Job Role

The Sales Executive is responsible for generating new business, growing customer accounts, and achieving agreed revenue and profitability targets. The role covers prospecting, understanding customer needs, presenting suitable solutions, negotiating commercial terms, and closing sales. The ideal candidate is commercially aware, proactive, and persuasive, with the discipline to manage a sales pipeline and maintain strong customer relationships.

 PURPOSE OF THE ROLE

• Achieve agreed sales revenue, margin, and new business targets.
• Build a consistent pipeline of qualified prospects and sales opportunities.
• Expand existing customer accounts through repeat sales, cross-selling, and upselling.
• Strengthen customer relationships and support timely resolution of service concerns.
• Provide accurate sales forecasts and market intelligence to guide business decisions.

DUTIES AND RESPONSIBILITIES

A. Prospecting and Business Development

• Identify target customers and decision-makers through market research, referrals, networking, and outbound prospecting.
• Contact prospects, arrange sales meetings, and qualify opportunities based on customer needs, budget, authority, and purchase timelines.
• Develop account plans and maintain sufficient qualified opportunities to support agreed sales targets.
• Follow up leads consistently and document next steps throughout the sales cycle.

B. Customer Needs Assessment and Sales Presentations

• Conduct discovery meetings to understand customer requirements, priorities, and buying criteria.
• Present products or services clearly, linking their benefits to customer needs and expected value.
• Coordinate demonstrations, technical input, and specialist support where required.
• Prepare accurate proposals and quotations that define scope, pricing, payment terms, and delivery expectations.

C. Negotiation and Sales Closure

• Handle objections, negotiate within approved pricing and discount limits, and secure customer commitments.
• Follow up proposals and tenders, confirm buying decisions, and close opportunities within agreed timelines.
• Ensure contracts, purchase orders, and sales documentation are complete and approved before handover.
• Protect profitability and escalate requests for exceptional terms for management approval.

D. Account Management and Customer Retention

• Maintain regular contact with customers, review satisfaction, and identify repeat business opportunities.
• Build relationships with key account stakeholders and identify opportunities for account growth.
• Coordinate with delivery, operations, and support teams to ensure a clear and accurate customer handover.
• Track customer concerns through resolution and communicate progress and commitments promptly.

E. Sales Reporting and Market Intelligence

• Keep CRM records current, including contacts, opportunity values, sales stages, expected close dates, and next actions.
• Prepare weekly activity reports, monthly sales results, and realistic pipeline forecasts.
• Monitor revenue, margin, conversion rates, new accounts, retention, and performance against agreed targets.
• Gather competitor, pricing, and customer feedback and recommend practical sales improvements.

F. Commercial Coordination and Professional Conduct

• Coordinate with finance on invoicing, customer credit approval, and follow-up of overdue payments.
• Align sales promises with available stock, service capacity, and confirmed delivery timelines.
• Participate in sales campaigns, exhibitions, and customer engagement activities as required.
• Follow company sales procedures, protect confidential information, and maintain accurate customer records.

Qualification

• Bachelor’s degree in Sales, Marketing, Business Administration, Commerce, or a related field.
• Minimum 3–5 years of relevant sales or business development experience, with evidence of meeting or exceeding targets.
• Demonstrated experience in prospecting, managing customer accounts, preparing proposals, negotiating, and closing sales.
• Proficiency in CRM systems, Microsoft Excel, and presentation tools; ability to prepare accurate reports and forecasts.
• Experience in consultative selling and managing multiple decision-makers is an added advantage.

COMPETENCIES

• Consultative selling and customer needs assessment
• Sales forecasting, CRM reporting, and commercial analysis
• Pricing awareness, margin protection, and payment follow-up
• Clear communication, active listening, and persuasive presentation
• Initiative, resilience, and disciplined follow-through
• Customer focus, integrity, and sound commercial judgment
• Planning, time management, and attention to detail