External Sales Consultant
My client who is a leading distributor in the electronic security equipment industry which provides effective integration support across the African continent is looking for an External Sales Consultant to join their team.
The company has two divisions; distribution of security products directly to trade clients and a turnkey project management service supporting both project managers and end users.
A complete product matrix is available to assist all clients in the various markets, including; the larger complex projects at higher-end (tier 1), the standard systems and solutions at mid-end (tier 2) and even the smaller commodities at lower-end (tier 3).
With eminent quality brands, they can offer their clients a much larger choice of security solutions.
Their service matrix offers clients complete peace of mind. Not only can the company provide the full basket of products, they also have a portfolio of finance institutes to assist with the funding of larger projects.
A technical department is able to offer clients a full specialised support service, being it technical support or repairs.
They have an experienced and professional in-house design team to assist with any size project.
Hunter profile external sales 80% internal sales 20%. It will be preferable for applicants to have experience within the security industry and that knows the market well.
If not from the security industry, applicants will need to be technically minded and have extensive external sales and business development experience with excellent track record within a similar field or IT field or solution sales.
The successful candidate will focus on the West Rand area and must preferably stay in this area, anything from Randburg & surroundings area through to the West Rand & surroundings as this candidate will expand clients within this area.
Personality Summary :
High Driver - Ambitious, Results Orientated Go-getter. Self-Starter. Makes things happen.
Moderate Analytical - Strong with analysis, metrics, data and fact based decision making.
Job Description :
Sell the following equipment through security service providers :
Electronic Security Hardware
CCTV, Access Control, Alarm, Gate Automation & Electric Fencing,
Commodity Tier 3 to the channel with upsell possibilities to Tier 2 & 1
Profile partners :
Create Approach Plan
Call, Email, Visit with post visit emails
Close Door Opener Deals
Manage Delivery Process
Mini- PM of Smaller Deals
Core Objectives :
Build Top 30 client base by managing existing clients
Onboard new active channel clients across Gauteng
Gather vast amount of relevant information in a short period of time.
Identify opportunities within companies by aligning their business & clients
Grow & expand revenue within these accounts
Expectations : (Stimulate engagement for sales by presenting company matrix to prospects)
Research & profile prospects.
Pre- meeting planning 2 weeks in advance, min 3 meetings per day with post-meeting emails.
Business Conversations with clients & establish buying process, hierarchy, opportunities.
Completed Opportunity Plans (DQT) for larger size opportunities quarterly.
Present Product & Service matrix and VP to all clients, emphases on top brands.
Monthly & quarterly targets to be met sales related and meetings.
Daily, weekly, monthly reporting.
In-Field Call Review
Weekly Expectations Review
Weekly Opportunity Review
Fortnightly Pipeline Review
Monthly Account Review
Grade 12 Certificate.
Valid Driver's License.
Preference will be given to N3 Diploma in electronics or better qualification.
Preference will be given to sales diploma or better.
Minimum 4 Years B2B Electronics Sales Experience external, preference will be given to electronic security industry experience.
Able to land large corporate accounts, land and expand revenue within accounts.
Technically minded - Can technically grasp Security Surveillance Equipment and other electronic security products.
Have worked with CRM system or Excel based equivalent process.
Strong Microsoft Office Usage Experience to promote planning and processes.
Dealer Base Management experience & understanding of sales process.
Strong prioritization of duties to maximize return on effort.
Must be able to hunt for new accounts and then grow revenue in those accounts
Very strong with relationships - able to get people to rely on them
Communication Skills essential - telephonic, face-to-face and email etiquette.
Accountability Motivated - Drives for Own Results
Fast learning of new information capabilities.
Research & Profile Skills - LinkedIn, Whois etc.
Good Culture Fit - Accountability
Goal Driven and clear understanding of their goals.
Planning & Execution of plan critical.
Able to understand figures and analyse to benefit progress.
Trader by nature - able to trade responsible with discount structures to maximize sales & profits.
Basic Salary R18,000 R28,000 neg. depending on experience
Vehicle Allowance & petrol allowance incl.in CTC
High Commission structure - GP rand value based 5%
Full product and solution training provided.
Proven sales process & management tools in place.
Marketing assistance to clients available free of charge - Website, flyers, business cards.
Marketing done to dealer base clients via email and WhatsApp on weekly and monthly basis to promote brands and solutions.
Workshops arranged for clients.
Independent Work Culture.
Strong growth prospects.