Sales Representative Copperbelt

Job Purpose

1)    Meet and grow financial targets for Northern Region ( Revenue, Volume, Margins)-20%
2)    Customer Relationship Management-20%
3)    Trade Pipeline Management-20%
4)    Product Specifications & Project monitoring-10%
5)    Team Management – 15%
6)    Administration-15%

Key Responsibilities

Externally 
•    To solicit orders for and on behalf of the company
•    To maintain good relations with the company’s customers and stake holders
•    Ensure that all Dulux customers’ expectations are being met
•    Monitor Competitor Activities
•    Keep Abreast of all construction related activity to ensure that the company is ahead of competition
•    Maintain relations with Architects, Quantity Surveyors, and Project Managers 
•    Follow up and Monitor of all outstanding orders
•    Assist credit department in reminding customers of overdue amounts and collections.
•    Development and maintenance of consistent in-store imaging which is in line with  Corporate standards.
•    Visit customers with the objective of advancing company sales by meeting customer requirements. Merchandise our shelves and ensure adequate products are available and the product mix is suitable for the customer concerned.
•    Customer Relationship Management: Individual customer pricing must be managed via the Pricing Model document developed in MS Excel. This document also highlights current costs which must be updated so as to validate any specials given to customers. 
•    Customer orders will receive priority attention and the Sales Representative will process these with the assistance of the Customer Service Unit (CSU). 
•    The Sales Representative will schedule training of customer staff on products and where necessary offer product specific sales training.
•    Plan and execute customer days and actively participate in sales activities and promotions designed to assist customers to sell Dulux brands from their stores.
•    Assist all our customers, existing or potential with, Specifications, colour selection, Estimations, Pricing, and Merchandising.
•    Meet and exceed volume, revenue and gross profit targets as outlined in annual budgets.

Internally

•    Safeguard our profitability:  The Sales Representative will ensure that margin protection by line item and seek permission before dropping margins on any product. Pricing deviations can only be approved by the Sales Manager and in his absence the General Manager. 
•    Complete Call Planners and update the same on a weekly basis. This is an essential planning tool and its full benefits must be exploited. 
•    Submit week and monthly projections (forecasts) by the 21st of every month. 
•    Update the pricing model document and liaise the Sales Administration Assistant with regards to specials and their expiration. 
•    Conduct business reviews with customers on an annual basis to determine potential growth opportunities( Critical Success Factors)
•    Complete and submit P&DDs.  
•    Filing Systems: Customer list, Lead generation, Market Intelligence reports, Competitor activity and analysis, and price surveys.    
•    Familiarize yourself with the Dulux and Akzo Nobel SHE Policy and thereafter comply with its tenets. 
•    Ensure personal protection equipment is used (correctly) in the designated areas. 
•    Report on and make suggestions with regards to SHE. 
•    Conduct site walk-about and report on findings

Key Activities

•    Lead a team of sales professionals who position and sell the product and service portfolio to customers in the Northern Region
•    Contribute to the design and implementation of the Sales strategy for the Northern Region
•    Coach and lead the team under your supervision to deliver sales results and profitability on annual budget based on an identified customer account base.
•    Short- and long-term financial results of the Northern Region and business as a whole
•    Development of the capability of the sales team under your supervision
•    Creation of publicity around the company, its social responsibility programs and its products.
•    Ensure budget optimization
•    Take a leading role in the Operations of the Northern Region to ensure sales are doubled

Experience

•    Degree holder or equivalent in Sales and Marketing
•    MBA will be an added advantage
•    3 years’ experience in FMCG industry and Retail
•    Good analytical and presentation skills
•    Service Driven