Department:

Sales

Reports To:

Area Sales Manager

Introduction:

Working closely with the Area Sales Manager to promote and support our warranty products within the Independent retail market.

Job Purpose:

To assist in maintaining and developing retail warranty sales through our range of medium size electrical retailers.

Duties & Responsibilities:

The ability to maintain and develop existing retail accounts and add value to their business through our product range and training skills.
To initiate meetings and training sessions with new and existing clients.
To understand and evaluate opportunities for the Sales team.
To understand and report on competitor activity.
Must show an ability to build long term working relationships with store personnel.
Must have the ability to communicate effectively with internal and external parties.
Must show a willingness to learn the product ranges and administration processes and an ability to transfer this knowledge to our retail clients to assist in the maintenance and development of their warranty business.
Must be adept in persuading/convincing sales staff to promote our products successfully.
Should be able to negotiate with retail clients about the benefits of our offer and be able to persuade them to use our products and services.
Should have a clear understanding of our processes and procedures to effect clear resolution of any issues that may arise regarding them.
Should be able to compose and present compelling presentations about our products and services in a manner likely to increase our point of sale penetration.

Desirable criteria:

An understanding of the electrical retail market and the product ranges Sales background Training or motivational skills Computer literacy (Excel preferred)

Technical Competencies:

Prospecting:

To sustain the profitability of the organisation and create opportunities for growth in order to secure The Company’s continuing position as the leader in its chosen markets.
Is tenacious in helping to pursue growth opportunities.
Presents self and the company with authority and confidence.
Provides excellent support to senior sales people.

Developing Sustainable Relationships:

Working effectively with all stakeholders, whether external or internal, is critical to ensuring clients are retained, new clients are brought on board and their expectations are consistently met.
Is pro-active in developing own network internally and to the extent possible within client organisations.
Gains respect, is sought after for input and advice.
Shows evidence of effectiveness in persuading others and building support from parties’ key to success with clients.

Financial & Operational Awareness:

The Company’s business success and credibility relies on proposing and agreeing to targets that are commercially and operationally viable for the Group.
Continually develops own understanding of the company’s operational and financial constraints and works effectively within these when proposing to clients.

Negotiating & Closing the Deal:

The ability to negotiate in a timely and effective manner is critical for enabling the company to secure sufficient high quality business to sustain its growth.
Recognises when client has objections – takes appropriate action to raise with senior sales people.
Displays willingness to engage in negotiating to resolve issues.
Pro-active in offering help and support to enable deals to be closed.
Recognises when client has objections – takes appropriate action to raise with senior sales people.

Creating & Delivering Compelling Propositions:

The ability to entice clients to do business with the organisation or to add value to existing business is fundamental to the Group’s continued success.
Able to research and prepare a client proposition.
Good written and oral skills.
Able to present ideas well, are articulate, can hold an audience’s attention.