Sales Roles at Avery Dennison

ABOUT ROLE:

Scope and general purpose of the role: 

• Engage daily with existing customer base, converters and prospective customers. Promote sales and distribution with a network of contacts. Increase market share by delivering high levels of service to the network.

YOUR RESPONSIBILITIES WILL INCLUDE:

Engagement and targets: 

• Uphold and demonstrate core organizational ethics and values.
• Conduct  market and customer needs analysis to ensure that all sales target are met
• Conceptualise new and innovative strategies to achieve sales targets
• Follow up on new sales leads and build detailed sales  pipeline with prospective values 
• Analyse / recognise potential growth opportunities in the market
• Engage with any appointed distributors and manage channel sales .
• Increase footprint and customer base  for the brand in specified area of responsibility
• Actively engage with converters to identify new opportunities 
• Actively increase opportunity pipeline for monthly,  quarterly and annual sales and maintain a close rate equal to peers/ as per target . 
• Provide input to S&OP meetings (discuss forecasts accuracy, slow moving and obsolete stock and identify crisis areas) 
• Creates and manages a customer value prop plan for existing and new customers
• Align and execute a strategic sales plan designed to maximize Return on Time Investment  within the assigned territory. This includes maintaining a minimum frequency of four customer field visits  per day and ensuring all visit reports are updated on a daily basis.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas. 
• Conduct sales activities and Extracts value from customer through the use of company tools and training provided
• Take informed decisions and follow necessary approvals regarding terms and conditions of pricing, rebates, COD pricing and discounts.
• Communicate with clients consistently to provide updates on account status
• Monitor overdue balances and support credit control efforts to ensure alignment with corporate financial policies

Technical Service  & Customer Complaint Handling:

• Provide on-site technical support to customers, troubleshoot and resolve customer complaints, diagnose the problems and identify solutions ensuring customer satisfaction. Collaborate with QC for effective corrective actions. 
• Drive proactive marketing of Advantage Services to Key Customers & Internal Stakeholders
• Maintain records - customer technical visits, reports, complaint resolutions, product qualifications & customer interactions
• Collaborate with the Product and BD team to identify Converter  Opportunities, needs and challenges.
• Provide technical advice and solutions on product and brand training with both internal and external customers when required. 
• To ensure compliance to customer complaints handling process and quality issues are resolved as per customer satisfaction
• Analyze complaints trends and drive improvement plans for repetitive complaints.
• Collaborate with the PLT team, regional technical resource pool and knowledge center to get the faster response to customer complaints and Technical queries.

Customer Service & Commercial Excellence:

• Maintain comprehensive records of all customer interactions, visit reports, contacts and Quip activities within Salesforce.com.
• Provide all necessary inputs to CS team on recording customer complaints within 24hrs of complaint being received 
• Update customer price lists, ensuring all modifications are approved and accurately integrated into Avery Dennison’s operating systems.
• Manage the end-to-end complaint resolution process, communicating final outcomes and results to the customer.
• Engage in collaboration with the CS and Marketing teams regarding the advancement of regional digital initiatives.

Qualifications

Pre-Requisite Experiences:

• Minimum 4-7 years relevant external experience in technical sales.
• Sound knowledge and understanding of packaging and labelling applications including active problem solving of technical issues raised by customers 
• Willing to travel within the region. .
• Understanding of the local market and customer base will be a plus.
• Experience in B2B  level interaction with converters and end users are desirable. 
• The successful candidate should be in possession of a valid driver’s licence and their own reliable vehicle.

Formal Qualifications:

• Diploma / Degree in  Packaging or Printing / Equivalent with  techno commercial experience. 
• Relevant qualification/experience in Flexo, Offset and Digital technologies or related industries  would be an advantage

Competencies Required:

• Technical knowledge products and application 
• Insightful Judgement 
• Promote Collaboration
• Drive for Results
• Strategic planning and project engagement  
• Communication skills- verbal and written
• Listening skills
• Business Acumen
• Advanced Computer Skills- Microsoft office suite
• Sales Skills
• Analytical problem solving skills
• Time Management skills
• Ability to handle multiple tasks simultaneously
• Forecasting
• Attention to detail
• Organisational skills
• Customer liaison skills

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ABOUT ROLE:

Scope and general purpose of the role: 

• Engage daily with existing customer base, distributors, end users and converters. Promote sales and distribution with network of contacts. Increase product portfolio and investment by distributors. Increase market share by delivering high levels of service to the network.

YOUR RESPONSIBILITIES WILL INCLUDE:

Engagement and targets: 

• Conduct a needs analysis to ensure that all sales target are met
• Conceptualise new and innovative strategies to achieve sales targets
• Follow up on new sales leads and build detailed project pipeline with prospective values 
• Analyse/recognise potential growth opportunities in the market
• Engage with distributors and assist with specification of product and application
• Increase footprint and market share for the brand in specified area of responsibility
• Actively engage with converters to identify new opportunities 
• Leverage local distribution network to engage with supply of materials 
• Actively increase opportunity pipeline for quarterly and annual sales and maintain a close rate equal to peers. 
• Provide input to S&OP meetings (discuss accuracy of the forecasts, slow moving and obsolete stock and identify crisis areas) 
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
• Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment. Minimum of 4 calls per day. 
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas. 
• Extracts value from customer through the use of company tools and training provided

Customer Service:

• Provide product and brand training with converter network
• Provide technical advice and solutions to customers when required
• Record customer interaction on salesforce.com
• Take informed decisions regarding terms and conditions of pricing, rebates, COD pricing and discounts
• Log customer complaints within 24hrs of complaint being received 
• Conduct product trials at customers when required, and help technical department 
• Update customer price lists, and ensure prices are updated within Avery Dennison’s operating systems 
• Follow complaint till conclusion, and advise customer of results.
• Assess materials when there are customer complaints
• Ensure that all customer demands are timeously met
• Liaise with customers regarding their account status
• Follow up on outstanding payments and assist with debtors collections is in line with corporate policies. 

Qualifications

Pre-Requisite Experiences:

• Minimum 6 years relevant external in field sales and customer service experience   
• Sound knowledge and understanding of print applications including active problem solving of production issues raised by customers 
• Thorough understanding of local market and customer base. 
• Minimum of 6 years experience in three tiered interaction level distribution, converters and end user
• Corporate interaction on projects and tenders in an advisory capacity relating to specification of materials 
• The successful candidate should be in possession of a valid driver’s licence and their own reliable vehicle.

Formal Qualifications:

• Relevant qualification would be an advantage

Competencies Required:

• Technical knowledge products and application 
• Insightful Judgement 
• Promote Collaboration
• Drive for Results
• Strategic planning and project engagement  
• Communication skills- verbal and written
• Listening skills
• Business Acumen
• Advanced Computer Skills- Microsoft office suite
• Sales Skills
• Analytical problem solving skills
• Time Management skills
• Ability to handle multiple tasks simultaneously
• Forecasting
• Attention to detail
• Organisational skills
• Customer liaison skills