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Job Description

Purpose of role

Responsible for the sale of products and services to an assigned account list and via face to face meetings. The TSR Grade 1 typically manages between 120 and 200 customers primarily of SMALL to MEDIUM sizes, and carrying a revenue quota in excess of $1m per year.  This is a development role with a focus on building knowledge on the product and sales process

Key Objectives

•  Deliver sales target through the sale of products and services
• Ensure coverage to customers meets guidelines, both in terms of frequency and number of calls
• Establish strong relationship with all decision makers, influencers and blockers within assigned customers
• Understand customers businesses and key needs
• Differentiate against competitors
• Participate at all opportunities within assigned accounts
• Produce accurate sales outlook figures on a monthly basis
• Maintain customer and opportunity data in Salesforce.com

MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

• Be fully compliant to the lead qualification process and response times
• Actively prospect potential new customers

Coverage Studies

• Maintain customer and machine population correctly and timely updated in Salesforce.com

Territory Planning

• Identify key commercial opportunities through ongoing communication with customers to prioritise accounts that will deliver revenue target

Call Planning

• Build long term relationship with customers by ensuring minimum coverage is met to ensure maximisation of all revenue generating opportunities

Sales Funnel Management

• Applies  sales methodology to progress sales opportunities through the sales funnel.
• Record and manage all opportunities to stage and exit criteria

Sales Outlooking

• Produces a reliable monthly sales forecast based upon opportunity pipeline and customer’s decision stage using Sales Forc

Sales Review Sessions / Self Development

• Prepares for one-to-one performance review sessions with Sales Manager, at least once a month, based upon Sales Process metrics (i.e. Sales Effectiveness Tracker, etc).
• Participate in the weekly activity review sessions with the Head of Function or Sales Manager
• Prepare lost sales and competitor activity reports
• Utilises both and training resources for continual self development

Contacts arising from the job

Internal Contacts

• Finance
• Administration
• Logistics
• Centres of Excellence including Sales Effectiveness and Strategic Planning, Product Support
• ISR team

External Contacts

• Customers

Job Requirement

PERSON SPECIFICATION

Qualifications

• Engineering or Business Administration degree or equivalent qualification 

Experience

Desirable

• Limited selling experience
• Engineering background

Knowledge

Essential 

• Good commercial acumen

Desirable

• Basic product knowledge

Skills

• Numeric skills
• Accuracy with high level of detail
• Tenacity
• Good verbal and written communication skills
• Negotiation and influencing skills
• Customer focused, being able to provide exceptional customer service
• Highly organised with good time management and prioritisation skills
• Good interpersonal skills with the ability to establish and maintain good working relationships
• Good team player
• Proficient in the use Microsoft Office, Excel, Word, PowerPoint, Outlook

Desirable

• Proven ability to develop accounts

Core Competencies

•  Customer Focus
• Emotional Intelligence
• Innovation
• Leadership
• Strategic Awareness
• Planning, Organising and Controlling
• Personal development/Job knowledge & Business sense

How to Apply

Interested and qualified applicant should apply by sending your CV to the email below

international_construction@ethiojobs.net

Please mention the position title on your email subject line.