Sales Consultant: Rentals

JOB DESCRIPTION Job Title Sales Consultant: Rentals Direct Line Manager Sales Manager Job Grade Patterson: CU Department Commercial                                    Purpose Statement To maximize sales to meet monthly sales and development targets within an agreed territory but across all sectors. To build solid Customer relationships to ensure Customer retention. To maintain and expand relationships with Account customers, representing the entire range of Eazi company products and services To achieve sales quota and assigned Account objectives. Key performance areas (to translate into a measure of success) Maximize Sales in agreed territory Develop & grow market share and identify new market segments Sales System Management Timely and Accurate administration and Reporting Secure the revenue stream of the business Budget and forecasting management Develop potential within Accounts Maintain commercial policy Customer relationship management Develop market intelligence and translate into market needs General Management Information Flow Main Outputs and Responsibilities for This Position AREA / TYPE Responsibilities ·     Maximize Sales in agreed territory         ·    Achieve/exceed monthly sales/machine targets which will be evaluated monthly ·    Call on Customers in a corporate/office environment when necessary ·    Call on Customers on sites and perform audits on machines as well as site inspections ·    Build and maintain strong relationships with Customers ·    Do demonstrations of machines on site for Customers to promote the products and services and achieve the minimum quantity of demos per week as per the Company standards ·    Do presentations to Customers on our products and services when necessary ·    Ensure a consistent strong sales pipeline ·    Ensure excellent planning of territory management ·    Ensure time planning and management is maximized ·    Weekly, monthly, and quarterly forecasting to be done ·    Attend weekly sales meetings ·    Know your sites and customer’s needs) ·    Know your customers’ needs ·    Call on Customers that hire from Competitors weekly and feedback information at weekly sales meetings ·    Report on lost orders weekly at sales meetings ·    Maximize every opportunity with every Customer interaction i.e. promote products and services ·    Understand the products and applications ·    Understand the Customer’s needs and sell the correct application to suit those needs ·    Open new accounts monthly as per the Company standards ·    Ensure good consistent communication with the hire desk daily ·    Professional, knowledgeable, and applicable delivery of V.P. ·    Develop & grow market share and identify new market segments   ·    Target Customers within a market segment we already sell to ensure we maximize growth in that sector in that area ·    Identify new market segments in the agreed area and sell the products and services to those potential Customers. ·    Timely and Accurate administration and Reporting ·    Follow up on all enquiries daily/weekly to ensure no opportunities are lost (Admin to supply daily) ·    Complete daily and weekly planners to ensure excellent time and territory management ·    Complete site management forms ·    Follow up on Customer queries ·    Ensure any Customer administrative requirements are completed on site as and when necessary ·    Deliver invoices to Customers when necessary ·    Do presentation on PowerPoint for Customers ·    Generate monthly reports regarding the performance of Accounts. ·    Sales System Management   ·    Ensure the system is updated on a daily/weekly basis with all the requires information on Customers, as well as information on competitor’s rates, activities, and advertising. ·    Secure the revenue stream of the business   ·    Execute the annual Account Sales plan. ·    Develop and maintain Long Term Contract rental. ·    Develop and maintain “Service Level Agreements”. ·    Budget and forecasting management ·    Forecast Account stock requirements ·    Deliver Turnover in line with or in excess of the Budget. ·    Develop potential within Accounts   ·    Convert prospects who have strategic importance or offer valuable business potential ·    Maximise strategic potential within the Accounts by utilizing National Service Network. ·    Maintain commercial policy   ·    Implement National and Regional pricing and service level strategies ·    Manage the customer relationships in an appropriate manner relative to their status ·    Ensure credit management criteria of the business is adhered to. ·    Customer relationship management   ·    Build strong customer relationships with the Key Accounts ·    Oversee call cycles to ensure Accounts receive premium customer service ·    Monitor customer satisfaction ·    Develop market intelligence and translate into market needs   ·    Drive product and service expansion opportunities ·    Identify opposition threats and implement strategy to neutralize. ·    General Management   ·    To ensure that a professional image is always projected, i.e. grooming and company vehicle ·    To ensure that the quality of service that Eazi Access Rental provides and the satisfaction of its customers, are always treated with the utmost importance ·    To promote Eazi Access Rental and do everything possible to enhance its image ·    To ensure that all duties are carried out safely and in accordance with all company and legal requirements ·    To work in harmony with other employees in the Company ·    To ensure that confidentiality in all Eazi Access Rental matter is maintained ·    To produce other information as required and to carry out other duties either directly or indirectly as requested by your manager from time to time ·    Compliance to standard operation guidelines of Eazi Access Rental ·    Generate monthly reports regarding the performance of Accounts. ·    Information Flow   ·    Gather and distribute strategic account information to relevant managers ·    Including Strategic account sites for management via Sales manager and his Sales Consultants. ·    Including account administration requirements for the Sales Manager ·    Keep in regular contact with the Sales Consultants to ensure service levels are received.                                                                          Qualifications Minimum   Grade 12 Recommended Sales Diploma Bachelor’s degree in business, Marketing, Engineering, or a related field (preferred). Proven track record of success in sales and business development within the working at heights and material handling industry. Proven track record of success in sales and business development within the mining sector. (Preferred)                                                            Experience ·    4 Years sales experience within a corporate or semi-corporate, business to business environment ·    3 Years sales experience within an equipment rental business ·    8 Years experience within a sales environment. ·    Experience within a material handling environment (advantageous)                                                                   Knowledge ·    Strong knowledge of working at heights and material handling products, applications, and industry trends. ·    Excellent communication, negotiation, and presentation skills. ·    Ability to build and maintain strong customer relationships. ·    Self-motivated, driven, and results oriented. ·    Ability to work independently and as part of a team. ·    Proficient in using CRM software and Microsoft Office Suite.                                                                            Skills ·    Administration skills ·    Problem Solving skills ·    Task-focused ·    Time management ·    Numerical skills ·    Organizing and planning ·    Communication skills ·    Analytical skills                                                   Behavioural Competencies ·    Integrity ·    Creativity ·    Logical and Analytical ·    Interpersonal skills ·    Resilience ·    Persuasiveness ·    Energy and Drive ·    Quality Orientation