Area Sales Representative

GENERAL ACCOUNTABILITY:

Direct report to Operations Manager KZN

Responsibility for: Sales

Primary focus: Sales of machinery and attachments

DUTIES AND RESPONSIBILITIES:

Ability to sell the products and services as provided by MSA to customers within the Capital equipment market as well as those products and services required within the mining and construction sectors. The respective employee will be required to expand the region’s growth within the prescribed territory, through proper analysis of the specified market using CONMESA statistics as supplied by MSA. This is to ensure market penetration through new opportunities.

1. KPA’s

Responsible for sales of the complete Manitou range of equipment in designated areas within KZN Province.
Reporting directly to the Operations Manager.
Manage the specified sales territory to ensure a structured system of developing relationships with both new and existing customers to maximise future business growth.
Achieve monthly, quarterly and annual sales targets as agreed to with the Sales Manager.
Daily prospecting (cold calls, planned calls, etc.).
Plan and set up appointments with customers on a daily basis.
Complete weekly call reports.
Update CRM on a daily basis.
Coordinate after-sales support to customers through CSR, Field service, or Workshops.
Work closely with the Sales Manager and General Manager to identify and evaluate new business opportunities.
Active deal participation within the assigned sales territory.
Prepare and submit proposals and presentations.
Build a strong sales pipeline to ensure growth and sustainability within the sales territory.
Identify and participate in local events as well as any other events identified by the subsidiary marketing team.
Ability to respond to tenders and develop relationships with institutions, providing telephonic support when required.

2. KPI’s

1. Sales performance

· Targets

Ensure individual Sales budgets are met.
Ensure new customer targets are met.
Assist to maintain or increase market share within the region.
Visitor-to-lead conversion rate.
Lead-to-sale conversion rate.
Measuring lost sales.
Ensure customer database is up to date.
Identify key accounts and maintain them.

· Market development

Ensure all products and models are effectively sold and distributed through the allocated region.
Assist to maintain or increase market share within the region.
Keep abreast of market conditions and competitors' activity.

· Reporting

Compile and present an activity report and plan to SM on a weekly basis.
Ensure all documentation received is in line with the Centre’s policies and procedures.

EDUCATION:

Matric with a Post Qualification in Sales and Marketing.
Strong selling and prospecting skills.
Minimum 3 years selling experience in the capital equipment market, construction, or mining industry.
Ability to liaise with financial institutions with the intention of providing finance solutions to the end user.
Strong organisational and communication skills.
Excellent negotiation skills.
Proven track record within the Industrial sector.
Positive attitude, high level of energy and self-motivated with plenty of initiative.
Must be able to sell and source new business.
Must have an existing customer base.
Must be willing to travel – local and overseas as required by Manitou Centre.

EXPERIENCE:

(examples hereunder)

COMPETENCIES AND SKILLS:

High level of attention to detail.
Must be able to work independently and yet still function as part of a team.
Knowledge of the Capital equipment and Material handling industry a distinct advantage.
Must be competent in Excel and Word.
Must be willing to work extended hours as required by Manitou Centre.

INTERNAL/EXTERNAL CONNECTIONS:

Internal interactions: Works in partnership with almost all departments of the Centre to ensure close alignment.
External interactions: Customers.

LOCATION & EXPECTED TRAVEL:

This position is based in Pinetown KZN.
Regional travel is expected within KZN.

Job Type: Full-time

Application Question(s):

What is your current salary?
Why do you want to leave your current employer?

Education:

Bachelors (Preferred)

Experience:

Sales experience in construction or mining industry: 3 years (Preferred)

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Manitou Centres SA (Pty) Ltd

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Area Sales Representative