Applications are open for the position of External Sales Representative. The purpose of this position will be driving revenue growth by actively seeking out new clients, building and maintaining relationships with existing customers, and promoting the company’s extensive range of high-quality PPE products. The External Sales Representative will also be responsible for managing accounts, enhancing customer satisfaction, and managing their own customer set. They manage the contracting and execution of sales volumes and margin achievement and the development of new opportunities for value-adding growth across accounts.
Duties and Responsibilities:
- Identifying and researching potential clients and customers
- Generating leads through various methods such as cold calling, networking and online research, including actively engaging with inbound leads to generate additional prospects
- Arranging meetings by securing appointments with potential customers and clients timeously using approved company tools such as Google or Outlook calendars
- Preparing and delivering compelling sales presentations by pitching effectively to prospective clients
- Highlighting the benefits and features of products and services
- Demonstrating a deep understanding of how products and services meet customer needs
- Preparing and presenting price quotations and aligning proposals to customer and business pricing and margin requirements
- Customising solutions based on the specific needs and requirements of clients
- Negotiating terms and conditions to ensure mutually beneficial arrangements and closing sales deals
- Overcoming objections and addressing concerns raised by potential clients
- Achieving a minimum of three new customer calls per week on branded products as a condition for potential incentives if available
- Keeping detailed records of sales activities including customer interactions, sales calls and orders
- Maintaining the customer base and completing visit bookings via Google Form reports or future innovative platforms as a condition for potential incentives if available
- Ensuring all sales activities comply with relevant laws, regulations and company policies
- Conducting all sales activities with honesty, integrity, ethical conduct and exemplary professionalism
- Checking alerts for requests and responding as needed
- Compiling and maintaining data in the Customer Relationship Management system (CRM)
- Responding via platform or other communication options such as email, telephone or visits to ensure contact is made and customer needs are identified and qualified
- Setting up appointments to clarify or demonstrate products of choice, recording details in the CRM system and ensuring calendar bookings are aligned
- Qualifying customers based on demand, budget, high volume and technical requirements
- Maintaining minimum gross profit percentages and maximising project value where possible based on demand
- Preparing documentation and quotations and ensuring they are sent timeously
- Following up on documentation and quotations and providing additional information or assistance as required
- Capturing records in the CRM system and maintaining by updating the status of each position such as lead, opportunity, qualifying, won or lost
- Ensuring prospects are maintained in the correct customer category such as end-user or reseller
- Following up with clients regarding quotations
- Ensuring a smooth handover to internal teams through effective co-ordination for timely and efficient processing and fulfilment of customer orders
- Working closely with the Operations and Logistics Department, Customer Service and other departments to ensure a unified approach
- Processing orders on relevant documentation according to customer specifications
- Informing the Buyer regarding required stock
- Forwarding relevant documentation such as picking slips for invoicing
- Sending courtesy calls or emails to customers
- Staying informed of shipment statuses and resolving any issues by collaborating with the Operations and Logistics Department
- Collaborating with colleagues to share information and insights
- Acquiring a thorough understanding of customer needs and requirements, and working with internal stakeholders to deliver the agreed value proposition and service level
- Meeting customer needs efficiently
- Building and promoting strong, long-lasting customer relationships by partnering with customers and understanding their needs
- Ensuring the correct products and services are delivered to customers in a timely manner in line with orders and agreed delivery terms, with a key focus on personal protective equipment
- Representing the customer and guiding the business to adopt the customer’s perspective
- Providing excellent customer service and acting as the company liaison between customers and internal teams to ensure the agreed level of service is delivered
- Regularly engaging with existing clients to assess their personal protective equipment needs
- Educating customers on the proper use, care and maintenance of personal protective equipment
- Providing training sessions or informational materials to enhance customer understanding
- Handling field queries, addressing complaints and resolving customer concerns to ensure satisfaction
- Resolving issues and disputes professionally and timeously
- Preparing regular progress reports and forecasts for management
- Ensuring customers have access to appropriate stock levels to meet increased demand
- Actively identifying and attaining new business opportunities
- Recommending changes in products, services and policies by evaluating results and competitive developments
- Staying up to date on competitor information including knowledge of competitor prices and reporting insights to the Sales Team and Sales Director
- Taking prompt and proactive action to accomplish objectives and exceed goals and targets
- Managing accurate responses and ensuring timely delivery of client requirements
- Promoting the brand through consistent display of customer-centric behaviour, professional business etiquette and ethical conduct that exemplifies professional integrity
Minimum Requirements:
- Matric and relevant tertiary qualification
- At least 3 years experience selling PPE (Personal Protective Equipment)
- Experience in sales and providing solutions based on customer needs
- Strong influencing and negotiating skills
- Ability to communicate effectively with customers.
- Ability to communicate effectively at the peer level as well as reporting to management
- Good problem-solving skills.
- Proficiency with CRM software and experience in using Acumatica
- Self-starter, team player, and able to work efficiently under pressure
- Sales forecasting experience
- Motivated and capable of working independently