Industrial Sales Engineer

Based in Durban

Basic + company car + fuel + commission scheme

Drivers license essential

REQUIREMENTS:

• Matric/ grade 12
• At least N3 Technical qualification
• Recognized Sales and/or Marketing Qualification
• Minimum of 3 - 5 Years within a solutions selling environment
• Valid driver’s license essential - company car & fuel
• 3-5 years’ experience in a “solutions selling” environment.
• 3 -5 years of experience in selling and specifying solar systems

RESPONSIBILITIES:

• Visit customers and potential new customers according to a set daily calling cycle and, if applicable, a new business development schedule
• Analyze and provide feedback on buying patterns of customers in geographical area in order to meet target objectives
• Assess and manage all warranty claims, according to set policies & procedures
• Provide ideas to increase sales within the area of responsibility
• In conjunction with Territory Team Leaders and Regional Sales Managers, give input to the development of model stock for each customer to decrease rotations
• Build and sustain great customer service levels and business relationships in support of business objectives
• Build and sustain good internal service levels and business relationships with the Central functions in support of business objectives (Finance, HR, Marketing, Operations etc.)
• Train customers to ensure they are kept up to date with technical product changes
• Implement new marketing and promotion ideas and assist customers in aligning their strategy with that of the Company marketing strategy
• Monitor monthly sales per customer, understanding reasons for volume gains/declines
• Review scrap recovery by customer on a weekly basis and visit bottom performing customers to ensure the return of scrap is increased and optimized
• Resolve or escalate all customer queries/complaints according to relevant policies and procedures
• Determine customer requirements regarding POS material
• Make recommendations on product enhancements for improved sales potential
• Identify new business opportunities by finding potential dealers and distributors and cross-selling opportunities
• Canvass and open new customer accounts based on their viability as future customers (includes assistance with the credit application process)
• Update customer database by providing new information regarding new customers and/or updating existing information. Ensure 100% accuracy of all master data per geographical area (also critical for CRM purposes)
• Review all customers in their area relating to performance adherence to KPAs
• Report technical developments in the market to the Industrial Business Development Manager for escalation to the Technical/Marketing team
• Track and report on competitor activity in the region
• Engage regularly with Territory Team Leaders and Regional Sales Managers on performance against set targets for sales volumes, profitability, warranty compliance, scrap return rate, call cycle performance, and rotation performance
• Set up monthly meetings to discuss action plans relating to overall debtors as per standard trading terms and conditions in line with targets
• Curbed operational costs by reducing unnecessary expenses and adhering to expense policy
• Conduct regular pricing surveys in the region and report findings to the Industrial Business Development Manager to maintain & grow market share
• Ensure discounts are managed in accordance with set parameters
• Achieve the relevant sales target in accordance with budget
• Ensure compliance with all relevant sales and operations policies and procedures
• Report any incidences of alleged misconduct/non-performance to Senior Management to ensure action is taken as required
• Process all HR administrative issues accordingly