External Sales Representative HVAC

A leading technical solutions provider is seeking an experienced and commercially driven External Technical Sales Representative to join its Johannesburg sales team. The successful candidate will be responsible for driving sales growth through new business development, customer relationship management and technical solution selling
, while providing customers with appropriate products and solutions to address their operational requirements. This is an external, customer-facing position suited to a technically minded sales professional who understands industrial products and can translate technical requirements into commercially viable solutions.

• Identify, develop and pursue new business opportunities within the assigned market.
• Build and maintain strong relationships with existing customers.
• Regularly visit customers to understand their technical and operational requirements.
• Identify opportunities to expand existing accounts and introduce additional solutions.
• Develop long-term relationships with key decision-makers and technical stakeholders.
• Maintain a strong customer focus throughout the sales process.

• Provide customers with technical advice, product guidance and solution recommendations
  .
• Understand customer applications and identify appropriate products and solutions.
• Clearly communicate the technical features, benefits and value of products.
• Assist customers in selecting solutions that improve operational performance and efficiency.
• Provide technical support during the sales process and assist with resolving customer queries.
• Work with internal technical teams where more complex application support is required.

• Develop and implement effective sales strategies to achieve agreed targets.
• Identify market opportunities and potential new customer segments.
• Conduct prospecting and targeted business-development activities.
• Monitor market trends, customer requirements and competitor activity.
• Develop and maintain a healthy sales pipeline.
• Prepare and follow up on quotations and proposals.
• Negotiate with customers and drive opportunities through to successful closure.

• Maintain an in-depth understanding of the company's product portfolio.
• Keep up to date with developments in HVAC, air movement and related technologies
  .
• Understand customer applications and the technical environments in which products are used.
• Develop strong product knowledge to confidently position technical solutions.
• Stay informed about industry trends, technologies and competitive offerings.

• Maintain accurate records of customer interactions, opportunities and sales activities.
• Prepare regular sales reports and forecasts.
• Maintain CRM information and ensure sales opportunities are tracked appropriately.
• Monitor progress against sales targets and business-development objectives.
• Provide management with relevant market intelligence and customer feedback.

• Work closely with internal sales, marketing, product development and customer-support teams.
• Coordinate with technical specialists to develop appropriate customer solutions.
• Assist in resolving customer issues and ensuring a seamless customer experience.
• Communicate customer requirements and market feedback to relevant internal stakeholders.

• Grade 12 as a minimum.
• Tertiary qualification or additional education in Sales, Marketing, Engineering or a related technical discipline will be advantageous.
• Proven experience in technical sales, external sales or a similar customer-facing commercial role
  .
• Experience with in the HVAC, air technology, ventilation or refrigeration (HVAC&R) sector would be highly advantageous.
• Valid driver's licence and willingness to travel to customers as required.

Experience or knowledge of the following will be advantageous:

• Fans and air movement equipment
• HVAC systems
• Ventilation
• Electric motors
• AC motors
• DC motors
• EC motors
• Variable Speed Drives (VSDs)
• Industrial electrical products
• Air technology products
• HVAC&R applications

The ability to understand technical concepts and explain complex information clearly to customers is essential.

The successful candidate should demonstrate:

• New business development
• Consultative selling
• Technical solution selling
• Account management
• Customer relationship management
• Negotiation
• Closing ability
• Pipeline development
• Sales forecasting
• Market…