Area Sales RepresentativeManitou Centre Cape TownGENERAL ACCOUNTABILITY:Direct report to Branch Manager – Cape TownResponsibility for: SalesPrimary focus: Sales of machinery and attachmentsDUTIES AND RESPONSIBILITIES:The employee will be required to expand the region's growth within the prescribed territory through proper analysis of the specified market using CONMESA statistics as supplied by MSA. This is to ensure market penetration through new opportunities.KPA'sResponsible for sales of the complete Manitou range of equipment in designated areas within Cape Town.Manage the specified sales territory to develop relationships with both new and existing customers to maximize business growth.Achieve monthly, quarterly, and annual sales targets as agreed with the Sales Manager.Daily prospecting (cold calls, planned calls, etc.).Plan and set up appointments with customers daily.Complete weekly call reports.Update CRM daily.Coordinate after-sales support to customers through CSR, Field service, or Workshops.Work closely with the Sales Manager and General Manager to identify and evaluate new business opportunities.Participate in deals within the assigned sales territory.Prepare and submit proposals and presentations.Build a strong sales pipeline to ensure growth and sustainability within the sales territory.Identify and participate in local events as well as other events identified by the subsidiary marketing team.Respond to tenders and develop relationships with institutions, providing telephonic support when required.2. KPI'sSales performanceEnsure individual sales budgets are met.Ensure new customer targets are met.Assist in maintaining or increasing market share within the region.Visitor-to-lead conversion rate.Lead-to-sale conversion rate.Measuring lost sales.Ensure customer database is up to date.Identify and maintain key accounts.Ensure all products and models are effectively sold and distributed through the allocated region.Keep abreast of market conditions and competitors' activity.Compile and present an activity report and plan to the Sales Manager on a weekly basis.Ensure all documentation received is in line with Centre's policies and procedures.EDUCATION:Matric with a post qualification in Sales and Marketing.Strong selling and prospecting skills.Minimum 3 years selling experience in the capital equipment market, construction, or mining industry.Ability to liaise with financial institutions to provide finance solutions to the end user.Strong organizational and communication skills.Excellent negotiation skills.Proven track record within the industrial sector.Positive attitude, high energy level, and self-motivated with plenty of initiative.Must be able to sell and source new business.Must have an existing customer base.Must be willing to travel – locally and overseas as required by Manitou Centre.EXPERIENCE:Knowledge of South African legislation and standards related to off-highway equipment.COMPETENCIES AND SKILLS:High level of attention to detail.Must be able to work independently and as part of a team.Knowledge of the capital equipment and material handling industry is a distinct advantage.Must be competent in Excel and Word.Must be willing to work extended hours as required by Manitou Centre.INTERNAL/EXTERNAL CONNECTIONS:Internal interactions: Works in partnership with almost all departments of the Centre to ensure close alignment.External interactions: Customers.LOCATION & EXPECTED TRAVEL:This position is based in the Western Cape, South Africa.Will be required to travel within Cape Town.
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