Job Title: Key Account Lead: Rest of Africa
Location: Johannesburg
Department/Group: Eva-Last Distributors Pty Ltd. – Johannesburg Channel sales
Travel Required: Yes
Position Type: Full Time / Permanent
Location: Johannesburg
Department/Group: Eva-Last Distributors Pty Ltd. – Johannesburg Channel sales
Travel Required: Yes
Position Type: Full Time / Permanent
OVERVIEW:
Do you want to be a part of a fast-growing company that’s committed to leading global change in the way people build and live?
Exciting opportunity to work with a leading manufacturer and distributor of building products in the outdoor living segment.
Exciting opportunity to work with a leading manufacturer and distributor of building products in the outdoor living segment.
OUR CORE VALUES:
Sustainability:
Care for our planet and future generations steer us towards sustainable manufacturing & environmentally friendly building products.
Sustainability:
Care for our planet and future generations steer us towards sustainable manufacturing & environmentally friendly building products.
Innovation:
Industry leaders in cutting-edge composite building technologies. Designing for the future!
Industry leaders in cutting-edge composite building technologies. Designing for the future!
Accountability:
Reliable and trusted global brand with a proven track record in providing quality, class-leading products and services! We strive to always do what is right!
Reliable and trusted global brand with a proven track record in providing quality, class-leading products and services! We strive to always do what is right!
Customer Excellence:
We understand that our customer experience determines our existence and that will always be our number one priority.
We understand that our customer experience determines our existence and that will always be our number one priority.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
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- Maintaining relationships with customers through regular communication and follow- up. Maintain and build relationships effectively.
- Making a high volume of outbound calls to prospect for new customers and introduce our products to the market.
- Researching for potential new customers in Africa with an understanding of their channel sales.
- Develop an in-depth understanding of the company’s products (technical and application)
- Meet or exceed required activity & performance standards.
- Logging all activity in the CRM system accurately and timeously
- Utilizes specialized knowledge and experience to assist customers with issues such as product selection, pricing, availability, and refunds/exchanges.
- Determines customer requirements and expectations to recommend specific products and services. May recommend alternative products based on cost, availability, or specifications.
- Generates sales quotations requiring a working knowledge of company products, procedures, systems, and practices.
- Provides material take offs, estimates and pricing for various requirements and building projects (e. g., decks, balustrades, pergolas, cladding and structures).
- Handles incoming phone calls and e-mails from customers and provides requested information in a timely and efficient manner.
- Monitors scheduled delivery dates to ensure timely delivery and expedite, as needed.
- Takes ownership of customer complaints or concerns.
- Resolves issues within company guidelines. As needed, escalates larger concerns to internal sales regional/territory manager for resolution.
- Intimate understanding of the African market, customers, and the competition would be advantageous.
- Respond in a timely manner to all leads. Properly qualify and convert into viable opportunities with a high win ratio.
- Meet or exceed sales budget goals and performance KPI’s monthly.
- Attend sales and technical training meetings, as required.
- Stay abreast of all technical data pertaining to industry products, material, and equipment.
- Attend trade shows, meetings, seminars, and conferences as required.
- Stay abreast of all technical data pertaining to industry products, material, and equipment.
- Attend trade shows, meetings, seminars, and conferences as required.
- Drive all Eva-Last products and brands through identifying Distributors that have a strong Dealer network. Build relationships with specifiers, architects, designers, property managers, and multi-family builders to grow project sales.
- Maintain a high work ethic and can-do attitude.
- Travel into various African countries as required with pre-trip alignment with leadership and a post-trip debrief.
- Weekly updates with in-country promoters, scorecard activity tracking and implementation.
- Perform all other duties as assigned.
SUPERVISORY RESPONSIBILITIES:
Daily and weekly engagement with in-country promoters to ensure strategic alignment and setting and tracking of KPI’s and goal achievement.
Daily and weekly engagement with in-country promoters to ensure strategic alignment and setting and tracking of KPI’s and goal achievement.
COMPETENCIES:
To perform the job successfully, an individual should demonstrate the following competencies:
To perform the job successfully, an individual should demonstrate the following competencies:
- Achievement Focus: Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; takes calculated risks to accomplish goals.
- Business acumen: Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
- Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delay, or unexpected events.
- Communicators: Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.
- Continuous Learning: Assess own strengths and weaknesses; seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.
- Customer Focus: Identifies and prioritizes customer needs and recognizes constraints; responds promptly to customer needs; seeks to find out more about customers and provide a better product or service; adopts professional approach to customers; is reliable and delivers on promises.
- Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.
- Sales Skills: Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contracts; maintains customer satisfaction; maintains records and promptly submits information.
- Consultative Selling: Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meets customer objectives; manages and documents sales process
- Cooperation: Establishes and maintains effective relationships; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.
- Technical Expertise: Effectively applies technical knowledge to solve a range of problems; develops solutions to problems that cannot be solved using existing methods or approaches; is sought out to provide advice or solutions in the area of expertise; keeps informed about current developments in the area of expertise.
- Organizational Support: Follows policies and procedures; completes administrative tasks correctly and on time; supports organization’s goals and values; benefits organization through outside activities; supports affirmative action and respects diversity.
- Attendance and Punctuality: Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time.
- Professionalism: Practices good hygiene and presents an appropriate professional appearance; understands how one is perceived by others; takes actions intended to have a position effect on others; makes a friendly impression on others by using good eye contact and using names whenever possible; develops and maintains positive working relationships and maintains a pleasant work attitude.
- Personal Appearance: Dresses appropriately for position; keep self well groomed.
QUALIFICATIONS AND EXPERIENCE:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Minimum high school degree or equivalent.
- Minimum 3-5 years of relevant sales experience in Africa preferably in the construction or building industry.
- Proven track record in achieving sales quotas in the building industry.
- Tenacity to handle rejection and continue with a positive attitude when reaching next potential customer.
- Excellent verbal communication skills.
- Ability to demonstrate patience and enthusiasm while communicating with potential customers.
- Ability to develop positive working relationships in a team environment.
- CRM/Salesforce experience preferred.
- Proficient with Microsoft Office Suite (Word, PowerPoint, Outlook, SAP, and Excel)
- Bilingual, additional language would be an advantage.
- Must have numerical proficiency.
CERTIFICATES/LICENCES/REGISTRATIONS
- Valid driver license
- Valid Passport
- Own vehicle essential.
SKILLS:
- Active listening – Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
- Reading comprehension – Understanding written sentences and paragraphs in work related documents.
- Critical thinking – Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
- Numeracy – must have a strong numeracy ability.
- Monitoring – Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
- Social perceptiveness – Being aware of others’ reactions and understanding why they react as they do.
- Coordination – Adjusting actions in relation to others’ actions.
- Persuasion – Persuading others to change their minds or behaviour.
- Negotiation – Bringing others together and trying to reconcile differences.
- Service orientation – Actively looking for ways to help people.
- Time management – Managing one’s own time and the time of others.
ACKNOWLEDGEMENTS:
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.