Technical Sales Representative (Beverage Packaging Adhesives) - Tanzania

Background Information 

Career Options Africa Group is a HR Consultancy firm specialized in Recruitment, HR outsourcing and Immigration support in Africa with offices in Kenya, Uganda, Tanzania, Rwanda, Democratic Republic of Congo (DRC), Burundi, Nigeria, South Africa and South Sudan. 

Our client, a global provider of flexible packaging adhesive solutions, is actively seeking a Technical Sales Representative (Beverage Packaging Adhesives) to join their team in Tanzania.  

THE JOB 

This is a direct selling and customer-facing role to maintain & grow existing customers and acquire new ones to drive revenue and market share growth in defined accounts and strategic markets. The job focuses on all Client business segments in Ivory Coast, East and West Africa in Beverage Labelling Line. This involves making customer calls to the accounts on a regular basis while engaging a superior stakeholder matrix to understand better each customer's needs and solutions. As TSR you will be a key contributor to the all Client segments. A significant portion of your time and effort (estimated at around 70%) will be spent in the field visiting customers tactically executing the plan to maintain and improve operations within existing accounts and convert/ win new accounts. 

The TSR will be expected to evaluate new business opportunities and promote the Client value proposition of technologies, products, and services in line with the business strategy and marketing initiatives. The TSR drives and supports the launch of new products and solutions across West Africa in collaboration with various segment leads, account Managers and Business Manager. 

The TSR will act as the expert of the segment/s when it comes to product performance and value delivered at the customers 

The role will offer application support & training across all Client segments. Picture of success will be through coordinated service calls and requisite reports to each customer and application area to deliver high adhesive solutions to retain, grow, and acquire new customers while delivering sustainable value addition to the customers. It will involve building a healthy working relationship with the distributor to build capacity through training and forecast. He will rely on strong market intelligence skills to understand both market needs and competitor activities 

Profitably grows market share through acquiring new business at new customers and new applications at existing accounts: 

• Meets annual budget growth objectives by closing qualified new business opportunities. 
• Maintains a healthy new business pipeline of new opportunities in line with the annual growth plans 
• Skilfully utilizes the Client sales process to find, qualify and close new business. 
• Sells at optimum value and margin to meet agreed profit targets. 

Maintain business in existing accounts: 

• Develop trusting and productive relationship with the key decision makers in the account. Can develop relationship maps and maintain in SFDC under contact records. 
• Understands market trends and offers solutions to customer's ensuring expectations are met. 
• Collaborating with the customers to review the business performance during formal business review meetings. 
• Gathers business intelligence to understand possible threats and mitigates the same. 
• Collaborating with global teams to grow and maintain the business segment(s). 

Manages activities related to identifying new business opportunities: 

• Is technically independent and competent enough to manage running own technical demonstrations- and able to produce technical reports. 
• Manages own time by focusing efforts on the blue-chip opportunities. 
• "Opens the door" at potential customers, develops and explains the Client value proposition. 
• Helps customers to select appropriate products for various applications. Ensures customers are fully aware of value delivered. 
• Evaluates and establishes relationships with potential partners, such as application equipment providers, OEMs, Industry associations to achieve a deeper market penetration. 
• Evaluates customer requirements within the overall context of the market, i.e. 
• applicability of similar products and projects for other customers. 
• Support opportunities related to regular business and support successful closure 

Develop and improve value offering: 

• Capture customer requirements and help translate them into value propositions. 
• Collect data supporting value propositions at customers Monitor and document the offered values in continued business 
• Ensures customer projects are on time and on budget. 

Work on Product Portfolio: 

• Manage product program in the segment and define the GOTO product portfolio 
• Completes detailed customer requirements with appropriate business to ensure understanding of requirements and CTQ's as necessary for R&D / Technical Service 
• Capture trends from industry and translate them into new product or service developments and innovative offerings. 
• Propose and lead suggested price positioning in the segment in cooperation with business manager. Interaction and communication with internal stakeholders. 
• Seeks input from Strategic Account Manager, Business colleagues and sales to develop segment strategy 
• Partners with all stakeholders to establish priorities, service levels and expected deliverables. 
• Partners with Marketing, Technical Department and R&D to ensure voice of the customer is received and acknowledged in the HBF R&D pipeline and all related internal support. 
• Expertly communicates across the business on all internal and external activities, in line with the strategic plan. Provides regular updates to all stakeholders 
• Is aware of the forecasting 

GEOGRAPHY AND MANAGERIAL RESPONSEBILITY 

• Has no formal managerial responsibility, but may provide guidance to colleagues (e.g., provides coaching, assigns work, ensure monthly/weekly plan is duly done and updated,

Time to Answer

2 open days

Process

1 Phone Call

1 Onsite Interview

Days to get an Offer

4 Days after Interview