Job Profile
This consultative sales role specifically targets the indoor and outdoor lighting markets sector (including various sectors with company product ranges, providing customers with relevant lighting solutions.
The requirement is to develop market demand and presence for the company by proactively developing partnerships with existing partners and specifiers such as contractors, M&A, architects, interior designers and key market influencers.
The aim is to maximise specification orders and develop further growth and profitability. The role includes a combination of Account Management and Account Acquisition targeting specific sectors in the replacement market.
Meeting schedule: Weekly and monthly meeting with International Department.
Key Responsibilities Delivery:
Develop business relationship with partners, train their sales team and joint-visit to their customers.
Identify key accounts in the specification group – develop selling contacts, identify and prioritise their needs and requirements to develop business connections.
Ensure that all existing customers are contacted regularly maintaining the latest company’s profile/catalogues/leaflets and develop relationship with key clients.
Explain products value and capabilities to customers.
Develop and execute an account management plan with strategic customers to maintain a long-term win-win relationship.
Handle and resolve customer complaints.
Send company’s monthly report covering market development, sales progress, product/marketing requirements, competitors, market trend and any other issues to ensure future sales opportunities are maximised.
Work to the actively targets set prospecting for new clients.
Update the sales database and ensure quotation logs are kept updated.
Ensure that the actively targets set for proactive sales are achieved.
Arrange product seminars in Nigeria.
Meet individual and company targets.
Quality:
Maintain high level of customer service.
High standard of Professionalism.
Generate sales report, detailing sales figures, competitor activity and targets.
Cost:
Reduce cost through the reduction of non-quality cost i.e. reduction of returns.
People Management:
Establish and maintain positive relationships with people at all levels, ensuring regular communication with company’s International Department.
Manager – daily formal and informal contact including submission of reports.
Key Requirements Experience:
Knowledge of the key Nigerian distributors, specifiers (e.g. architect,building engineers and electrical consultant) and contractors.
Has good relationships with the above customer segmentations.
Has a track record of growing business in Nigeria.
A good level of luminaires and industry knowledge
Experience of sales in specification lighting market
Track record of success in specification lighting sales
Experience of working as a member of a sales team
Skills and Knowledge:
Good written and verbal communication skills in English
Good negotiation skills
Results orientated
A passion for selling
Personal characteristics and behaviours
A high degree of self-motivation
Good time management in order to complete all tasks.
Able to work independently as well as within a team environment.
Able to operate confidently and communicate effectively at all levels, both verbally and in written form
Professional in approach, and able to lead by example, acting with tact and diplomacy
Committed to learning and self-development.
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