Develop and implement innovative sales strategies to achieve and exceed quarterly and annual sales targets while maintaining a close rate aligned with peer performance
Identify, qualify, and follow up on new sales leads; build and maintain a detailed project pipeline with prospective values and opportunity assessments
Provide technical advice, product specifications, and application solutions to customers, ensuring they select the right products for their specific needs
Deliver product and brand training to the converter network and end users, enhancing their understanding of our solutions
Conduct product trials at customer locations when required and collaborate with the technical department to resolve complex technical challenges
Analyze market conditions, competitive activities, and customer feedback to identify growth opportunities and emerging market trends
Maintain accurate and timely customer records in CRM systems (Salesforce); document all customer interactions, feedback, and transaction details
Manage customer relationships proactively by addressing inquiries, resolving complaints within 24 hours, and following issues through to resolution
Assist with customer account management, including pricing discussions, rebate negotiations, and collection of outstanding payments in accordance with corporate policies
Prepare and present oral and written reports to management on customer needs, competitive activities, market insights, and potential for new products and services
Execute a minimum of four customer calls per day, maximizing return on time investment and strategically planning territory coverage
Create and manage customer value plans for existing accounts, highlighting customer profiles, market share, and value opportunities
Contribute to Sales and Operations Planning (S&OP) meetings by providing forecast accuracy input, identifying slow-moving inventory, and flagging crisis areas
Stay current with product applications, technical services, market conditions, and industry trends through continuous learning and professional development
Required Experience:**
Minimum 6 years of proven external field sales and customer service experience in a technical or industrial environment
Demonstrated experience engaging with multi-tiered distribution channels including distributors, converters, and end users
Sound technical knowledge and understanding of product applications with proven ability to solve production and technical issues
Thorough understanding of the Kenya and South Africa markets, local customer base, and regional business dynamics
Proven track record of territory management and pipeline development
Valid driver's license and access to a reliable vehicle for regional travel
Required Skills:**
Technical product knowledge and application expertise
Strong sales skills with consultative selling approach
Excellent verbal and written communication skills
Advanced proficiency with Microsoft Office Suite and CRM software (Salesforce or similar platforms)
Analytical and problem-solving capabilities with attention to detail
Effective time management and ability to prioritize multiple tasks simultaneously
Customer liaison and relationship management skills
Business acumen and market analysis abilities
Active listening and interpersonal skills
Forecasting and pipeline management expertise
Presentation and negotiation skills
Organizational and planning abilities
Preferred Qualifications:**
Relevant qualification in sales, engineering, business, or a related technical field
Experience in the manufacturing, distribution, or industrial sector
Familiarity with regional market dynamics in East or Southern Africa
Demonstrated success in exceeding sales targets and building long-term customer partnerships
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or other protected status. EEOE/M/F/Vet/Disabled. All your information will be kept confidential according to EEO guidelines.
