Territory Sales Representative

Ethiojobs Recruiter

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


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



  • Engineering or Business Administration degree or equivalent qualification 



  • Limited selling experience
  • Engineering background



  • Good commercial acumen


  • Basic product knowledge


  • 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


  • 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


Please mention the position title on your email subject line.

Apply Online
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