Retail Sales Representative – Durban North

JOB PURPOSE Responsible for maximizing the profitability of allocated accounts, by
managing the relationship with the Retail Customers and supporting
them to exceed their sales targets of our product range

MINIMUM QUALIFICATIONS REQUIRED:

Minimum Matric or NTC3
Post matric qualification preferable

EXPERIENCE
5 Years’ experience in the Retail sales sector (hardware, tools, DIY)
Must have a valid driver’s license

COMPETENCIES REQUIRED
• Good understanding of sales cycle and key account management
• Has detailed product and industry knowledge Hardware and Power Tools
• Has in depth knowledge of competitor’s products
• Good business acumen (ie numeracy skills, generation of profit
and loss, cash flow, margin)
• Excellent Selling skills
• Able to provide basic training on industrial product lines
• Able to build strong relationships with resellers at buyer and owner level
• Planning and organisational skills
• intermediate Excel, Outlook, PowerPoint & Word
• Customer Orientation
• Technical Expertise


Achievement of Sales Targets
Ensure yield on revenue sold is at the required level of Gross Profit
Increase turnover of existing customers across the entire account base by upselling and cross selling
Set overall revenue and profit targets for each account, with specific targets for individual products
Identify opportunities to win business where Customers currently favour competitors’ products
Ability to negotiate a win/win business solution in meeting client needs
Focus on “Sell through” rather than “Sell to”
Inform customers of new products/brands, promotional campaigns or joint marketing programs and feedback to management
Formulate and implement plans to increase turnover per existing customer
Research and gather information about potential product ranges
Ensure knowledge and understanding of client’s business
Determine who the key decision-makers are and what the prospect’s needs are Key Accounts Management
Build trust and confidence Customer through reliable and consistent service delivery and industry and
product knowledge
Increase usage of Rapid Trade (online sales)
Resolve complaints and queries effectively
Determine and manage the Customer’s expectations regarding stock and delivery
Sales Planning
Complete and submit a comprehensive monthly Customer Call Cycle Planner
Complete and submit a comprehensive weekly Call Report
Product Knowledge
Develop and demonstrate specialist knowledge of products
Determine training needs and provide relevant training on product benefits
Assist or facilitate intervention at end user level with a view to recommending correct product offering or basic fault diagnosis
Attend sales and product knowledge training sessions
Internal Coordination
Demonstrate team work by collaborating across business functions
Coordinate tender or project quotations with the tender specialist
Monitor turnaround of Customer’s returns and repairs and escalate where required
Salary package - Basic plus comm and travel allowance