The purpose of this position is to ensure achievement of new business objectives, managing and expanding existing client base, targeting and conversion of key opposition accounts, setting and achieving sales targets and revenue growth generated through personal performance, ensure that best management practices are followed in all areas of responsibility regarding new equipment sales procedures and actions, promoting a customer oriented service and to implement and uphold actions in line with company strategic vision.

 Key Performance Areas:
(Essential Duties & Responsibilities)

· Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.

· Cold-calling and canvassing for new business.

· Completing call sheets – submitted on a weekly basis.

· Answer customers' questions about product ranges, prices, availability, product uses, and credit terms.

· Quote prices, credit terms and complete and submit tender documentation timeously.

· Emphasise product features based on analyses of customers' needs, and on technical knowledge of product capabilities and limitations.

· Negotiate prices and terms of sales and service agreements.

· Responsible to ensure mutually agreeable solutions to problems experienced by customers are reached and prompt actions / delivery on promises are performed.

· Maintain customer records, using automated systems.

· Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences.

· Prepare sales contracts for orders obtained and submit orders for processing.

· Select the correct products or assist customers in making product selections, based on customers' needs, product specifications, and applicable regulations.

· Collaborate with colleagues to exchange information, e.g. selling strategies, marketing information, etc.

· Prepare sales presentations and proposals that explain product specifications and applications.

· Demonstrate and explain the operation and use of products.

· Provide customers with ongoing technical support.

· Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.

. Attend sales and trade meetings and read related publications in order to obtain information about market conditions, business trends.

· Overall responsibility to set and accept accountability to achieve sales, growth, and profitability targets in an assigned sales territory.

. Plan, prepare, submit and ensure achievement of New Equipment Sales targets for sales territory assigned.

Overall responsibility to meet new sales growth / market share increase objectives.
. Responsible to analyse, prepare and successfully implement strategy to target and convert opposition accounts.

· Overall responsibility to ensure quality of customer interaction and service (develop and implement strategy to ensure proper.

. Scheduled cover of sales territory assigned by self, developing partnerships with and tailor-made solutions for clients.

. Evaluation of own development needs and ensuring lack of knowledge / skills are addressed).

· Sound financial management of deals in line with budget and company strategic objectives for self.

. Ensure the quality of rental business activated is in line with company objectives.

. Ensure order take targets, invoicing targets and GP targets are met, stock turn is controlled.

. Ensure key administrative support functions are diligently executed, e.g. delivery and collection of contracts.

. Ensure discounts are approved / within limits; ensure site inspections are carried out; etc.).

· Preparation and presentation of reports as and when required.

· Overall responsibility to ensure administrative procedures is followed correctly.

· Drive customer service excellence & ensure good relations and communication with customers.

· Participative responsibility to grow department in line with company requirements.

. Ability to develop and implement operational innovation.

Required Minimum Knowledge, Skills Education / Training and Experience Requirement(s):

. Experience working on the Kerridge system

· Proven, successful track record and sales experience in the materials handling or related industry, 5 years’ experience in similar position

. Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services.

. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

. Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services.

. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

. Computers and Electronics — Knowledge of computer hardware and software.

. Production and Processing — Knowledge of raw materials, production processes, quality control, costs.

· Customer service perceptions and satisfaction

· Building of long-term partnerships / relationships with key clients

· Profitability of cash and rental sales

Achieving set new business objectives, unit sales and profitability targets

Required Certificates, Licences, Registrations:

· Grade 12 / Matric + relevant tertiary qualification / experience

. Code 8 driver's license