Key Accounts - Techincal Sales Representative

Avery Dennison

1d•Onsite

About The Position

This role involves engaging daily with an existing customer base, distributors, end users, and converters to promote sales and distribution. The objective is to increase the product portfolio and investment by distributors, grow market share by delivering high levels of service, and manage customer relationships effectively. The position requires conceptualizing innovative sales strategies, analyzing market growth opportunities, and providing technical advice and solutions to customers. It also involves managing customer accounts, following up on payments, and ensuring customer demands are met in a timely manner.

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 the local market and customer base.
Minimum of 6 years experience in three-tiered interaction level distribution, converters, and end-users.
Corporate interaction on projects and tenders in an advisory capacity relating to the specification of materials.
Possession of a valid driver’s license and their own reliable vehicle.
Technical knowledge of products and applications.
Insightful judgment.
Ability to 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.
Organizational skills.
Customer liaison skills.

Nice To Haves

Relevant formal qualification would be an advantage.

Responsibilities

Conduct a needs analysis to ensure that all sales targets are met.
Conceptualize new and innovative strategies to achieve sales targets.
Follow up on new sales leads and build a 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 the specified area of responsibility.
Actively engage with converters to identify new opportunities.
Leverage the local distribution network to engage with the supply of materials.
Actively increase the opportunity pipeline for quarterly and annual sales and maintain a close rate equal to peers.
Provide input to S&OP meetings (discuss accuracy of forecasts, slow-moving and obsolete stock, and identify crisis areas).
Create and manage a customer value plan for existing customers highlighting profile, share, and value opportunities.
Plan and organize personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
Make a minimum of 4 calls per day.
Supply management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
Keep abreast of product applications, technical services, market conditions, competitive activities, advertising, and promotional trends through reading pertinent literature and consulting with marketing and technical service areas.
Extract value from customers through the use of company tools and training provided.
Provide product and brand training with the converter network.
Provide technical advice and solutions to customers when required.
Record customer interactions on salesforce.com.
Make informed decisions regarding terms and conditions of pricing, rebates, COD pricing, and discounts.
Log customer complaints within 24 hours of complaint being received.
Conduct product trials at customers when required, and assist the technical department.
Update customer price lists, and ensure prices are updated within Avery Dennison’s operating systems.
Follow complaints to conclusion, and advise customers 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 in line with corporate policies.