New Business Development Consultant

Location: Strijdom Park, Randburg Gauteng, Gauteng, South Africa
Date Posted: 23-07-2018
A leading distributor in the electronic security equipment industry is looking for a New Business Development Consultant.
 
The company has two divisions; distribution of security products directly to trade clients and a turnkey project management service supporting both project managers and end users.
 
Personality Summary: 
   High Driver - Ambitious, Results Orientated Go-getter. Self-Starter. Makes things happen.
   Moderate Analytical - Strong with analysis, metrics, data and fact based decision making.
 
Job Description: 
Sell the following equipment through security service providers: 
   Electronic Security Hardware
   CCTV, Access Control, Alarm, Gate Automation & Electric Fencing,
   Commodity Tier 3 to the channel with upsell possibilities to Tier 2
 
Profile partners: 
   Create Approach Plan
   Call, Email, Visit with post visit emails
   Close Door Opener Deals
   Manage Delivery Process
   Mini- PM of Smaller Deals
   Oversee Opportunities
 
Core Objectives: 
   Onboard new active channel clients across Gauteng.
   Gather vast amount of relevant information in a short period of time.
   Identify opportunities within companies by aligning their business & clients with SCW.
   Grow & expand revenue within these accounts.
   Hand over account process successfully and efficiently.
 
 
 
Expectations: (Stimulate engagement for sales by presenting SCW matrix to prospects) 
   Research & profile prospects.
   Pre- meeting planning 2 weeks in advance, min 3 meetings per day with post-meeting emails.
   Business Conversations with clients & establish buying process, hierarchy, opportunities.
   Completed Opportunity Plans (DQT) for larger size opportunities quarterly.
   Present SCW Product & Service matrix and VP to all clients, emphases on top brands
   Monthly & quarterly targets to be met sales related and meetings.
   Daily, weekly, monthly reporting. Measured:
   In-Field Call Review
   Weekly Expectations Review
   Weekly Opportunity Review
   Fortnightly Pipeline Review
   Monthly Account Review 
 
Qualifications: 
   Grade 12 Certificate.
   Valid Driver's License.
   Preference will be given to N3 Diploma in electronics or better qualification.
   Preference will be given to sales diploma or better.
 
Experience: 
   Minimum 2 Years B2B Electronics Sales Experience external, preference will be given to electronic security industry experience.
   Able to land large corporate accounts, land and expand revenue within accounts.
   Technically minded - Can technically grasp Security Surveillance Equipment and other electronic security products.
   Have worked with CRM system or Excel based equivalent process.
   Strong Microsoft Office Usage Experience to promote planning and processes.
   Dealer Base Management experience & understanding of sales process.
 
Skills: 
   Strong prioritization of duties to maximize return on effort.
   Must be able to hunt for new accounts and then grow revenue in those accounts
   Very strong with relationships - able to get people to rely on them
   Communication Skills essential - telephonic, face-to-face and email etiquette.
   Accountability Motivated - Drives for Own Results
   Fast learning of new information capabilities.
   Research & Profile Skills - LinkedIn, Whois etc.
   Good Culture Fit - Accountability
   Goal Driven and clear understanding of their goals.
   Planning & Execution of plan critical.
   Able to understand figures and analyse to benefit progress.
   Trader by nature - able to trade responsible with discount structures to maximize sales &
profits.

Additional Requirements:
  •        Must have track record in dealer base management (Growth of existing clients and small degree new clients onboard). NB is track record in new business development, on boarding new clients, hand over process, geographically planning of visits, research & profile skills etc.
  •        Can sell on value and service, not only price. Price objection handling very important.
  •        Call reports manage, daily / weekly plans execution, expectations embrace to get to target.
  •        High energy in activity, calls and emails.
  •        Good planning and follow skills + organised.
  •        Embrace training and upskill knowledge on a daily base.
  •        Not only compliant but also self-thinker.
  •        Trader by nature, not order taking but actually selling and convincing clients to buy from them and the company.
 
Benefits: 
   Basic Salary R15,000 – R23,000 neg. depending on experience
   Vehicle Allowance & petrol allowance***
   High Commission structure - GP rand value based
   KPA - Expectation Performance based
   Full product and solution training provided.
   Proven sales process & management tools in place.
   Marketing assistance to clients available free of charge - Website, flyers, business cards.
   Marketing done to dealer base clients via email and WhatsApp on weekly and monthly basis to promote brands and solutions.
   Workshops arranged for clients.
   Independent Work Culture.
   Strong growth prospects.
   Leading firm.
 
  1. Age (Within brackets: 21-35 Sales Consultant & 25– 40Max NBD)
  2. Current Salary CTC (Is it within our offer – copy of payslips)
  3. Distance to SCW Strydom Park / Greenstone.
  4. Matric Qualification Valid
  5. Driver’s License Valid
  6. Qualifications Valid
  7. Career History, gaps in dates, lifespan at each company, Evidence of competency.
  8. Reasons for leaving, see if pattern stands out and relevance.
  9. Relevance to the position available (Dealer base management, new client onboard track record, targets vs achievements)
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