Key Accounts - Technical Sales Representative

Avery Dennison

1d•Onsite

About The Position

Engage daily with existing customer base, distributors, end users and converters. Promote sales and distribution with network of contacts. Increase product portfolio and investment by distributors. Increase market share by delivering high levels of service to the network.

Requirements

Minimum 6 years relevant external in field sales and customer service experience
Sound knowledge and understanding of print applications including active problem solving of production issues raised by customers
Thorough understanding of local market and customer base.
Minimum of 6 years experience in three tiered interaction level distribution, converters and end user
Corporate interaction on projects and tenders in an advisory capacity relating to specification of materials
The successful candidate should be in possession of a valid driver’s licence and their own reliable vehicle.
Technical knowledge products and application
Insightful Judgement
Promote Collaboration
Drive for Results
Strategic planning and project engagement
Communication skills- verbal and written
Listening skills
Business Acumen
Advanced Computer Skills- Microsoft office suite
Sales Skills
Analytical problem solving skills
Time Management skills
Ability to handle multiple tasks simultaneously
Forecasting
Attention to detail
Organisational skills
Customer liaison skills

Nice To Haves

Relevant qualification would be an advantage

Responsibilities

Conduct a needs analysis to ensure that all sales target are met
Conceptualize new and innovative strategies to achieve sales targets
Follow up on new sales leads and build detailed project pipeline with prospective values
Analyze/recognize potential growth opportunities in the market
Engage with distributors and assist with specification of product and application
Increase footprint and market share for the brand in specified area of responsibility
Actively engage with converters to identify new opportunities
Leverage local distribution network to engage with supply of materials
Actively increase opportunity pipeline for quarterly and annual sales and maintain a close rate equal to peers.
Provide input to S&OP meetings (discuss accuracy of the forecasts, slow moving and obsolete stock and identify crisis areas)
Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
Minimum of 4 calls per day.
Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services
Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
Extracts value from customer through the use of company tools and training provided
Provide product and brand training with converter network
Provide technical advice and solutions to customers when required
Record customer interaction on salesforce.com
Take informed decisions regarding terms and conditions of pricing, rebates, COD pricing and discounts
Log customer complaints within 24hrs of complaint being received
Conduct product trials at customers when required, and help technical department
Update customer price lists, and ensure prices are updated within Avery Dennison’s operating systems
Follow complaint till conclusion, and advise customer of results.
Assess materials when there are customer complaints
Ensure that all customer demands are timeously met
Liaise with customers regarding their account status
Follow up on outstanding payments and assist with debtors collections is in line with corporate policies.