External Sales Representative

**JOB PROFILE**

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**JOB PURPOSE**

The core purpose of the role is to manage and grow key accounts and source new business in order to ensure that sales
- and GP targets are achieved.

**KEY PERFORMANCE AREAS**
- Sales Management
- Customer Relationship Management
- Administration and Reporting
- SHEQ Integrated Management System control
- Business Continuity

**MAIN RESPONSIBILITIES**

**Sales Management**
- Ensure sales target is achieved.
- Identify sales targets per customer.
- Set up strategies to address sales requirements.
- Identify lost sales and ensure recovery through sales strategies in order to meet monthly budget.
- Back-order management on a regular basis.
- Analyse customers’ sales history on system and identify sales opportunities.
- Ensure GP% targets (budget) are achieved.
- Analyse market and identify improvement / opportunity areas.
- Complete sales and demand forecasts and actual sales analysis for the different market segments on a month-by-month basis.
- Analyse customers and identify products not buying/stopped purchasing & increase buying of such.
- Identify new clients and strategize bringing the client on board.
- Closely monitor client requirements and identify opportunities to sell innovative products into the portfolio.
- Ensure sufficient depth of relationships within Key Accounts to promote continuity and growth.
- Ensure clients are fully appraised of all related issues surrounding pricing, new products, skills training and point of sale material.
- Market and implement solutions that ensure value and business outcomes for key clients.
- Manage and maintain pricing in line with the company pricing requirements.

**Customer Relationship Management**
- Always maintain a high level of customer service standards.
- Ensure clients are fully appraised of all related issues surrounding pricing, new products, skills training and point of sale material.
- Demonstrate the functions and utility of products to customers based on their needs.
- Communicate to customers as required.
- Pricelists.
- Discontinuation of stock.
- Promotional stock.
- General notifications.
- Bizman Support.
- Install Bizman, as required.
- Provide training and support, as required.
- Delegate support queries to Bizman.
- Ensure monthly visits to Key Accounts in the region.

**Administration and reporting**
- Complete sales and demand forecasts and actual sales analysis for the different market segments on a month-by-month basis.
- Sales performance report.
- Sales analysis.
- Customer visit report.
- Weekly call report.
- Manage customer debtor book.
- Ensure no sales are made to customers out of cover.
- Ensure credit notes are at a mínimal and achieve company targets.
- Prepare quotes, sales orders, and invoices timeously and accurately.
- Advising stock availability to customers.
- Arranging stock from other branches / procurement if insufficient stock is available.
- Communicate pipeline orders or “out of the ordinary” purchases to Branch Manager and Procurement.
- Review credit limits and request payments as required and communication to Debtors department.
- Ensure Pricelist increases are applied on SAGE.
- Update VDC Contracts.
- Manage VDC list and ensure all items are being sold.
- Communicate updated VDC contract to client.

**SHEQ Integrated Management System control**
- Ensure adherence to the OHS Act.
- Take reasonable care for the health and safety of themselves of other persons.
- Co-operate with the employer to enable prescribed duties or requirements to be complied with.
- Carry out any lawful order given and obey the health and safety rules and procedures.
- Report any unsafe or unhealthy situation to the employer. ? Report any incident to the employer.
- Comply with health and safety plans Ensure the sales office maintains and complies with standards of health and safety, and hygiene always.

**Business Continuity**
- Responsible to comply with the SHEQ Integrated Management System (SHEQ-IMS) and the maintenance thereof.

**KEY JOB REQUIREMENTS**

**QUALIFICATIONS**
- Grade 12 / NQF 4.

**EXPERIENCE**
- Relevant experience in a similar position.
- Relevant experience in a sales environment.

**SKILL REQUIREMENT AND KNOWLEDGE**
- Computer literacy with Proficiency in MS Excel at an intermediate level.
- Proficient in SAGE Evolution, or similar, at an intermediate level.
- A thorough practical knowledge of best practices in sales processes.
- Awareness and understanding of the ISO 9001, ISO 45001, ISO 50001, ISO 14001 Requirements relevant to the processes under your control.

**COMPETENCIES**
- Excellent sales and negotiation skills.
- Excellent organizational skills and attention to detail.
- Strong analytical and problem-solving skills.
- Excellent interpersonal and customer service skills.

**REQUIREMENTS AS AN ADDED BENEFIT**
- Experience in the aluminium profiles, -systems and -accessories environment or similar.
- Diploma in Business Administration or similar.