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Territory Sales Specialist
2 months ago
About the Role
The Territory Sales Specialist will be responsible for promoting the full range of Victaulic products to the mining, power generation, and industrial sectors. This will involve maintaining contact and liaising with contractors and established distribution channels in the designated territory, establishing plans for growth, and achieving revenue budget.
Key Responsibilities
- Develop and achieve maximum number of specifications and conversion of those specifications within assigned territory.
- Control expenditure within approved expense budget.
- Develop and maintain favourable specification of the Victaulic range and services within the assigned territory.
- Advise or assist target customers in areas such as selection, service to customers, profit opportunities, and quality.
- Investigate and correct problem situations.
- Translate budget goals into concrete plans and assignable responsibilities.
- Maximise opportunities by effective planning, scheduling, and managing territory coverage.
- Identify and perform the work which must be done to achieve intended results.
- Assist in training specifier, distributor, and contractor staff through promotional meetings.
- Investigate, evaluate, and resolve complaints accordingly.
- Keep management advised on matters of specific business interest such as market conditions, competitive situations, product needs, etc.
- Consult on matters of policy, unusual situations, pricing, etc.
- Update internal Victaulic CRM software.
- Prepare and submit a weekly report on the territory.
- Prepare and submit annual revenue and expenditure budget and monthly sales forecast.
Performance Measures
- In the short term, performance will be measured on:
- Having gained a sound understanding and good technical grasp of the product range.
- Development of relationships within the designated customer base.
- Having gained a sound understanding of the current projects.
- How the incumbent gains market information, the type and quality of this information, its reliability, and currency.
- Ability to "get to first base" with key decision-makers.
- The understanding and completion of the reporting systems required.
- High standard of professional personal presentation.
- Demonstrable ability to work independently and unsupervised.
- In the medium term, performance will also be measured by:
- Projects specified.
- Victaulic remaining the preferred supplier from specification to project commencement/completion.
- Growth with MRO market.
- Sales versus budget.
- Sound territory management and planning.
- Territory Selling Expenses versus Budget.
