Technical Sales Representative

DABOUL & CO. PTY LTD

The successful candidate will combine strong business-to-business sales experience with detailed product knowledge to understand customer requirements, recommend appropriate products and supply solutions, and support the continued growth of our retail, wholesale and food-service customer base.

Key Responsibilities

• Identify and develop new business opportunities for Monjay Mezza's food product range with supermarkets, independent retailers, food-service operators, restaurants, caterers and wholesale distributors through prospecting, networking, referrals and direct business-to-business engagement.
• Develop and maintain detailed technical and commercial knowledge of the company's food product range, including product specifications, composition, ingredients, allergens, nutritional information, packaging formats, shelf life, storage conditions, handling requirements and intended applications, to provide accurate product advice to commercial customers.
• Meet with prospective and existing business customers to identify and assess their technical, operational and commercial requirements and recommend suitable products, specifications, pack sizes and supply arrangements having regard to intended use, sales volumes, storage capacity, handling requirements and distribution arrangements.
• Provide technical sales advice and conduct product presentations to commercial customers, explaining product characteristics and specifications, ingredients and allergen considerations, nutritional information, shelf life, storage and handling requirements, packaging options and suitability for particular retail, wholesale, catering and food-service applications.
• Interpret customer requirements and recommend appropriate products and supply solutions, including determining suitable product varieties, packaging formats and order quantities having regard to the customer's intended application, operating environment and storage and distribution requirements.
• Manage the technical sales process from initial customer enquiry and assessment of requirements through to product recommendation, quotation, commercial negotiation, account establishment, order fulfilment and ongoing account management.
• Prepare quotations and technical-commercial proposals incorporating relevant product specifications, packaging and supply requirements, and negotiate pricing, product volumes, supply arrangements, trading terms and other commercial conditions with business customers.
• Maintain current knowledge of competitor products and specifications, pricing, customer demand and developments within the retail, wholesale and food-service sectors, and identify opportunities to introduce or expand Monjay Mezza products within existing and prospective customer accounts.
• Liaise with production and quality assurance personnel regarding customer product requirements, specifications, ingredients and allergen information, packaging, shelf life, storage and handling requirements and product availability to ensure proposed products and supply arrangements are technically suitable for the customer's requirements.
• Liaise with warehousing and logistics personnel regarding stock availability, order volumes, storage conditions and delivery requirements to ensure products are supplied in accordance with agreed customer and product requirements.
• Respond to customer technical enquiries concerning product specifications, composition, ingredients, allergens, nutritional information, packaging, shelf life, storage, handling and product applications, obtaining further information from production or quality assurance personnel where specialist technical information is required.
• Review product specifications and supporting technical product information to ensure accurate information is communicated to customers throughout the sales and account-management process.
• Monitor customer purchasing patterns, product performance and changing technical and operational requirements and recommend alternative or additional products, packaging formats and supply solutions where appropriate.
• Build and maintain long-term relationships with key commercial customers by regularly reviewing their product, technical and operational requirements and identifying opportunities to increase product range, sales volumes and distribution.
• Investigate customer concerns relating to product specifications, quality, packaging, shelf life, storage, handling or supply and coordinate their resolution with production, quality assurance, warehousing and logistics personnel.
• Communicate customer feedback, technical product requirements and market information to production and quality assurance personnel to assist in evaluating product suitability and responding to changing customer and market requirements.
• Prepare sales and market reports for management detailing customer activity, sales performance, product demand, technical product feedback, competitor products, market developments and potential business development opportunities.

Skills and Experience

The successful applicant will have:

• At least relevant Bachelors or equivalent qualifications OR 5 years of work experience in lieu of qualifications
• At least 1-2 years of work experience in similar role. 
• Demonstrated experience in business-to-business sales, account management or a similar commercial sales role.
• Strong ability to develop new business and establish long-term commercial customer relationships.
• Ability to develop detailed technical knowledge of food products and confidently advise customers on product specifications, ingredients, allergens, packaging, storage and handling requirements.
• Strong communication, presentation and negotiation skills.
• Experience preparing quotations, negotiating commercial terms and managing customer accounts.
• Strong organisational skills with the ability to manage multiple customers and sales opportunities.
• Ability to work effectively with production, quality assurance, warehousing and logistics teams.
• Experience within food manufacturing, FMCG, wholesale, retail supply or food service will be highly regarded.

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