New Business Sales Consultant East London, Eastern Cape
Type of Job
About the job
An opportunity is available for a Technical Sales consultant with 2 -3 years’ experience in sales, a “Natural Hunter” enthusiastic and driven who will be responsible for growing and expanding the current revenue base. the incumbent must ensure that the most appropriates services are sold to meet the client’s needs at the correct rates. In addition, ensure monthly, quarterly and annual targets are reached and exceeded.
3 to 5 years proven sales track record in the services or related industry.
Valid Code 8 (B) drivers license
Roles and Responsibilities
All actions, services and advice provided to customers must be executed in terms of the Customer Pledge within the legal, operational and SHEQ requirements.
Revenue Maintenance and Growth
Ensure revenue growth and profitability for area of responsibility.
Meet and exceed revenue targets as set out in the annual budgets pricing of quotes, tenders and proposals.
Source new business in line with specified sales targets.
Comply with specified sales targets and support this by submitting sales reports in line with management requirements i.e. Sales forecasts, terminations, clean-ups, new business, pipeline and existing business.
Ensure all proposals/contracts presented/sold comply with Company and legislative requirements.
Ensure that the sale of services meets the The company terms and conditions and DSO target.
Gather market and competitor information to assist in establishing market trends and developments.
Be aware of potential competitor activity.
Ensure alignment of area strategy.
Monitor contract anniversary, expiry and annual price adjustment and implement accurately and timeously.
Ensure that the maintenance and up keep of the account is held at an The company standard.
Monitor revenue growth from month to month
Ensure that The company owns the account in full
Manage and monitor pricing of quotes, tenders and proposals.
To be the first point of contact for all services offered by The company.
Visit client base in line with call cycle requirements as set out by management
Do ongoing cold calling to actively grow market share as per targets.
Ensure that proposals, RFQ’s, tenders are presented to the client in a professional and accurate manner.
Pro-actively maintain knowledge of waste service offerings and legislation and ensure that clients are informed accordingly.
Submit quotes and discuss detail with the client as soon as possible within set timeframes.
Be innovative in the development of customer solutions.
Ensure accurate and timeous feedback to clients.
Ensure all Client legal requirements and contact details and organograms are documented accurately and kept up-to-date i.e. WIS (Waste Information System).
Ensure all waste assessments and routine audits are done on a regular basis to ensure that the correct product offering is sold in line with the clients changing needs and that costing is accurate and profitable.
Be involved with client entertainment, including functions outside of normal working hours.
Ensure brand promise is upheld with the client
Quality calls to clients and face time with clients to be held at regular intervals as determined by the line manager
Submit a weekly call register in line with management requirements and accurately and honestly records client visits for the week under review as per the agreed frequency.
Ensure all contracts and agreements (Operational, SLA, On-site) are in place and accurately loaded on the system and accurately maintained and managed in accordance with the agreement.
Ensure detailed completion of all relevant paperwork, such as credit applications, waste profile sheets, data sheets etc.
Ensure that all necessary information and documentation is correctly submitted in order for the sales administrators to affect the business process.
Ensure signed copies of contracts are on hard and soft copy filing so that internal requirements/records are maintained and procedures adhered to.
Ensure that annual increase letters are issued accurately and timeously as instructed by management and a signed copy of acceptance returned.
For new business or services the following critical assessments and actions need to take place prior to quoting the client:
o Accurate scoping of job; sourcing and costing of all necessary requirements in order to deliver the scope of the job
o Accurate understanding of all site specific SHEQ requirements.
o Vehicle accessibility
o Sampling as required
o MSDS information
o Waste profile sheet detail
o Advise client regarding WIS regulation requirements
Monthly report of market trends, activity, client complaints, Service Level issues and action plan.
Meet internal business process requirements in terms of document flow and approval.
Use provided company systems to carry out functions i.e. CRM, Journey, Doc-IT etc.
Co-ordinate the following activities within the provided internal processes by liaising with:
o Operational personnel on service quality.: follow up on services to be rendered daily
o Finance : maintain DSO days by following up with Debtors departments on all accounts and assisting to obtain payment monthly
o Technical internal representatives
Ensure customers information is kept up to date, eg terminations, clean-ups and new business
Manage an existing book including new business and manage areas where forecasts need to be reported.
Utilise Journey system daily in order to obtain a weekly call register in line with management requirements and accurately and honestly records client visits for the week under review as per the agreed frequency.
Ensure that all necessary information and documentation is correctly submitted in order for the sales administrators to effect the business process.
Network with people at all levels.