Annexure A – Job Description
ROLE PROFILE
Job Title:
Exports Sales Representative
Reports to:
Exports Business Manager- IDS
Department:
Sales - Exports
Location:
Johannesburg
PURPOSE OF THE ROLE
The primary objective for this role will be enhancing the IDS market position and achieving sustainable profitable growth of the exports base into Africa and beyond. The Business Development Representative will be responsible for developing new market initiatives, building key customer relationships, identifying business opportunities, negotiating and closing business deals, assessing new markets, and preparing proposals for new business opportunities. The position will be incentivised, so the right candidate needs to be a self-starter and to be highly motivated.
RESPONSIBILITIES / ACCOUNTABILITIES
Key Responsibilities
- Generate sales revenue for the business through calls, email campaigns, promotions and in country sales visits, demonstrations, and trade shows / Open Days,
- Research and identify countries and business opportunities, extract real insightful and actionable market data and develop this into new business revenue,
- Carry out market research on your countries to determine IDS penetration rates, competitor activity and pricing, size of the pie and depth and breadth opportunities and refine sales strategy around these to maximise returns,
- Communicate relevant market, pricing and product requirements to the Product Development Committee and adopt promotional basket to match,
- Works closely with ASSA ABLOY in country branches to maximise synergies and increase business revenue for the group,
- Ensure that all new business accounts and opportunities are profitably positioned, closed and serviced in order for the Company to achieve sales and revenue goals,
- Attend training on all IDS price list products to develop relevant knowledge and skills and remain proficient and be able to carry out this training to all export clients at all levels,
- Maintain regular call cycles and pipeline management of new and targeted database and update daily with outcomes, stage, opportunity and action,
- Manage exports portfolio and offer technical support and backup to entire exports base, while other team members are travelling,
- Ensuring exports procedures and policies are adhered to,
- Send out price lists to customers monthly along with advertising campaigns and promotions,
- Manage all quotes, orders and accounts issues for your customer base,
- Be solely accountable for the success and growth of your allocated country base,
- Support marketing activities by attending trade shows, conferences and other marketing events
Key Measurables:
- Achieving personal and team Gross Profit targets
- Achieving core product KPA target mix to customers monthly
- Number of new trading customers or markets opened for the business
- Successful launch of new product releases into your new and existing base
- Number of customers taking previously not used product
- Volume and value growth in new markets and new customers
- Conversion rate of targeted vs closed customers
- *Please note this job description is not exhaustive nor limited to the details contained within*
PROFESSIONAL QUALIFICATIONS/ EXPERIENCE
Qualifications:
- Be technically minded with minimum of a Matric qualification
- 5 - 8 years working experience in a sales or technical sales role
- Proven exports experience is essential
- Excellent communication skills to interact successfully with clients, management internal departments, agencies and customers across all mediums
- Language (French) advantageous
KEY COMPETENCIES / PERSONAL ATTRIBUTES
Personal Attributes:
- Ability to work under pressure
- Good technical problem-solving skills.
- Good interpersonal communication skills and ability to produce documents in well written English.
- Should demonstrate high levels of confidence, initiative and multi-tasking ability
- High level of interpersonal, telephonic, presentation and organisational skills
- Self-motivated with meticulous attention to detail
- Able to adjust to fast changing business conditions and is always result oriented
- Proficient PC skills (SAP, Word, Excel, PowerPoint)
- Must have valid passport and be willing and able to travel on a regular basis
- EE candidates preferential
- Technical sales or support experience preferred
- Extensive travel
We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access.
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access.
As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.
As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.
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