Sales Consultant

**JOB TITLE**:Sales Consultant - Pakistan**

**DEPARTMENT: Retail Sales**

**REPORTING TO**:Regional Director - MENEA Region***

**LOCATION: Pakistan**

**ADDITIONAL INFO: Travelling required, 60% of the time in the territory***

**TERRITORY: MENEA**

**PURPOSE OF POSITION**

Maximize sales of GVR products and services with assigned accounts within Pakistan region.

Grow revenue, market share, and profitability in assigned accounts across all product and service lines through all channels served by the account.

**KEY RESPONSIBILITIES**

Sales Strategy
- Collaborate with business unit executives to establish and execute on the sales strategy for the region.
- Develop specific sales plans to ensure growth both long and short-term.

Funnel Management
- Establish GVR’s leadership position by:

- Developing an intimate knowledge and understanding of the customer’s needs,
- Cultivating close working relationships with key buying influencers in all departments
- Lead and coordinate relationship at affiliate level/head office level with Local GVR sales team
- Develop account strategy for growing revenue, share, and profitability in all product and service lines.
- Prepare 3-year strategic plan for accounts as well as annual sales plan.
- Coordinate programs and projects with GVR commercial and product development teams.
- Lead negotiation of contracts for products and services leveraging internal GVR resources (legal, finance etc).

Value Selling and Pricing
- Understand target customers, their buying process, and key motivations to help optimize our sales approach.
- Work with marketing to build and communicate unique value propositions.
- Understand our solutions differentiation to effectively position and sell against competitive offerings.
- Understand the value that our products create for customers and help shift the conversation from price to value, leveraging data.

Key account management
- Drive growth of strategic accounts
- Position does not have any direct reports but routinely provides functional direction to the broader commercial team about account updates.
- Primary interaction outside the company is with customer’s management and other personnel in the areas of Senior management, Finance, IT, Engineering, Construction, Marketing and Procurement.

Customer Service
- Develop and maintain relationships with customers, regulators, market participants and business partners.
- Manage South Africa Independents orders meticulously through strong collaboration with globally placed manufacturing facilities.
- Coordinate customer product training
- Ensure overall customer satisfaction throughout the buying journey, by coordinating the right level of support from marketing, engineering, operations, global manufacturing facilities, and after sales support.

Technical and commercial knowledge
- Continuously expand knowledge of products, services, and features within our portfolio by collaborating with marketing and engineering

**DELAGATION OF AUTHORITY**

As per the Delegation of Authority (DOA), section/role/approval

**POSITION RELATIONSHIPS**

Internal
- Sales
- Marketing
- Engineering
- Operations
- Global Manufacturing Facilities
- Center of Excellence

External
- Oil companies
- Regulatory bodies
- Industry bodies
- Competitors

**MEASURES OF PERFORMANCE (INDICATORS)**

Leading
- Funnel size, shape, speed, and success
- Proposals submitted.
- Customer engagement
- Funnel growth within the accounts
- Sales results by product line
- Penetration of new Products/Services
- Attainment of growth targets for revenue
- Quality of 12-month strategic plan and annual sales plan
- Customer satisfaction with account representation

Lagging
- Revenue growth
- Number of retail sites and fleet accounts

**PERSONAL QUALIFICATIONS & EXPERIENCE**

Education/achievements

Required
- Business Degree

Preferred
- Business and technical/engineering degrees

Experience/Knowledge

Required
- At least 5 years of sales or KAM/KAC and/or marketing experience

Preferred
- technical sales or business development experience with a multinational company
- Experience in fuel automation and management space

Specific Skills
- Negotiation skills: great at navigating customer negotiations, considering both short term and long-term implications, and landing deals that are win/win for the customer and the business
- Presentation skills: comfortable presenting in front of customer groups with diverse backgrounds (commercial, technical, senior executive)
- Analytical skills: comfortable consuming customer, market, and business data to derive insights useful in driving business growth and solving business problems.
- Technical expertise
- Budget management
- Responding to RFP/Tenders
- Developing and driving action plans
- Solution sales
- Self-motivated and great interpersonal skills

**ROLE SPECIFIC COMPETENCIES & BEHAVIOURS**

Strategic

Understand how own work fits into the bigger picture and strategy.

Consider how own actions can he