Determine most accurate total buying potential for each customer in his/her territory and develop plans to realize this potential.
Sales Target Achievement
1. Achievement of Monthly/Annual Sales/ Gross Profit Targets as set by Management
Customer Business Planning
1. Plan how to achieve sales targets for each of the customers allocated.
2. Analyze customer sales performance by product and formulate plans to counteract opposition activities.
3. Plan territory calls as per call cycle (time utilization).
4. Identify new business opportunities and formulate sales plan accordingly
5. Provide a high level of Customer Service on all levels.
6. Correct Gross profit targets as required
7. Continuous follow-up on plans/opportunities and orders.
Sales Activities
1. Price negotiations
2. Negotiate orders within given and approved parameters.
3. Provide accurate forecasting
4. Initiate ad-hoc activities (presentations, innovation days, hosting of international principles etc.)
5. Discuss sales performance (with purchasing) and issues with customers
6. Provide technical advice where applicable
7. Provide solutions – add value to customers
8. Identify sales opportunities and follow these to realization
9. Increase basket of products sold to customers.
10. Work closely with Product Management and Innovations department to develop current and future opportunities.
Sales Admin and Financial Control
1. Accurate completion of monthly reports.
2. Collect/assist with debtor’s payments where necessary.
3. Attend stock takes.
4. Provide documentation for new accounts including credit application form – new and updates.
5. Attend sales meetings /conferences/training courses..
Other
1. Any other activities on a short term basis as required by the Company.
2. Regional travel (within the borders of RSA) may be required from time to time.
Customer Business Planning
Sales Admin and Financial Control
New business and customer acquisition
Key Competencies
– Manage the customer – determining the customer’s needs and developing these into sales
– Managing financials
– Negotiations and influential ability
– Execution of business plans
– Analyse sales information i.e. Value vs. volume proposition
– In conjunction with the Manager, being able to analyse his/her Turnover & Gross Profit versus Target.
– Selling
– Communication
– Developing and leading people – internal customers and colleagues.
– Add value
Selling across all Product Categories
Food Science/Technology degree/diploma or equivalent preferred. Skills & Knowledge
3-5 years’ experience in food ingredient or other food related sales. Established customer knowledge and relationships would be an advantage.
Sales ability
Negotiation skills
Understands & apply Customer Intimacy i.e. selling the Total Solution
Practical application of our product range
Analytical
Financial implication and awareness
Good spoken and written communication skills
Strong presentation and negotiation skills
Confidence, tact and a persuasive manner
Good organisational and time management skills
Good ‘people skills’, for working with a range of colleagues and clients
The ability to work independently and unsupervised.
A willingness to work long hours, often under pressure
A professional manner
Good business sense and the ability to work to budgets
To apply for this job email your details to emanuele@spyglassafrica.com
