Purpose of role

Responsible for the sale of our products and services to an assigned account list and via face to face meetings. The TSR Grade 1 acts as the primary point of contact, typically managing 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
• Differentiate against competitors
• 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 priorities accounts that will deliver revenue target
• Utilizes the account planning tools available

Call Planning

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

Sales Funnel Management

• Applies sales methodology to progress sales opportunities through the sales funnel.
• Record and manage all opportunities through the sales funnel stages 

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 Sales Process metrics (i.e. Sales Effectiveness Tracker, etc)
• Participate in the weekly activity review sessions with the Head of Function or Sales Manager
• Utilises training resources for continual self development

Reporting to: Head of Function or Sales Manager

Department: Product Support

Job Requirements

Qualifications

• Engineering degree or equivalent qualification

Experience

• Limited selling experience
• Engineering background
• Experience in using a CRM database

Knowledge

• Good commercial acumen
• Basic knowledge of products

Skills

• 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
• Proven ability to develop accounts

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 applicant can send their CV:

  international_construction@ethiojobs.net