Key Accounts - Technical Sales Representative

Pre-Requisite Experiences:

• 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.
  

Formal Qualifications:

• Relevant qualification would be an advantage
  

Engagement and targets:

• Conduct a needs analysis to ensure that all sales target are met
  
• Conceptualise new and innovative strategies to achieve sales targets
  
• 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)
  
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
  
• Plans and organizes 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
  
• Keeps 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.
  
• Extracts value from customer through the use of company tools and training provided
  

Customer Service:

• 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 is in line with corporate policies.