Success in this role requires a deep understanding of industry trends, key developments and competition to drive business directly through the channel. It is also imperative that the you work very closely with the resellers to understand their business priorities, and plan together to drive joint objectives through to the end customers. The nature of the solution sale will also require you to co-sell with your resellers, and manage every step of the sales process.
In addition to business development, it is imperative that you work on building loyalty across the top resellers in each of the product lines covered under this portfolio.
Primary Objectives
Sales
- Identify existing opportunities for Rectron, with a focus on Renewable Energy Solutions.
- Explore these opportunities together with Digital Signage, Internet of Things, Enterprise Servers and Software, Point of Service.
- Advise resellers on the correct course of action to give end customers the best possible solution, given the environment, business objective and budget constraints.
- Accurately and quickly prepare quotes for Partners, providing sufficient levels of detail where necessary to enable Partners to articulate the message to his/her customer.
- Where required, attend end customer meetings together with resellers in order to assist in constructing the bill of materials/quantity, as well as to assist in identifying further opportunities for Rectron portfolio of products.
- Engage with resellers (face to face) regularly, such that you remain top of mind, ensuring that resellers are aware of the latest promotions, Rectron offerings, as well as making sure that you are driving the solutions conversation.
- Ensure that you engage regularly with resellers for updates on deals or projects to ensure that we understand the project scope, project timelines and delivery lead times.
- Work with the Rectron internal team regarding projects or deals and assist their resellers to the best of your ability.
- Proactively drive Renewable Energy solutions and engage with customers at any given chance to explore business opportunities with them.
- Work with Partners to build up a strong pipeline to create predictability and sustainability of business, ensuring that all pipeline is logged on Rectrons CRM tool.
- Keep Partners updated with regards to status of products availability, ETAs, especially in the case where we need to special order stock in for key projects or deals.
- Assist resellers with well-written proposals for tenders and opportunities.
- Call down on the Rectron reseller base to identify new Partners for Renewable Energy opportunities.
- Call down on the existing Partners base to ensure higher frequency of transactions.
- Encourage resellers to attend Rectron training events.
- Call down on Partners to ensure that solutions purchased are delivered and assist the Partners to manage their purchase with Rectron.
- Help resellers to touch base with end customers to ensure that solutions offered are working well, using this as a means to identify future opportunities within the environment
- Go out to see strategic resellers regularly (frequency to be discussed with the reseller)
- Develop strong relationships with strategic resellers, and get a deep understanding of partners businesses in terms of their business models and strategic priorities
- Guide partners in the choosing of Renewable Energy solutions and establishing a total solutions mindset from a Rectron perspective.
- Engage with Partners to identify areas where further support that is required from Rectron.
- Assist resellers in early end customer engagements to ensure that Rectron has the early bird opportunity to work with the reseller to establish a product or solution base line.
- Ensure that resellers have sufficient financial cover ahead of time in planning deals.
- Submit weekly reports, due by COB Mondays. Reports should detail activities from the previous week, such as customers e ngaged with, events hosted etc., customer feedback as well as weekly and monthly tracking across target areas.
- Ensure that Rectrons CRM systems are updated with activities based on interactions and activities with customers.
- Prepare for, inform or/and attend any forecast meetings with PM, Management or vendors, ensuring that you are able to provide detailed feedback regarding deals being tracked on funnel, as well as an accurate view of your current months standings as well as your commit number.
- If for any reason you are not able to attend a forecast meeting, ensure that you have nominated someone to forecast on your behalf, and provide all the necessary details.
- Prepare for and attend all monthly KPI meetings with manager.
- Assist in other administrative tasks as and when required, including, processing of orders and invoicing etc.
- Check that all of your own orders are invoiced accurately and on time.
- Before processing an order, ensure that there is sufficient cover on a resellers account and involve the accounts team to keep cover available. For cash clients, ensure that payment is collected before any special orders are processed with Johannesburg and/or vendor
- Work closely with the Internal team and give accurate and detailed information on projects or deals so that inventory can be planned or processed correctly first time around.
- Ensure that you stay up to date with knowledge on the latest products and services available from Rectron and or our partners.
- It is the responsibility of the employee to ensure that the stay abreast of the latest technology and trends in the Renewable Energy sphere. A lot of self-education and training is required.
- Detailed knowledge of the following categories and solution selling scenarios are required to be effective at selling Renewable Energy solutions:
- Surveillance and Security solutions and mechanisms Main Focus Area
- Point of Sales Hardware and Software
- Digital Signage Hardware and Software
- Embedded Systems that form part of the IOT ecosystem
- Enterprise Server and Software solutions
- Detailed knowledge of the following products and solution selling scenarios are required to be effective at selling B2B / Enterprise
- Security and Surveillance Main Focus Area
- Point of Sale
- Intel Server
- Embedded and Industrial Computer Systems
- Industrial storage
- Internet of Things
- Maintain a basic level of knowledge on Rectrons entire stack of products. Please refer to the internal team training calendar for a full schedule of training dates.
- Attending all scheduled internal and external training sessions for B2B Hardware as arranged by Renewable Energy PMs or vendors.
- Share knowledge within the team through the use of internal tools
- Reach out and ask your peers/vendors for assistance as necessary
- Host training sessions for resellers as necessary
- Communicate in a clear and professional manner both internally and externally
- Ensure that all quotes are responded to within the Rectron SLA time frame
- Proactively communication status updates to resellers, especially in times where there might be a delay in projects, orders or deals.
- Nominate a backup for when you are not in the office. Your backup must have deep knowledge on the status of your pending deals, as well as current order in to be able to assist while you are not in the office
- Mentor the sales team making special provision for new staff.
- Minimum: Matric
- Preferred: University degree with either a business or information technology background preferable
- Preferred: Security and Surveillance qualification (SAIDSA, PSIRA, ISASA)
- Preferred: Microsoft Windows Embedded
- Any Microsoft technical exam an advantage
- Must have a drivers license, with own car
- Sales and Pipeline Management
- New Business Development
- Computer literacy and PC skills
- Effective Communication
- Organisation
- Problem Solving
- At least 2-5 years of experience in a sales environment, involving Surveillance Hardware and software products.
- Understanding of security and surveillance operations in different business environments is imperative.
- Experience with B2B Products and Solutions with small and medium sized businesses is preferable
- Experience with Security product hardware on a technical level
- Experience in Point of Service is highly preferred
