Field Sales Executive Laura and Partners Consulting

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FIELD SALES EXECUTIVE

Our client, in the logistics industry seeks to employ a competent and qualified Field Sales Executive

Main Purpose of Job: To achieve trading base and profitable revenue growth through the development of face-to-face and over the phone, long term customer relationships enabling high levels of retention and acquisition of new business within the Ad-hoc, Small, Medium and Large customer classifications.

Duties and Responsibilities:

Market Place Information

• Interacts with customers, face-to-face, to establish market information specific to them
• Observe local market trends and relates impacts upon their customers
• Collects competitor intelligence e.g. Rate Tariffs, brochures, etc…
• Shares information within the sales team to improve the ability of yourself and others to identify the most applicable service against competitor product offers
• Passes on the information gathered to the National Marketing department for further analysis

Selling

• Plans and prepares for sales visits to both existing and prospect customers e.g. contact person, address, trading history, etc…
• Performs visits to appropriate contacts within existing and prospect customers according to the standard activity KPIs and centrally agreed sales processes
• Consistently presents the full range of products, services and technologies to every customer
• Wins new customers through the closing of business on simplified tariffs
• Develops existing customers via up-selling and /or cross selling

Customer Relationship Management

• Forms professional and appropriate relationships within customer organisations through face-to-face contact in order to meet customer needs
• Provides a channel of communication between our company and its customer, facilitating resolutions of complaints and queries (i.e. service failures, invoice queries)
• Specifically performs follow-up visits with existing Medium and Large customers
• Ensures customers are kept up to date with relevant information and reports
• Establishes appropriate relationships and communicates with relevant functional areas

Sales Administration

• Acts upon information provided by the Commercial department relating to e.g. Up / Down Traders,
• Customers not trading to profile, etc… in consultation with Indoor Sales
• Accurately completes sales reports within agreed time frames
• Completes and updates customer information and documentation as required by the business
• Accurately updates the Sales systems on a timely basis in order to ensure complete and current client information is held
• Reviews sales performance and prepare presentations as necessary for sales meetings and weekly debriefs
• Provides input as required into the quarterly sales reviews

Corporate Responsibility and Health & Safety

• Comply with the company’s corporate responsibility, health, safety and environmental standards and responsibilities as identified within company management systems

Customer Experience

• Perform the activities and display the behaviours that are designed to deliver a distinctive Customer Experience.

Personal Qualities:

• Assertiveness
• Verbal Communication
• Listening
• Persuasion
• Perseverance
• Market Orientation
• Planning & Organising
• Business to business selling skills

Qualifications and Experience:

• Grade 12 Certificate
• Diploma in Business Administration or Sales Marketing
• Computer literacy with good command of written and spoken English
• 2  of years face-to-face sales experience
• Proven track record in achieving sales targets
• Organisational awareness (structure, products and services)
• Express distribution industry experience
• Member of Zambia Institute of Marketing or Chartered Institute of Marketing – (Required)