Territory Salesman Job in Kenya

Vacancy: Territory Salesman – Sales

Department: Sales Department

Purpose of Position: Overall contribution to corporate goal

To utilise available resources i.e. territory, market segment, time and potential to develop the market and to achieve:

• Sales Targets (Volume and Product mix)


• Discount Targets


• Other Targets like Over dues, new accounts etc.

As agreed in accordance with the MCS (Multi Channel Sales) concept.

Accountabilities

• To further develop the profitable sales of organization’s products to your defined customer base.


• To ensure the appropriate level of coverage is given to both Buying and Potential customers within the customer platform in order to develop profitable growth.


• To utilise all elements of the Sales Management Process (SMP) to effectively analyse, implement and control the opportunities within territory.


• To actively manage and develop the growth of key products within the sales territory.


• To target the appropriate customer groups to ensure successful introduction of new products.


• To actively and effectively demonstrate, service, train and where appropriate test of organizations products.


• To ensure timely collection of all the dues / over dues.


• To ensure your knowledge and skills are continuously developed for the benefit of both yourself and the company.


• To take full responsibility for all assigned company assets.


• To ensure compliance with all company policies & processes.


• To ensure all company documentation/information is maintained and submitted to necessary deadlines.


• Following are the Principal Accountabilities and their Measuring Standards (the details are contained in SMP/PMP/GPMS-Selling Process documentation):

Key Applications & Products

• Growth Targets for Key Applications & Products

Product Competence

• Demonstration as appropriate element of call objective


• Demonstration quality linked to SSS covering features, benefits and advantages


• DX/GX & Power Tools Training in accordance with stipulated parameters

Core Competencies

• Sales skills and ability


• Planning


• Product/Application/Customer Knowledge


• Team Skills


• Problem Solving


• Commercial Awareness


• Trade Understanding


• Large Account Management (through LAMP – Gold Sheets)

Competencies required for position– Red Thread Profile

Functional Expertise

• Strong sales skills competence (SSS).


• Technical skills e.g. product and application knowledge.


• Can sell the organization value proposition and promote Hilti Differentiation.

Understanding the business

• Understands the business reasons behind our strategy and link it to daily work e.g. channel shift.


• Understands how the MO business works e.g. deliveries, credit services.


• Uses organization’s resources to maximise customer satisfaction e.g. use collection service for repairs.


• Understands the wider business environment beyond his territory and region – is familiar with the different organisational functions and the interdependencies.

Understanding and defining what needs to be done

• Understands C3C strategy and works accordingly e.g. spends time on medium and large accounts with potential, utilises other channels e.g. CS, HC in most productive way.


• Understands new products and their applications e.g. able to sell quickly and effectively to customers.


• Identifies opportunities to maximise customer service and translate into sales e.g. new product application opportunity.


• Able to develop plans to further penetrate e.g. key accounts / job sites.  Anticipates barriers and plans alternatives.

Interested and qualified candidates are invited to send their C.V clearly indicating the position they are applying for to recruitment@nawirikenya.com

Please note that only short listed candidates will be contacted