About the position
Description of Role:
The main purpose of this position is to:
- Confidently sell and market the organisation's solution stack to new customers within the Fleet and SMB market segments.
- Manage relationships and interactions with allocated accounts in a manner that promotes excellent customer experience, including effective administration of customer accounts contributing to customer retention and sales revenue growth in line with allocated sales targets.
The role is responsible for ensuring monthly sales targets are achieved at optimum profitability while delivering excellent customer service.
This position includes responsibility for:
- Prospecting
- Lead generation
- Customer retention
- Customer growth
- Upselling
- Converting leads into new business opportunities
About the Company:
A global leader in telematics and fleet-management technology, providing advanced tracking, data insights, and operational optimisation across multiple industries.
Job Functions
- Contribute to the Growth Profit of the Portfolio
- Ensure business targets are achieved or exceeded by selling and promoting the organisation's solution stack to new customers.
- Ensure cold calling targets are achieved in line with the customer visitation strategy.
- Ensure business targets are achieved or exceeded by managing customer EOT's and implementing solutions stack selling principles within the allocated customer base.
- Achieve a minimum of three (3) new customer presentations per day.
- Understand client needs and objectives and identify opportunities to upsell or cross-sell additional products or services.
- Create and execute strategic account plans to achieve sales targets and maximise revenue growth.
- Ensure a solutions stack selling methodology is adopted and driven through all customer engagements.
- Ensure opportunities entered into the sales pipeline are accurate and managed weekly with respect to days in pipeline and ongoing customer engagement and visitation to ensure quick closure.
- Develop and maintain a pipeline of leads, track sales activities, and follow up on enquiries in a timely manner.
- Ensure available modules are showcased to customers and applied in a wallet-sharing strategy aligned with target expectations.
- Achieve and Maintain Exceptional Customer Satisfaction
- Ensure a first-call resolution culture is adopted and driven across all customer communication.
- Conduct thorough needs assessments to understand prospective clients' requirements and challenges.
- Ensure full training and comfort with the entire solutions stack.
- Present product demonstrations and clearly articulate value propositions to prospective clients.
- Maintain a Customer Service Index (CSI) above a 90% threshold.
- Prepare and deliver compelling sales proposals and presentations addressing client needs and objectives.
- Negotiate terms and pricing agreements to close deals and achieve sales targets.
- Collaborate with internal teams including marketing, product development, and customer support to ensure a seamless transition from prospecting to onboarding new clients.
- Customer Retention
- Ensure preventable churn within the partner customer base is measured and managed in line with a zero-churn culture.
- Conduct regular business reviews with clients to assess performance, address concerns, and identify improvement opportunities.
- General Responsibilities
- Stay informed about industry trends, competitor activities, and market opportunities to identify potential leads and develop effective sales strategies.
- Maintain accurate records of sales activities and customer interactions within CRM software.
- Represent the business at industry events, conferences, and trade shows to network with potential clients and promote products and services.
Behavioural Competencies
Communication Skills
- Excellent verbal and written communication skills to effectively engage with prospects.
- Clear and concise articulation of product and service offerings and value propositions.
- Active listening skills to understand prospects' needs and pain points.
Strategic Thinking
- Strategic mindset to prioritise target accounts and focus efforts on high-potential opportunities.
- Ability to identify market trends, competitor activities, and potential expansion opportunities.
- Development of tailored outreach strategies and messaging aligned to different buyer personas.
Adaptability
- Flexibility to adapt to changing priorities, market dynamics, and sales strategies.
- Ability to pivot approach based on prospect feedback and performance metrics.
Collaboration
- Ability to work collaboratively with the sales team and cross-functional departments such as marketing and product development.
- Communication of valuable insights from prospect interactions to inform sales strategy and product improvements.
Time Management
- Strong organisational skills to manage high volumes of leads and activities.
- Effective prioritisation to maximise productivity.
- Utilisation of CRM systems and sales tools to track activities, manage pipelines, and schedule follow-ups.
Resilience and Persistence
- Ability to handle rejection and overcome obstacles within the sales process.
- Persistence in following up with prospects and maintaining consistent outreach.
- Resilience to setbacks while remaining motivated and focused on achieving goals.
Technical Competencies
Prospecting and Lead Generation
- Ability to identify and research potential clients or target accounts.
- Proficiency in prospecting methods including cold calling, email outreach, social selling, and networking.
- Ability to generate qualified leads and secure appointments or demonstrations.
Customer Focus
- Commitment to understanding and addressing customer needs and challenges.
- Focus on delivering value and building long-term customer relationships rather than transactional sales.
Product and Industry Knowledge
- Understanding of products or services and their value propositions.
- Knowledge of industry landscape, trends, and competitive offerings.
- Ability to effectively communicate product features and benefits.
Sales Acumen
- Understanding of sales principles, techniques, and methodologies.
- Knowledge of the full sales cycle and ability to move opportunities through the pipeline.
- Ability to qualify opportunities using BANT criteria (Budget, Authority, Need, Timeline).
Qualifications & Experience
- Bachelor's Degree in Business Administration, Marketing, or a related field.
- Have or be studying toward a Degree/Diploma in Sales & Marketing, Business Administration, or a relevant discipline.
- Proven track record of sales success with a minimum of five (5) years' experience in a similar role, preferably within B2B sales.
Skills
- Excellent verbal and written communication skills with the ability to articulate complex ideas clearly and persuasively.
- Strong prospecting and networking abilities with capability to engage decision-makers at target companies.
- Results-oriented mindset focused on exceeding sales targets and delivering exceptional customer service.
- Proficiency in CRM software and sales tools to manage pipelines, track activities, and generate reports.
- Highly motivated, results-driven individual with a passion for achieving targets.
- Ability to thrive in a fast-paced environment and adapt to changing priorities and deadlines.
- Willingness to travel occasionally for client meetings, industry events, and conferences.
- Motivated self-starter with strong initiative and work ethic.
Systems Knowledge
- MS Office - Intermediate proficiency.
- Solid experience working with CRM software.
***Salary - R36,000.00 + petrol + cell & data allowance (pension & medical aid is also offered on a shared employee / employer basis (Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
