Furniture Account Manager

Furniture Account Manager

SALARY RANGE BASE: TT$8,000, Travel: TT$3,000, Telephone: TT$150 plus commission.

OBJECTIVES:

Achieving and surpassing all annual sales and new customer targets given to you by maintaining the highest standards of selling skills, product knowledge, professional work habits, and proper attitude.

These responsibilities must be carried out in accordance with the rules and policies established by the Company and documented in the Employee Manual and other applicable documents.

MAIN FUNCTIONS

SALES SKILLS

Demonstrate knowledge, ability to:       

1. Locate and contact prospects best suited to us. Develop list of prospective customers by studying business and referrals, consulting business associates, and observing business establishments in your sales territory.
2. Thoroughly research prospects prior to calling. What are possible problems, needs, desires and plan your approach.
3. Seek information from customers that may lead to other sales opportunities.
4. Prospect for new customers efficiently using effective sales techniques.
5. Make weekly consistent schedules for visiting/calling. Make efficient utilization of time.
6. Keep records of contacts, results and follow-ups for review by the Sales Manager.
7. Develop customer profiles for quality, service and pricing requirements.
8. Maintain a professional demeanour at all times, even in the face of severe pressure.
9. Deal with difficult customer situations and complaints successfully.
10. Speak well and maintain a professional appearance.
11. Plan each day and each week’s activities. Follow the plan.
12. Keep the Company informed about sales problems in the market along with competitive activities
13. Advise the Company of sales opportunities in the market for products other than those currently stocked by the Company.
14. Keep all catalogues and prices up to date.
15. Endeavour to always sell the benefits of the product to the user with emphasis on product features.
16. Always seek to maximize profits. Do not sell on price alone.
17. Maintain an adequate gross profit for the territory assigned.
18. Always sell the full line of Companies products. Take product to show to clients.
19. Set sales and revenue objectives for your customers. Always be proactive in generating discussions that can lead to a sale. Building relationships.
20. Be able to close a sale. Lead the customer to buy now or accept a proposal.
21. Follow up in a timely fashion on all sales leads and customer requests.

Maintain existing customers by showing proficiency in:

1. Keeping up to date on customer’s short and long term requirements.
2. Establishing partnership relationships with customers.
3. Demonstrating effective interpersonal communication skills.
4. Build trust through performance.

Demonstrate the knowledge and ability to:

1. Communicate effectively with customers concerning customers’ requirements.
2. Work closely with the Accounts Department on Collections and Credit Approvals. Be familiar with the AR status of all your accounts. Keep all payments within 60 days.
3. Interact effectively with the Warehouse with respect to product availability and delivery.
4. Document all communications with customers regarding on-going customer transactions (e.g. Returned items, demos, Credit notes etc.)
5. Adhere to all policies and procedures with particular emphasis on those concerning order writing, credit approval, special prices, returns & discounts.

PROFESSIONAL SKILLS

Demonstrate a comprehensive understanding of:

1. The Company’s Terms and Conditions of Sale / Purchase and Credit control guidelines. Be able to put an account on hold at the right time to protect the Company.
2. The Company structure and staff responsibilities to be able to efficiently and effectively direct and address issues as they arise.
3. All the Company’s products both benefits and features.
4. The systems and procedures related to the performance of your functions.
5. The computer, Microsoft Office and our Accounting application (Syspro).

MAINTENANCE

Demonstrate the ability to:

1. Ensure physical environment is kept clean. All goods returned must be delivered promptly to the warehouse, not left at workstation, in vehicle etc.
2. Ensure office security
3. Ensure office safety (First aid/Fire safety)

PERSONAL SKILLS

Demonstrate the ability to:

1. Handle many issues, items and functions at one time and deal rapidly with multiple items in prioritized sequence.
2. Analytically approach to problem solving.
3. Act on initiative and use it wisely.
4. Be flexible and adjust to rapidly changing requirements and schedules.
5. Be extremely well organized and detail oriented.
6. Be self-motivated and tenacious in achieving goals.
7. Be trustworthy, ethical and honest.
8. Communicate effectively at all levels.
9. Keep an even tempered manner when problems arise
10. Deal with difficult customer situations successfully

SYSTEM SKILLS

Demonstrate proficiency and consistency in the use of the following:

1. Invoice Form
2. Quotation Form
3. Delivery Note Form
4. Dispatch Note Form
5. Credit Note Form
6. Sales Order (Pick Ticket)
7. Sales Call Report
8. Outside Purchase Request
9. Time-off Form
10. Vacation Form
11. Health Insurance Claim Form

Demonstrate:

1. The knowledge of procedures contained in the Employee Manual and other relevant documents and consistency in following those procedures.
2. Willingness to accept direction from Management and peers to improve quality, performance and profitability.
3. Willingness to work together with Management, Peers, Customers and others to improve quality, performance and profitability.
4. The ability to work with Management to achieve Company’s Goals including customer satisfaction and company profitability.
5. Willingness to recommend additions/changes to procedures that would enhance and improve the Department’s capabilities.

It may be necessary at some stage due to exigencies, which may arise, to perform duties other than those normally falling within your ambit.