Sales Consultant

About Reflex

Established in 2000 in South Africa, Reflex has evolved from modest origins to become a distinguished provider of Information and Communication Technology (ICT) solutions. We specialise in delivering innovative ICT solutions across various industries, earning a sterling reputation for our excellence in the retail sector and beyond. With a robust network of partnerships, we pride ourselves on our ability to swiftly address the technological needs of our clients.

Our portfolio of ICT solutions spans various industries. Reflex Carrier understands what is needed to build, manage, and operate complex backbone networks simply. Our solutions are tailored for Fibre Network Operators (FNO), Internet Service Providers (ISPs), and those looking for comprehensive Managed Connectivity solutions.

On the other hand, our Enterprise Solutions take the complexity out of technology, allowing you to focus on what you do best. We provide seamless, high-performance solutions for connectivity, communications, workplace management, cloud, and cybersecurity services.

Together, both divisions reflect our core values of expertise, clarity, and client-centricity. We take pride in being large enough to offer extensive support while remaining small enough to provide personalised service. At Reflex, our clients are at the centre of everything we do, and we're committed to delivering reliable, jargon-free solutions that drive your success.

About the role

As a Sales Consultant at Reflex Solutions, you will play a pivotal role in bridging the gap between client expectations and the solutions we deliver. Your primary objective will be to drive additional revenue and growth for the business by effectively managing client relationships and ensuring their needs are met. You will be responsible for understanding the client's business requirements, identifying key decision-makers, and providing tailored solutions that address their specific challenges. Your role will involve regular communication with clients, updating CRM systems, managing billing and contracts, and ensuring all sales opportunities are accurately tracked and forecasted. You will also handle escalations efficiently, maintain client satisfaction, and take ownership of all documents and presentations delivered to clients. Your ability to articulate a clear course of action, mitigate risks, and provide a prescriptive approach will be crucial in achieving success in this role.

Key duties and responsibilities:

Client Analysis and Relationship Management

• Analysing the client's situation and business requirements: Understanding the client's needs and business context.
• Taking ownership of accounts: Managing a range of accounts within a designated territory, advocating for client expectations while focusing on revenue growth and margin improvement.
• Discovering budget authorities: Identifying individuals with budget authority to solve specific problems and establishing a buying vision.
• Offering prescriptive approaches: Helping clients understand high-level requirements and providing a roadmap to address problems.
• Communication plan: Regular check-ins with the primary point of contact and establishing a process for stakeholder buy-in.
• Single point of contact: Serving as the main information flow channel for Reflex Solutions with clients and stakeholders.
• Timely communication: Returning all client phone calls on the same business day.

Opportunity Management

• Updating CRM: Keeping CRM updated with sites, contacts, VIP lists, accounting details, and after-hours escalation.
• Sales opportunity pipeline: Maintaining an accurate sales opportunity pipeline with a 90-day forecast.
• Target attainment: Working diligently to achieve monthly (and annual) sales target.
• Deal closure: Ensuring closed deals are captured correctly and taken to 90% for accrual within the same month.
• Proposal and contract management: Keeping proposals current, tracking contracts up for renewal, and applying service increases.
• Billing management: Ensuring billing is accurate and updated to reflect the scontracted services.
• Cancellation processing: Processing services cancellations. 

Documentation and Escalations

• Document and presentation ownership: Taking ownership of all documents, presentations, and workshops delivered to clients and stakeholders.
• Meeting agendas and minutes: Compiling outcome-driven agendas for meetings and distributing minutes or sponsor letters promptly
• Efficient escalations: Handling escalations efficiently and maintaining regular communication with stakeholders.

Education, Experience and Skills:

• Matric or relevant certification
• Bachelor's Degree or equivalent certification
• Technical certifications (advantage)
• Sales or Marketing experience beneficial
• Ability to articulate a deliberate course of action to a variety of stakeholders across departments and altitude levels
• Ability to share specific examples that paint a picture for all stakeholders
• Ability to share relevant industry and domain examples and provide proof their recommended approach works to make progress towards solving problems
• Ability to explain solutions without using jargon or technical speak
• Ability to foresee possible risks from the client's point of view and, ideally, help the client avoid or mitigate any negative instance
• Comfortable communicating your recommendation going forward on problem-solving and solution approach to senior executives
• Ability to produce your own thoughtful, relevant, and tailored point of view on a specific problem or issue and back up their point of view with well-informed logic with the relevant stakeholders
• Ability effectively runs sales meetings and phone calls in a way that solicits multiple perspectives and drives consensus towards a path of action
• Be compatible with their organization's culture, and that the approaches, techniques, and methods the Sales Consultant utilizes are productive and focused on making progress