Purpose of role 

Responsible for the sale of Company products and services to an assigned account list and via face to face meetings. The TSR Grade 1 typically manages between 120 and 200 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 company 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 

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

 Territory Planning

• Identify key commercial opportunities through ongoing communication with customers to prioritise accounts that will deliver revenue target

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

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 Sales Manager, at least once a month, based upon company Sales Process metrics (i.e. Sales Effectiveness Tracker, etc).
• Participate in the weekly activity review sessions with the Head of Function or Sales Manager
• Prepare lost sales and competitor activity reports
• Utilizes both training resources for continual self development

Contacts arising from the job

Internal Contacts

• Finance
• Administration
• Logistics
• Centers of Excellence including Sales Effectiveness and Strategic Planning, Product Support
• ISR team

External Contacts

• Customers 

Approvals and agreement

• The above Job Description has been explained clearly, and that I fully understand my responsibilities set aside by management with regards to the above position. Further, that in consultation between both parties, the Job Description can be changed at the discretion of management to reflect changing business needs. I have been assigned a set of measurable targets and shown how they are calculated

Job Requirements

Experience

• Limited selling experience
• Engineering background

Knowledge

Essential

• Good commercial acumen

Desirable

• Basic product knowledge

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
• Good team player
• Proficient in the use Microsoft Office, Excel, Word, PowerPoint, Outlook

Desirable

• Proven ability to develop accounts

Qualifications

Essential

• Engineering or Business Administration degree or equivalent qualification

Core Competencies

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

How to Apply

Interested and qualified applicants can send their CV through : international_construction@ethiojobs.net

Note: Use "Sales Representative - Power Systems" as the subject title of your email.