JKUBS FINALISTS.....S Consumables Sales Rep, Eastern Africa This position is a field-based position covering Kenya, Uganda, Tanzania, Ethiopia, Eritrea, Rwanda and Burundi Location is: Nairobi Applications must be submitted in English A field sales-based position requiring a senior level of technical aptitude. Manage sales processes in assigned geography in accordance with approved sales and marketing plans. Understand and use product features, benefits and applications along with selling and business-building skills to successfully promote and conclude the sale of products and services to achieve or exceed the assigned territory sales plan. Serve as a driver of business development at assigned major customer call points to penetrate and grow current and new business. Become recognized as a technical leader within the sales force. Essential Functions PLAN PERFORMANCE AND SALES SKILLS • Apply working knowledge of Professional, Consultative, and Strategic Selling skills to maintain existing business, develop incremental business in existing accounts, and conduct calls to develop new accounts. • Demonstrate use of selling skills in the field, such as making good opening statements, connecting with the customer, asking high gain questions, creating the value proposition and closing. • Participate in sales training programs as presented by the company to develop appropriate selling skills consistent with the Company philosophy, policies and procedures. ACCOUNT MANAGEMENT • Call on all organizational levels and functional areas within assigned account which influence purchasing decisions. • Develop, write, and execute a strategic business plan for managing assigned territory annually, updated quarterly. • Develop presentations and customer proposals for such things as supply agreements, supply contracts and preferred vendor agreements with assistance from RM, Marketing and/or Technical Sales Specialist • Maintain and increase current customer database and fulfill management expectations recording and utilizing customer and sales information. COMMUNICATION, WRITTEN AND ORAL • Provide regularly oral and written communication of successes, failures, best practices etc to improve the overall operating efficiency of the team, region and sales organization. • Contact and return calls to research scientists at all accounts for sales presentations, information through telephone, e-mail or personal visits daily • Prepare and deliver monthly FSMR to the Manager by the due date. TIME MANAGEMENT • Field travel as necessary (approx. 4 days per week) • Generally academic and government accounts require approximately 5-8 consultative sales calls per day depending on the nature of the territory with approximately 4 field days per week. • Generally industrial accounts require approximately 4-6 consultative calls per day with 4 field days per week. TECHNICAL COMPREHENSION • Provide product and other relevant information to customers via daily phone contact and personal visits for all aspects of IVGN business to generate sales. • Utilize excellent level of product knowledge and applications to successfully conduct effective consultative selling presentations. • Utilize knowledge of existing and potential customer status regarding Company and competitors’ products in selling presentations. Education: • Requires a Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field; or the equivalent knowledge and experience. Experience: • Requires a minimum 3 years of related work experience (lab and sales experience preferred). In-depth knowledge of Cell Culture and Molecular Biology is required. • Knowledge of accounts in territory preferred. • Experience with customer contact, teaching or public speaking helpful. • Experience of IVGN and ABI products helpful. • Demonstrated proficiency with computer applications, including MS Word, Excel, Outlook, PowerPoint, or like programs helpful. Language • Applicants MUST be fluent in English language Contact: careers@africabiosystems
Posted on: Wed, 27 Nov 2013 12:18:31 +0000
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