This consultative sales role specifically targets
the indoor and outdoor lighting markets sector (including various sectors
with company product ranges, providing customers with relevant lighting
The requirement is to develop market demand and
presence for the company by proactively developing partnerships with
existing partners and specifiers such as contractors, M and A, architects,
interior designers and key market influencers.
The aim is to maximise specification orders and
develop further growth and profitability. The role includes a combination
of Account Management and Account Acquisition targeting specific sectors in
the replacement market.
Meeting schedule: Weekly and monthly meeting with
Develop business relationship with partners, train
their sales team and joint-visit to their customers.
Identify key accounts in the specification group
– develop selling contacts, identify and prioritise their needs and
requirements to develop business connections.
Ensure that all existing customers are contacted
regularly maintaining the latest company’s
profile/catalogues/leaflets and develop relationship with key clients.
Explain products value and capabilities to
Develop and execute an account management plan with
strategic customers to maintain a long-term win-win relationship.
Handle and resolve customer complaints.
Send company’s monthly report covering market
development, sales progress, product/marketing requirements, competitors,
market trend and any other issues to ensure future sales opportunities are
Work to the actively targets set prospecting for
Update the sales database and ensure quotation logs
are kept updated.
Ensure that the actively targets set for proactive
sales are achieved.
Arrange product seminars in Nigeria.
Meet individual and company targets.
Maintain high level of customer service.
High standard of Professionalism.
Generate sales report, detailing sales figures,
competitor activity and targets.
Reduce cost through the reduction of non-quality
cost i.e. reduction of returns.
Establish and maintain positive relationships with
people at all levels, ensuring regular communication with company’s
Manager – daily formal and informal contact
including submission of reports.
Knowledge of the key Nigerian distributors,
specifiers (e.g. architect,building engineers and electrical consultant)
Has good relationships with the above customer
Has a track record of growing business in Nigeria.
A good level of luminaires and industry knowledge
Experience of sales in specification lighting
Track record of success in specification lighting
Experience of working as a member of a sales team
Skills and Knowledge:
Good written and verbal communication skills in
Good negotiation skills
A passion for selling
Personal characteristics and behaviours
A high degree of self-motivation
Good time management in order to complete all
Able to work independently as well as within a team
Able to operate confidently and communicate
effectively at all levels, both verbally and in written form
Professional in approach, and able to lead by
example, acting with tact and diplomacy
Committed to learning and self-development.