Technical Sales Representative

Position Overview

The Technical Sales Representative is responsible for generating new business and managing existing accounts within the intercom, electronic security, fire detection, and building management systems sectors. This role combines technical expertise with sales acumen to design and propose integrated solutions that meet clients' operational, safety, and compliance requirements. The ideal candidate will have a strong understanding of system integration, project-based sales, and relationship management across the construction, facilities management, and security industries.

Key Responsibilities

Sales & Business Development

• Identify, qualify, and pursue new business opportunities within commercial, industrial, and institutional markets.
• Build and maintain a pipeline of prospective projects, including tenders, retrofits, and new developments.
• Conduct client visits, technical presentations, and product demonstrations.
• Prepare detailed proposals, cost estimates, and solution specifications.
• Collaborate with architects, consultants, engineers, contractors and system integrators to influence project specifications and secure design approvals.
• Negotiate contracts, terms, and pricing in line with company policies and profitability goals.
• Consistently achieve or exceed assigned sales targets and growth objectives.

Technical Solution Design

• Assess client requirements and design appropriate intercom, security, fire detection, and BMS solutions that align with local standards and regulations (e.g., SANS, NFPA, EN).
• Work closely with engineering and project teams to ensure the technical accuracy and feasibility of proposed solutions.
• Stay up to date with emerging technologies, integration capabilities, and industry trends.
• Provide input on new product development or customization based on market feedback.

Customer Relationship Management

• Develop and maintain long-term relationships with end-users, consultants, MEP contractors, and facility managers.
• Manage post-sale support through coordination with the service and project teams to ensure customer satisfaction.
• Maintain accurate records of customer interactions and opportunities using CRM software.
• Participate in trade shows, industry events, and client networking sessions to enhance brand visibility and business development.

Qualifications and Skills

Education & Experience

• Diploma or Bachelor's degree
• Minimum 3–5 years of sales experience in access control, intercom or electronic security, fire detection, building automation, or related systems.
• Proven experience working with system integrators, MEP contractors, and consultants.
• Familiarity with design and integration of technologies such as:
• Intercom systems:
  Toll roads, parking, PAVA, mining, airports, transportation and rail.
• Electronic Security Systems:
   CCTV, Access Control, Intrusion Detection, Perimeter Protection.
• Fire Detection & Alarm Systems:
   Conventional and addressable systems, voice evacuation, suppression integration.
• Building Management Systems (BMS):
   HVAC control, lighting automation, energy management, and SCADA platforms.

Technical Skills

• Strong understanding of system design principles, integration protocols (e.g., BACnet, Modbus, ONVIF), and relevant standards.
• Ability to read and interpret technical drawings, schematics, and tender documents.
• Proficiency in CRM tools (Bigin, Salesforce, HubSpot, or equivalent) and MS Office Suite.
• Experience preparing BOQs and technical submittals is an advantage.

Soft Skills

• Excellent communication, negotiation, and presentation skills.
• Strong analytical and problem-solving abilities.
• Self-driven, organized, and capable of managing multiple projects concurrently.
• Team player with a customer-centric mindset and high ethical standards.

Performance Metrics

• Achievement of monthly and annual sales targets.
• Growth in customer base and key account penetration.
• Accuracy and timeliness of quotations, proposals, and reports.
• Customer satisfaction and repeat business rates.
• Contribution to company reputation through professional representation and technical expertise.

Compensation and Benefits

• Competitive base salary plus commission and performance incentives.
• Company vehicle or travel allowance.
• Laptop, mobile allowance, and business tools provided.
• Opportunities for professional training and career advancement in a growing industry.