Key Accounts – Technical Sales Representative

This is a fully remote position, open to applicants in Kenya.

📋 Description

• Interact daily with the current customer base, distributors, end users, and converters.

• Drive sales and distribution through a network of contacts.

• Expand the product portfolio and investment from distributors.

• Enhance market share by delivering exceptional service to the network.

• Carry out a needs analysis to ensure all sales targets are achieved.

• Pursue new sales leads and develop a comprehensive project pipeline with projected values.

• Identify and analyze potential growth opportunities within the market.

• Collaborate with distributors to assist in product specification and application.

• Expand the brand's presence and market share in the assigned area of responsibility.

• Proactively engage with converters to discover new opportunities.

• Utilize the local distribution network to facilitate material supply.

• Actively grow the opportunity pipeline for quarterly and annual sales while maintaining a close rate comparable to peers.

• Contribute to S&OP meetings by discussing forecast accuracy, slow-moving and obsolete stock, and identifying crisis areas.

• Develop and manage a customer value plan for existing clients, highlighting profiles, shares, and value opportunities.

• Strategically plan and organize personal sales initiatives to maximize Return on Time Investment for the territory/segment.

• Conduct a minimum of 4 customer calls per day.

• Provide management with both oral and written reports on customer needs, challenges, interests, competitive activities, and potential for new products and services.

• Stay informed about product applications, technical services, market conditions, competitive activities, advertising, and promotional trends by reviewing relevant literature and consulting with marketing and technical service departments.

• Extract value from customers using the company tools and training provided.

• Deliver product and brand training to the converter network.

• Offer technical advice and solutions to customers when necessary.

• Document customer interactions on salesforce.com.

• Make informed decisions regarding pricing terms, rebates, COD pricing, and discounts.

• Log customer complaints within 24 hours of receipt.

• Conduct product trials at customer locations when required, and assist the technical department.

• Update customer price lists and ensure prices are current within Avery Dennison’s operating systems.

• Follow up on complaints until resolution, keeping customers informed of results.

• Evaluate materials when customer complaints arise.

• Ensure that all customer demands are met promptly.

• Communicate with customers regarding their account status.

• Follow up on outstanding payments and support debt collection in accordance with corporate policies.

⛳️ Requirements

• A minimum of 6 years of relevant external field sales and customer service experience.

• Solid knowledge and understanding of print applications, including effective problem-solving for production issues raised by customers.

• Comprehensive understanding of the local market and customer base.

• At least 6 years of experience in three-tiered interaction involving distribution, converters, and end users.

• Experience in corporate interactions on projects and tenders in an advisory role concerning material specification.

• The ideal candidate must possess a valid driver’s license and have access to a reliable vehicle.

• A relevant qualification is considered an advantage.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development