Key Accounts – Technical Sales Representative

Role Overview

• Engage daily with existing customer base, distributors, end users and converters.
• Promote sales and distribution with network of contacts.
• Increase product portfolio and investment by distributors.
• Increase market share by delivering high levels of service to the network.
• Conduct a needs analysis to ensure that all sales targets are met.
• Follow up on new sales leads and build detailed project pipeline with prospective values.
• Analyse/recognise potential growth opportunities in the market.
• Engage with distributors and assist with specification of product and application.
• Increase footprint and market share for the brand in specified area of responsibility.
• Actively engage with converters to identify new opportunities.
• Leverage local distribution network to engage with supply of materials.
• Actively increase opportunity pipeline for quarterly and annual sales and maintain a close rate equal to peers.
• Provide input to S&OP meetings (discuss accuracy of the forecasts, slow moving and obsolete stock and identify crisis areas).
• Create and manage a customer value plan for existing customers highlighting profile, share and value opportunities.
• Plan and organize personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
• Minimum of 4 calls per day.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keep abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
• Extract value from customer through the use of company tools and training provided.
• Provide product and brand training with converter network.
• Provide technical advice and solutions to customers when required.
• Record customer interaction on salesforce.com.
• Take informed decisions regarding terms and conditions of pricing, rebates, COD pricing and discounts.
• Log customer complaints within 24hrs of complaint being received.
• Conduct product trials at customers when required, and help technical department.
• Update customer price lists, and ensure prices are updated within Avery Dennison’s operating systems.
• Follow complaint till conclusion, and advise customer of results.
• Assess materials when there are customer complaints.
• Ensure that all customer demands are timeously met.
• Liaise with customers regarding their account status.
• Follow up on outstanding payments and assist with debtors collections in line with corporate policies.

Requirements

• Minimum 6 years relevant external in field sales and customer service experience
• Sound knowledge and understanding of print applications including active problem solving of production issues raised by customers
• Thorough understanding of local market and customer base.
• Minimum of 6 years experience in three tiered interaction level distribution, converters and end user
• Corporate interaction on projects and tenders in an advisory capacity relating to specification of materials
• The successful candidate should be in possession of a valid driver’s licence and their own reliable vehicle.
• Relevant qualification would be an advantage.

Tech Stack

• SFDC

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Flexible work arrangements
• Professional development