessments of financial performance against budget, financial and sales goals.
• Pro-actively manage short and long-term operational financial and sales reporting.
• Plan the sales forecasting, product delivery process etc together with operations and the management team and or any other role-players internally or externally.
• Pro-actively manage and coordinate the sales distribution planning, scheduling and forecasting for your responsible region/accounts.
• Analyse and implement processes and controls to ensure efficient day-to-day sales operations/activities to the required standards and minimize any losses.
• Pro-actively implement continuous improvement initiatives to reduce costs and to improve efficiency and quality of customer service and delivery.
• Liaise with internal stakeholders as and when required with regard to finances, debtors stock availability, product development, customer accounts, human resources etc.
• Manage all relevant areas within sales and ensure 100% data accuracy of information on all systems

Qualifications

• NQF 4 (Grade 12) or any other relevant qualification.
• NQF 5 or 6 Diploma within Sales and Marketing will be an advantage.

Experience

• 3-5 years' experience in sales.
• Experience within the security and/or gate and door automation industry will be an advantage.

Other requirements

• The ability to work to deadlines and to reach targets.
• Must have a valid drivers' license.
• Computer Literate
• Learning potential
• Technical skills/ability will be an advantage
• Multi-task orientated
• Ability to work under stress
• Ability to work independently
• No criminal record.
• Must be a South African Citizen.
• Must be Fluent in English & Afrikaans
• This position also requires work outside the official working hours and/or on Saturdays for stock taking or training sessions, if and when required.

Competencies (Skills, Knowledge and Attributes)

• Technical Skills

Prospecting

• Identify new business with potential customers. Gather information about the customer, reach out to the customer and connect with the customer by securing an appointment. Call on a minimum of 8 customers per day (non-negotiable) – 4 key/existing customers and 4 new developing customers.

Product Knowledge

• Understand and know the key features of NICE products and how it differs from competitors.

Analysing and Interpreting

• Shows evidence of clear analytical thinking. Gets to the heart of customer problems and issues. Listen to the customer. Applies own expertise effectively. Quickly learn new sales methods and/or techniques. Communicates well with customers (written and verbally).

Organising and Executing

• Plans ahead and works in a systematic and organised way. Use Skynamo effectively. Develop a daily customer call cycle and follow it meticulously. Follow and execute the sales strategy. Focus on customer satisfaction and ensure to deliver an excellent customer service.

Upselling and cross selling

• Map out the customer needs and identify the most effective opportunities to upsell or cross-sell to the customer. Sell more to existing customers and constantly seek and develop new customers.

Creating and Conceptualising

• Open to new sales ideas and experiences. Seeks out learning opportunities. Handles situations and problems with innovation and creativity. Thinks broadly. Solution-orientated and supports organisational change.

Soft Skills

• Problem Solving
• Long term focused, while delivering the day-to-day
• Openness to change
• Ability to take responsibility
• Ability to communicate to others

Knowledge

• Work knowledge within the gate motor industry would be an advantage.
• Knowledge on Nice Group South Africa (Pty) Ltd products will be an advantage.
• Computer Skills
• MS Office (Excel), Powerpoint, Sage Evolution, Email, Teams, Skynamo

Market Related Salary

Company Car - For business travel only. Company carries service and maintenance expense

Fuel - company petrol card for business travel only

Commission

Cellphone - Nice Group SA negotiates & carries the contract

Company Laptop/tablet