Sales
Representatives
Dimensions
No of
subordinates:0
Volume
Sales:200,000 sqm
Number of
customers: 400
approx.
Other
Services: Fixing of
paving blocks , road base preparation, repair of roads,
Competitors: 20
Context /
Challenges
The job
holder reports to the Sales Administrator. The job is based on site tui rd
sales office and involves visits to (potential) customers anywhere within the
country.
The
company is relatively unknown it is up to the Sales Repreentative to maintain
and expand the company's market share.
There are
about 20 players in the market.
The
existence of an old and well known brand name poses difficulties in promoting
the company brand
Most of
the sites visited usually have construction work almost complete and safety
risks are low.
The job
holder interacts with the following:
Externally
- Architects,
Engineers, Quantity surveyors and project planners – to influence them to
specify our products in their projects.
- Contractors,
developers, institutions, home builders – the direct buyers of our
products, to influence them to buy our products.
- Local
Authority Officials – They give approvals for any paving works done on
public areas within their area of jurisdiction.
- Nominated
subcontractors – who do the laying of paving blocks on sites on behalf of
the company, to ensure they do according to customer specifications and
company standards.
Internally
- Sales
Administrator – to schedule deliveries to customers from our various
depots
The job requires technical knowledge so as to effectively
negotiate with professionals such as architects, engineers and quantity
surveyors
Major
Accountabilities and Activities
- Look
for new business by visiting construction sites, consultants, engineer,
developers and property owners to try to influence their decision to buy
company products.
- Respond
to enquiries from walk in customers, site contacts and from the quotations
given and answer or clarify any issues the customers may have.
- Maintain
a portfolio of existing and potential customers with the aim of reaching
them easily for business
- Plan
delivery schedule in liaison with other sales representatives, Sales
Administrator and Logistics section in order to meet customer requirements
in a timely and cost effective manner.
- Visit
sites where fixing is in progress to ensure that quality standards are
upheld.
- Participate
in trade fairs to popularize company products and seek new markets.
- In
line with company credit policy, follow up customers to ensure payment
of all monies owed to the company before the sale
Performance Standards
- Sell
and invoice at least 200,000 square metres in the year
- Invoice
correctly (zero errors) all the sales generated
- While
implementing discount policy, make at least 20% gross profit margins on
concrete products sales and 30% on laying services
- Maintain
average debtors age at below 7 days
Skills Required
Technical Competencies
Technical Competencies
- Degree/diploma
in civil engineering
- Diploma
in marketing or similar will be an added advantage
- Concrete
sales, concrete construction or related industry experience required.
- Must
have strong understanding of revenue side of finance.
- Concrete
quality controls a strong plus.
- Must
have strong communication skills, both verbal and written.
- Understanding
of aggregate and cement products lines is a strong plus.
- Must
be willing to work long hours, walk through estates, construction sites
- Must
be willing to keep constant communication with the office administrator on
their progress
- Must
be willing to submit daily customer visit reports as and when required by
the admin.
Management Skills
- Team
player
- Ability
to maintain strong working relationships with peers and customers.
- Must
have the ability to resolve complex problems.
- Ability
to work with minimum supervision
- Persuasive
with good oral communication skills
- Ability
to negotiate and sell
How to apply
If you
think you meet the above qualification or if you are willing to face the
challenge, send your application and CV to cemixinternational@gmail.com by 5th
March 2013.
