B2b Product Specialist

3 weeks ago

Midrand, South Africa Rectron Full time

The world of channel distribution is changing, and in line with the change, Rectron is investing in developing its business through offering end to end solutions targeted towards SMBs and enterprises across a variety of verticals. In line with this, the role of the B2B Internal Sales Person is to identify new opportunity amongst Rectron’s existing resellers, and identifying new resellers across all of Rectron’s products, with a specific focus on B2B solutions.

Success in this role requires a deep understanding of industry trends, key developments and competition to drive business directly through the channel. It is also imperative that the you work very closely with the resellers to understand their business priorities, and plan together to drive joint objectives through to the end customers. The nature of the solution sale will also require you to co-sell with your resellers, and manage every step of the sales process.

In addition to business development, it is imperative that you work on building loyalty across the top resellers in each of the product lines covered under this portfolio.
**Primary Objectives**:
Sales
- Identify existing opportunities for Rectron, with a focus on Renewable Energy Solutions.
- Explore these opportunities together with Digital Signage, Internet of Things, Enterprise Servers and Software, Point of Service.
- Advise resellers on the correct course of action to give end customers the best possible solution, given the environment, business objective and budget constraints.
- Accurately and quickly prepare quotes for Partners, providing sufficient levels of detail where necessary to enable Partners to articulate the message to his/her customer.
- Where required, attend end customer meetings together with resellers in order to assist in constructing the bill of materials/quantity, as well as to assist in identifying further opportunities for Rectron portfolio of products.
- Engage with resellers (face to face) regularly, such that you remain top of mind, ensuring that resellers are aware of the latest promotions, Rectron offerings, as well as making sure that you are driving the solutions conversation.
- Ensure that you engage regularly with resellers for updates on deals or projects to ensure that we understand the project scope, project timelines and delivery lead times.
- Work with the Rectron internal team regarding projects or deals and assist their resellers to the best of your ability.
- Proactively drive Renewable Energy solutions and engage with customers at any given chance to explore business opportunities with them.
- Work with Partners to build up a strong pipeline to create predictability and sustainability of business, ensuring that all pipeline is logged on Rectron’s CRM tool.
- Keep Partners updated with regards to status of products availability, ETA’s, especially in the case where we need to special order stock in for key projects or deals.
- Assist resellers with well-written proposals for tenders and opportunities.

Reseller Recruitment
- Call down on the Rectron reseller base to identify new Partners for Renewable Energy opportunities.
- Call down on the existing Partners base to ensure higher frequency of transactions.
- Encourage resellers to attend Rectron training events.

Reseller/Customer Lifecycle Management
- Call down on Partners to ensure that solutions purchased are delivered and assist the Partners to manage their purchase with Rectron.
- Help resellers to touch base with end customers to ensure that solutions offered are working well, using this as a means to identify future opportunities within the environment

Strategic Reseller Management
- Go out to see strategic resellers regularly (frequency to be discussed with the reseller)
- Develop strong relationships with strategic resellers, and get a deep understanding of partners’ businesses in terms of their business models and strategic priorities
- Guide partners in the choosing of Renewable Energy solutions and establishing a total solutions mindset from a Rectron perspective.

Assist resellers in planning their funnel.
- Engage with Partners to identify areas where further support that is required from Rectron.
- Assist resellers in early end customer engagements to ensure that Rectron has the early bird opportunity to work with the reseller to establish a product or solution base line.
- Ensure that resellers have sufficient financial cover ahead of time in planning deals.

Reporting & Administration
- Submit weekly reports, due by COB Mondays. Reports should detail activities from the previous week, such as customers e ngaged with, events hosted etc., customer feedback as well as weekly and monthly tracking across target areas.
- Ensure that Rectron’s CRM systems are updated with activities based on interactions and activities with customers.
- Prepare for, inform or/and attend any forecast meetings with PM, Management or vendors, ensuring that you are able to provide detailed f

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