Purpose of role 

Responsible for the sale of products and services to an assigned account list and via face to face meetings. The TSR Grade 1 typically manages between 100 and 120 customers primarily of SMALL to MEDIUM sizes, and carrying a revenue quota in excess of $1m per year. This is a development role with a focus on building knowledge on the product and sales process.

Key Objectives

• Deliver sales target through the sale of products and services
• Ensure coverage to customers meets guidelines, both in terms of frequency and number of calls
• Establish strong relationship with all decision makers, influencers and blockers within assigned customers
• Understand customers businesses and key needs
• Participate at all opportunities within assigned accounts
• Produce accurate sales outlook figures on a monthly basis
• Maintain customer and opportunity data in Salesforce.com

MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

• Be fully compliant to the lead qualification process and response times
• Actively prospect potential new customers 

Coverage Studies

• Maintain customer and machine population correctly and timely updated in Salesforce.com

 Territory Planning

• Identify key commercial opportunities through ongoing communication with customers to prioritise accounts that will deliver revenue target
• Maintain an awareness of competitor activities

Call Planning

• Build long term relationship with customers by ensuring minimum coverage is met to ensure maximisation of all revenue generating opportunities 

Sales Funnel Management

• Applies the company sales methodology to progress sales opportunities through the sales funnel.
• Record and manage all opportunities to stage and exit criteria
• Record all lost sales and competitor information

 Sales Outlooking

• Produces a reliable monthly sales forecast based upon opportunity pipeline and customer's decision stage using Sales Force

Sales Review Sessions / Self Development

• Prepares for one-to-one performance review sessions with Head of Function or Sales Manager, at least once a month, based upon Sales Process metrics (i.e. Sales Effectiveness Tracker, etc).
• Participate in the weekly activity review sessions with the Head of Function or Sales Manager
• Utilizes both training resources for continual self development

Job Requirements

Qualifications

Essential 

• Engineering or Business Administration degree or equivalent qualification

Experience

Essential 

• Engineering background

Desirable

• Limited experience of selling

Knowledge

Desirable

• Basic knowledge of construction products

Skills

Essential 

• Numeric skills
• Accuracy with high level of detail
• Tenacity
• Good verbal and written communication skills
• Negotiation and influencing skills
• Customer focused, being able to provide exceptional customer service
• Highly organized with good time management and prioritization skills
• Good interpersonal skills with the ability to establish and maintain good working relationships
• Proficient in the use Microsoft Office, Excel, Word, PowerPoint, Outlook
• Good team player

Desirable

• Proven ability to develop accounts

Additional training /Certification or membership of professional bodies

Essential 

• SEP
• PAIS

Core Competencies

• Customer Focus
• Emotional Intelligence
• Innovation
• Strategic Awareness
• Planning, Organizing and Controlling
• Personal development/Job knowledge & Business sense
• Leadership

How to Apply

Interested and Qualified Applicant can send CV through :international_construction@ethiojobs.net