Sales Representative with DIY, Construction or Hardware experience – Builder’s Warehouse Heldeberg – Western Cape needed at Massmart

Summary:

• To maintain and grow existing customers and to recruit new customers in order to grow the market share in the areas of expertise.

Functions/Responsibilities:

• Drive and develop customer relationships
• Build professional relationships with key customers through regular visits and reviews in order to understand, anticipate and meet their needs
• Plan and implement call cycles to ensure that appropriate time is spent in visits to service all existing customers regularly and also to recruit new/ potential customers 
• Ensure customer satisfaction by visiting customers regularly and being accessible to them as and when they require advice/information/query resolution 
• Visit contractors on site and establish their needs (including items not stocked and bulk items) 
• Recommend the correct quantities for the right applications, highlighting to customers current and upcoming promotions in order to attract orders 
• Update customers with new price lists and specials during visits
• Attend to customer complaints and concerns and ensure that appropriate, corrective action is taken
• Review customer profitability prior to visits and follow up on details of any outstanding payments and continue to follow up with and assist debtors department until problems are resolved
• Complete a full call report for every customer visit including a review of how we are servicing the customer and provide feedback to the Store manager and Trade Manager
• Provide regular weekly and monthly feedback, review and reporting (as required) to the Store Manager and Trade Manager on sales analysis, competitors and their pricing, customer/ contractor needs, account problems, complaints and the resolution thereof, special requirements
• Recruit, retain and grow new customers 
• Monitor and analyse customer deflections, contact lost customers to re-establish relationships and follow up on dormant accounts in order to analyse the growth of your customer base 
• Actively seek new business through cold canvassing, identifying and visiting new sites and following up on all leads
• Establish needs of new customers and advise correct products for correct applications in order to satisfy these needs
• Discuss with customers of the details and benefits of being an account customer (applicable discounts), of deposit accounts and contractor card options. 
• Obtain orders and ensure they are processed at store level and delivered on time
• Ensure visible exposure for Massbuild on site to help attract new business (Builders/ contractors boards and/ or ‘estate agent’ type boards) ensuring that these boards are retrieved on completion of projects and returned to the store
• Ensure that the paperwork for new account/ cardholder applications is correctly completed and signed in order for them to be processed
• Ensure that contractor cards are made with correct details and deliver these to customers/ contractors in time 
• Achieve sales and margin 
• Develop and implement action plans to achieve sales and gross profit budgets and targets agreed with the Store manager and Trade Manager
• Ensure that customers are informed of products other than their usual purchases (Cross-selling) and where possible promote higher margin products to ensure balanced gross profit results 
• Analyse relevant BI reports on a regular basis to track sales and margin
• Calculate prices (VAT inclusive and exclusive), as relevant, for account, contractor card, deposit account customers and tenders
• Forward big tenders to the tenders/quotations department and complete all the relevant paperwork
• Accurately calculate margin on cost prices to arrive at appropriate selling prices ensuring that the required margin will be achieved. 
• Follow up timeously on all Intellibuild, Databuild, leads to business and large CKS counter quotes with a view to acquiring new sales
• Drives sales through on-line platform and where necessary assist customers with on-line registration
•  Ensure accuracy of Regional price list
• Liaise with suppliers, other key account managers and other departments
• Contact and liaise with suppliers to agree on action to rectify any problems that arise on sites and ensure resolution
• Liaise with the supplier to ensure availability special order items and agree on delivery after ensuring liaison with Store Manager, Trade Manager and Merchandise department.
• Inform other key account managers when your customers are active in their areas and discuss customers’ needs with them. Agree on action to meet customer needs and follow up to ensure implementation.
• Liase with merchandise, dispatch, receiving and replenishment department to ensure that customer needs are met.

Qualifications, Skills and Experience Required

• Sales Experience – Minimum 3 years (exposure to Retail sector is advantageous)
• Grade 12
• Driver’s License
• Commercial Studies
• Problem solving 
• Self-driven
• Influence and negotiation skills
• Planning and organizing skills
• Sound interpersonal and communication skills and the ability to communicate at all levels (Oral and Written)
• Working with customers
• Clear understanding of sales and margins
• People and selling skills
• Good interaction with customers
• Computer Literate
• Good knowledge of products and their application
• Team oriented person, ability to work independently and meet deadlines
• Delegation skills