About the Role
The External Sales Representative will be responsible for new business development and account management within truck body sales and repairs, managing the complete sales process from initial customer engagement through specification, quotation, order, delivery handover and ongoing aftersales support. This is a made-to-order fabricated product environment, meaning the role carries genuine technical responsibility. The representative must accurately scope each job according to the customer's chassis, payload and operating requirements and will be accountable for ensuring that what is sold can be manufactured safely, legally and within the agreed commercial parameters. The role requires a commercially driven salesperson who can generate their own business, develop strong relationships within the transport and logistics sector and confidently sell bespoke technical solutions.
Key Responsibilities
New Business Development & Sales
- Generate and develop new business across the allocated territory.
- Prospect for new customers rather than relying solely on inherited accounts or incoming enquiries.
- Build and maintain relationships with fleet operators, transport businesses, logistics companies, dealer networks and other relevant customers.
- Manage the complete sales process from first contact through specification, quotation, order and delivery handover.
- Develop opportunities involving truck bodies, repairs and related fabricated solutions.
- Manage longer sales cycles, fleet procurement processes and formal tenders, including vendor-registration requirements.
- Prepare accurate quotations for bespoke work.
- Maintain appropriate pricing and protect commercial margins rather than relying on discount-led selling.
- Achieve agreed sales and revenue targets.
Technical Sales Responsibility
- Understand customer operating requirements and accurately match the required body specification to the customer's chassis.
- Demonstrate a working understanding of:
- Gross Vehicle Mass (GVM).
- Gross Combination Mass (GCM).
- Axle loading.
- Tare versus payload.
- Wheelbase.
- Cab-to-axle measurements.
- Ensure proposed specifications remain within applicable legal and operational limits.
- Use the provided technical programme to assist with vehicle and payload calculations.
- Read and interpret technical drawings and body specifications sufficiently to accurately scope work for the workshop.
- Identify where a customer requirement may not be technically feasible or buildable at the quoted price.
- Recognise potential compliance issues relating to vehicle specifications and escalate them appropriately.
- Maintain a working awareness of relevant road traffic legislation, applicable standards and roadworthiness requirements.
- Understand considerations relating to dangerous-goods bodies, tail-lifts, load securing and dimensional limitations.
The ability to understand chassis specifications and payload calculations is the single most important technical requirement of this role.
Account Management & Aftersales
- Maintain ownership of the customer relationship throughout the sales and delivery process.
- Continue managing the relationship after delivery, including defects and warranty-related matters.
- Ensure customer issues are followed through to resolution.
- Build long-term relationships that encourage repeat fleet business.
- Maintain regular communication and professional follow-up with customers.
- Identify additional sales opportunities within existing accounts.
Commercial Responsibilities
- Assess customer creditworthiness before committing to an order.
- Support the business with customer collections where required.
- Understand that commission is earned on customer payment received rather than invoice value alone.
- Protect pricing and profitability on bespoke manufactured products, particularly where raw-material costs may fluctuate.
- Ensure quoted specifications accurately reflect what can be manufactured and delivered.
Administration & Reporting
- Maintain accurate records of customer activity and sales opportunities.
- Use CRM systems consistently to record pipeline activity and customer interactions.
- Prepare quotations and maintain disciplined written follow-up.
- Use Excel and other relevant business systems as required.
- Ensure sales opportunities and customer activities are formally recorded rather than managed informally.
Ideal Candidate Profile
Sales Experience
- Minimum 4 years' external sales experience.
- Experience within commercial vehicles, truck bodies, trailers or industrial capital equipment is strongly preferred.
- Demonstrable track record of generating self-sourced new business.
- Proven ability to identify, develop and close new opportunities.
- Experience quoting customised or bespoke products and services.
- Ability to maintain pricing and protect margins.
- Experience managing longer sales cycles.
- Experience with fleet procurement and formal tender processes.
- Experience with vendor-registration processes.
- Established relationships within the transport and logistics sector would be highly beneficial.
Technical Capability
- Working understanding of chassis specifications and payload calculations.
- Ability to understand GVM, GCM, axle loading, tare versus payload, wheelbase and cab-to-axle requirements.
- Able to interpret technical drawings and body specifications.
- Comfortable discussing technical requirements with customers and workshop teams.
- Working understanding of relevant vehicle regulations, standards and roadworthiness requirements.
- Able to identify specifications that could create technical, legal or compliance problems.
Practical & Administrative Requirements
- Matric or equivalent.
- Valid driver's licence with a clean driving record.
- Own ability to travel regularly throughout the allocated territory.
- Computer literate, including:
- Quotation preparation.
- Excel.
- CRM systems.
- Written customer follow-up.
- Comfortable working within manufacturing workshops, customer yards and depots.
- Willing and able to comply with all required PPE and workplace-safety requirements.
- The position requires climbing on and off vehicles and working at height when measuring or inspecting fitted bodies. Candidates must therefore be capable of safely performing these inherent requirements of the role.
Advantageous
- Existing relationships with:
- Fleet operators.
- Body builders.
- Dealer networks.
- Owner-driver markets.
- Relevant technical qualification in mechanical engineering, fabrication, automotive or a related field.
- Code 10 or Code 14 driver's licence.
- Afrikaans in addition to English.
Candidate Screening Requirements
Candidates will be required to:
- Confirm whether they are subject to any restraint of trade or non-solicitation agreement with a current or previous employer and provide relevant details where applicable.
- Provide references from direct sales managers rather than peers.
Tools of Trade
The company provides:
- Company vehicle.
- Fuel card.
- Laptop.
- Internet connectivity.
- Cellular phone.
These are provided as tools of trade.
All approved business travel, accommodation and related expenses are covered by the company through a company credit card. The representative will not be expected to personally fund business-related travel expenses.
***Salary - R27,000.00 per month CTC + Commission (Negotiable, based on skills, experience and in relation to current package)
