Sales Consultant – Durban (Riverhorse Valley)

Sales Consultant – Durban (Riverhorse Valley)

Durban – KwaZulu Natal

Summary

The sales consultant role is centred on generating sales for the business and ensuring all related processes run smoothly so that our client’s needs are fulfilled.

Outcome:

1. Sales targets are met:
2. The company's sales processes are followed, and sales dialogue focuses on client needs over “product” features.
3. Sales volumes are to be achieved in accordance with the targets to be discussed with potential candidates.
4. Pipeline is managed with sufficient deals in all sales stages (so the sales, sales targets, seat costs, commissions, and sales bonuses may be managed effectively).

Primary responsibility of the sales consultant

The role of the sales consultant is firstly to understand, comprehend, and grasp all of the services and “products” that the company has on offer to the market. Training will be given to the successful candidate upon joining the company.

The sales consultant must understand how to research, find, and assimilate leads, prospects, and potential customers in a format that leads to high sales activity and high sales closure.

The sales consultant must be able to demonstrate superior skills with regards to the generation and prospecting of new leads/prospects.

The sales consultant must ensure that new business appointments are made daily. New business appointments will be conducted by virtue of face-to-face meetings with prospects and potential customers.

The sales consultant must be able to research, learn, and understand the racking, shelving, and mezzanine floor industry including the following aspects:

1. Industrial and retail racking and shelving systems
2. Complete ecosystem of industrial and retail storage products
3. Complete ecosystem of material handling products
4. Measuring and calculating of specific technical client requirements in respect of racking, shelving, and mezzanine flooring (warehouses, factories, retail stores, etc.)
5. The supply and installation, after-sales support as well as product maintenance methodologies
6. Utilising CAD for designing and drawing of customers' order specifications.

The sales consultant will source new clients and opportunities and manage the sales process from start to finish.

The sales consultant must demonstrate advanced product knowledge of the company’s products and services to potential customers, prospects, clients, as well as the company’s internal stakeholders.

The sales consultant will ensure that all potential customers, leads, and prospect information is updated on the company’s CRM system and database.

The sales consultant will provide management with weekly and monthly reports on all sales activity.

The sales consultant will ensure that he/she meets with potential customers’ requests, requirements, and needs to drive and increase the company’s sales.

The sales consultant will adhere to all company policies and procedures.

The sales consultant will collaborate with all other employees, managers, and directors to ensure that the company remains relevant in its client base and market niche.

The sales consultant will follow up with any client queries diligently and efficiently.

The sales consultant will utilise technology to his/her advantage where necessary to enhance the company image and to drive sales.

The sales consultant will also aid on all ad-hoc and additional tasks requested by management as and when required. This will include training, learning and development, research, engaging with internal and external stakeholders and parties of the company as well as beyond the normal day-to-day sales consultant duties.

Knowledge and experience

1. Very good understanding of sales cycles, sales stages, pipeline management, and conversion ratios
2. Ability to analyse a market and identify sales opportunities
3. Excellent sales skills
4. Good computer literacy in Microsoft Office and smart mobile devices
5. Matric is mandatory
6. Valid driver’s license and own vehicle
7. Minimum of 5 years’ experience as a successful salesperson in the industrial racking, shelving, and mezzanine flooring industry (RSM industry)
8. Extensive cold calling
9. Ability to source new transactions/deals on a continuous basis
10. Schedule first and follow-up meetings with potential clients/prospects
11. Provide all the technical expertise in creating a solution for potential clients/prospects.
12. Ability to analyse, assess, translate, design, and structure a solution for a prospect in a format that is acceptable
13. Ability to utilize CAD software
14. Ability to create a bill of materials
15. Ability to negotiate with the company’s executives
16. Post sales servicing to clients
17. Ability to build deep market and client relationships
18. Ability to mine and service an extensive client base and to grow the company’s client base