Territory Sales Representative

Ethiojobs Recruiter

Fulltime
Addis Ababa
Posted 2 weeks ago

Job Features

Job CategoryEngineering(Architecture/Environmental/Chemistry/Geo-technical/Survey/Maintenance/Electrician/Sanitation/Technician/Adviser), Sales Marketing
Job LevelMid Level(3+4)
DeadlineJan 15 2021

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.


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