Commercial Sales Consultant

2 weeks ago

East London, South Africa Abantu Staffing Solutions Full time

Job Description:
The Commercial Sales Consultant will be responsible for achieving planned sales, profitability, cost targets to budgets and Commercial Key Accounts. In addition, they will be responsible for the canvassing of new Commercial Business within acceptable profitability criteria, credit control and management to minimise the company’s exposure to financial Risk. They will be required to ensure that Commercial Fuels standard of health, safety and environment are maintained. This role includes extensive travelling throughout the Eastern Cape/designated area with demanding schedules
Experience and Qualifications :
Matric
Sales and Marketing Diploma
Fuel Industry knowledge advantageous
Valid Driver’s license
Extensive experience in sales and especially cold calling
Excellent negotiation skills
English/ Xhosa
Responsibilities:
Responsible for achieving planned sales of area, profitability and cost targets to budgets.
Preparation of sales, Capex and Opex budgets, and develop plans to attain these targets.
Drive awareness of Commercial Fuels in the Commercial Fuels Industry.
Forecasting annual, quarterly and monthly sales goals
Market Segmentation, analysis and penetration
Coordinating all aspects of the deal execution process, including negotiations and finalization of all project and financing agreements
Identify new market opportunities to promote into & exploit
Understand & convey the company value offerings to the market
Maintain a pipeline of all opportunities & tracking their progress. Convey to Management with targets & timelines
Existing Business - Maintenance of Commercial Key accounts
Understand the customer and its needs; including the dynamics and processes, the value chain and business drivers, their ambitions and initiatives, and areas where the company can help them succeed.
Develop detailed account plans for all Key Accounts
Assure that Key accounts service levels are maintained in line with Agreements.
Develop collaborative relationships with Key decision makers within Key Accounts at Operational level.
Conduct regular performance reviews with Key Account Strategic staff
Escalate issues timeously.
Monitor all orders and work collaboratively with internal stakeholders to assure that order and delivery service levels are maximised.
Review Customer wet-stocks and investigate and remediate any deviations or variations daily.
Make recommendations on Equipment replacement where required based on asset maintenance analysis.
Assist with Customer collections in line with Insurer requirements and take remedial action as required.
Act as Customers primary Problem solver
Potential Business - Canvassing of Commercial Key accounts
Develop a Pipeline of potential customers in line with commercial targeted Customer profiles.
Canvass these Customers and secure Customers to procure from the company.
Propose and Negotiate Rebates, considering Equipment and Credit requirements within designated parameters per company policies.
Ensure that Potential Customers are on-boarded per the New Customer process.
Develop account Management plan.
Building Collaborative relations
Work with Internal partners to optimise all internal processes.
Company Ambassador – Represent the company at social responsibility events
To coordinate input from all role-players and compile tender documents according to specified requirements and arrange for pricing and tender sign-off
Conduct a comprehensive risk evaluation for the client
Key Accountabilities :
Responsible for achieving planned sales of area, profitability and cost targets to budgets
Existing Business – Maintenance of Key Accounts
Potential Business – Canvassing of Commercial Key Accounts
KPI's:
Attain budgeted Sales Volume targets (Base business)
Attain new business volume targets. (New business)
Attain Profitability targets for new sites
Monthly meeting to present Pipeline report and monthly report
Ensure business proposal are clear, concise and deal with all elements: structural, legal and financial.
Communicate proposals clearly and effectively to potential potential clients.
Ensure timely feedback to potential and existing clients.
Negotiate in good faith and honestly with potential and existing
Manage stakeholder expectations effectively.
Achieve 100% of Commercial New Volume targets as per business plan. An addendum will be produced each year
Key Skills/ Competencies:
Professionalism
Ability to work un-supervised
Negotiation skills
Analytical and problem-solving skills
Conflict resolution skills
Organisational, time and stress management skills
Deadline driven
Honesty
Reliability
Excellent communication and relationship building skills
Customer service excellence
High work ethic
Training skills
Motivational personality
Computer Packages/Systems: Excel, Word, PowerPoint and e-mails
Customer account management
Knowledge of HES legislation
Observant with attention to detail
Problem identification

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