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Senior Business Development Specialist

Job Description

Job ID:

 

Main Purpose of Job

Job Title/Unit:

Senior Business Development Specialist (Formerly Sales Representative)

To develop and manage an effective sales territory, mainly within the Gauteng area. Successful implementation of Operational plans set by Management by achieving the objectives for sales targets as identified and agreed.

Determine most accurate total buying potential for each customer in his/her territory and develop plans to realize this potential.

Reports to:

General Manager

Date: -

 

Main Responsibilities

Dimensions / KPIs

Sales Target Achievement

1.     Achievement of Monthly/Annual Sales/ Gross Profit Targets as set by Management

 

Customer Business Planning

1.     Plan how to achieve sales targets for each of the customers allocated.

2.     Analyze customer sales performance by product and formulate plans to counteract opposition activities.

3.     Plan territory calls as per call cycle (time utilization).

4.     Identify new business opportunities and formulate sales plan accordingly

5.     Provide a high level of Customer Service on all levels.

6.     Correct Gross profit targets as required

7.     Continuous follow-up on plans/opportunities and orders.

Sales Activities

1.     Price negotiations

2.     Negotiate orders within given and approved parameters.

3.     Provide accurate forecasting

4.     Initiate ad-hoc activities (presentations, innovation days, hosting of international principles etc.)

5.     Discuss sales performance (with purchasing) and issues with customers

6.     Provide technical advice where applicable

7.     Provide solutions – add value to customers

8.     Identify sales opportunities and follow these to realization

9.     Increase basket of products sold to customers.

10.   Work closely with Product Management and Innovations department to develop current and future opportunities.

Sales Admin and Financial Control

1.     Accurate completion of monthly reports.

2.     Collect/assist with debtor’s payments where necessary.

3.     Attend stock takes.

4.     Provide documentation for new accounts including credit application form – new and updates.

5.     Attend sales meetings /conferences/training courses..

Other

1.     Any other activities on a short term basis as required by the Company.

2.     Regional travel (withion the borders of RSA) may be required from time to time.

 

Sales Target Achievement

Customer Business Planning

Sales Admin and Financial Control

New business and customer acquisition

 

 

 

 

 

 

Key Competencies / Skills

Key Competencies

-       Manage the customer  - determining the customer’s needs and developing these into sales

-       Managing financials

-       Negotiations and influential ability

-       Execution of business plans

-       Analyse sales information i.e. Value vs. volume proposition

-       In conjunction with the Manager, being able to analyse his/her Turnover & Gross Profit versus Target.

-       Selling

-       Communication

-       Developing and leading people – internal customers and colleagues.

-       Add value

 

Planning and organizing

Selling across all Product Categories

 

Required Qualification:

Food Science/Technology degree/diploma or equivalent.

 

Skills & Knowledge

5-10 years experience in food ingredient or other food related sales with established customer knowledge and relationships – experience in the dairy industry would be highly beneficial

Sales ability

Negotiation skills

Understands & apply Customer Intimacy i.e. the selling the Total Solution

Product knowledge

Practical application of our product range

Analytical

Financial implication and awareness

Good spoken and written communication skills

Strong presentation and negotiation skills

Confidence, tact and a persuasive manner

Good organisational and time management skills

Good 'people skills', for working with a range of colleagues and clients

The ability to lead and motivate a team

A willingness to work long hours, often under pressure

A professional manner

Good business sense and the ability to work to budgets

 

 

 

 

 

 
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