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Sales Representative- Technical & Key Sales Accounts

Sales Representative- Technical & Key Sales Accounts Job Description

The Sales Representative   – Technical and Key Accounts (SR) plays an important   role in driving the sales numbers of the business with respect to both the non-fuel and fuel parts of the business to specific channel(s}.   The SR will report to the GM and will be responsible for:

• Management   of the trade strategies and distribution    of the products in the defined   channels and implementation         and execution   of specific projects specifically, energy/ infrastructure,    port,  government, industrial   plant,  marine  and any other  sector  as identified   by the  GM.
• Understanding   the channel strategy and developing   a trade plan to accomplish it.  The SR must also monitor   and evaluate market trends, consumer   behaviour and competitor    activities and identify new opportunities    or evaluate potential   risks in the environment.
• Achieving agreed sales targets
• Delivering consistent and continuous channel penetration and sales growth though business development  of key accounts
• Building strong customer relationships

SPECIALIZED   KNOWLEDGE:

• Proven ability to plan, develop and execute sales strategies
• Well developed   commercial   awareness
• Excellent communication, listening and presentation skills
• Some understanding and using a CRM

Operations/Professional/Business

•  Complies with the Division’s policies and procedures   including placement of customer   orders, requisitioning   of products, collection   of the company’s   monies, customer visits, daily reporting, sales planning and post mortem   analysis  in addition   to others.
• Completes and follows   REL’s Sales Technical process end to end to advise customers   on the correct product for use; provides technical advice to sales team as when/required.
• Manages the demand planning process for the channel in order to prepare and assure the sales plan and the volume objectives are achieved
• Collects deep customer   knowledge through   in depth profiling   to deepen customer   relationships   and win new business; proactively   updates profiles as information changes.
• Documents competitor offerings, pricing and promotional strategies to inform company’s strategy
• Coordinates   the implementation of marketing   activities to contribute directly with the alignment  of the sales strategy
• Generates and presents compelling sales pitch.
• Maintains a strong viable ongoing sales pipeline.
• Makes daily face to face sales calls in existing and prospective   accounts in accordance with customer visit schedules.
• Reports immediately any customer accounts lost or under threat with recommendations to hold account.
• Assures an efficient   and effective   distribution    system in order to reach target channel customers in the most efficient way
• Improves efficiency and effectiveness   while maintaining   current capabilities

Management

• Manages the sales and distribution    KPls and customer satisfaction indicators   for the channel like sales vs. budget, sales productivity, sales effectiveness, delivery effectiveness   and customer satisfaction
• Supervises the channel budget to establish control on distribution    cost

Relationship

• Forges, maintains, manages and develops strong channel relationships that   enable REL to grow and maintain   dominant   positions in this channel in new and existing accounts
• Coordinates the implementation of trade activities with other departments to achieve activities target

Innovation

• Identifies   and develops key opportunities    in distribution    and trade marketing   that improve company share of wallet

Health, Safety and the Environment:

• Takes all reasonable care to ensure that day-to-day activities do not pose a safety risk/hazard/violation to other employees within the division.
• Liaises      with        the        Health, Safety        and       Environment Manager/Officer/Designate  on all   instances of non-compliance   by employees to the Occupational Safety and Health Act 2004 (rev 2006) and the Company’s  Health,  Safety  and   Environment  guidelines  so  that immediate action could be taken to correct same.
• Liaises       with        the        Health, Safety       and        Environment Manager/Officer/Designate   in all instances of   non-compliance   by employees with reference to the company’s approved Health, Safety and Management System
• Reports, as observed, all accidents/ incidents/near misses to the Health, Safety and Environment Manager/Officer/Designate immediately so that investigations can commence in a timely manner.
• Attends all safety meetings as outlined in the approved schedule or as directed by  the  Health, Safety and Environment Manager/Officer/Designate.
• Participates in the company’s Employee Awareness Program.
• Participates in the company’s Hazard Identification Program.
• Participates in the company’s Site Safety Standards.
• Participates in the company’s Permit to Work and Safe Work Systems.
• Reports all instances of environmental non-compliance to the company’s Health, Safety and Management System to the Health, Safety and Environment Manager/Officer/Designate and in his  absence   the Divisional Manager: Fuel and Transport
• Participates in the company’s Action Plan geared towards compliance to the OSHAct and the Environmental Management Authority.

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