MAIN PURPOSE OF JOB:
Identifying and securing new business. Performing risk assessments to establish customers' needs and create a logical link between the client's risks and the available solutions the group can offer to mitigate those. Cost, compile, and present proposals to potential clients.
Liaise with Localised Security Schemes, housing estates and new complexes (domestic and commercial) on providing comprehensive security solutions, i.e.
Guarding
Electronic security systems alarm installation
Monitoring
armed response
bicycle patrols
CCTV
access control
Electric fencing
QUALIFICATION & EXPERIENCE:
Matric (Grade 12) is a minimum requirement with preference for tertiary qualification
Marketing diploma or Degree - Advantageous
Knowledge of the guarding industry and electronic security systems
Drivers Licence - Compulsory
Own reliable vehicle - Compulsory
Valid PSIRA - Grade C - Compulsory
Previous alarm and/or security guarding sales experience with a good track record
Knowledge of risk assessment fundamentals
4+ years' experience in sales preferred with customer solution sales experience ideal
JOB REQUIREMENTS & OTHER ATTRIBUTES:
Computer Literate (MS Office, Email and Internet)
Sales Minded
Knowledge of the security industry
Able to work flexible hours
Presentable and of sober habits
Excellent communication, presentation and negotiation skills
Attention to detail - Risk assessments
Good networking skills
INCUMBENT:
INTERNAL CLIENTS:
Head of Sales Dept.
Special Projects Manager
Regional Managers
Regional Sales Managers
Guarding Regional Manager
Guarding Operations department
Group Managers
Group Executives
EXTERNAL CLIENTS:
Suppliers
Customers
Business Network
KEY PERFORMANCE AREAS:
Sales
Risk Assessments
DUTIES:
Sell bespoke security solutions to both residential and small commercial clients
Drive technical revenue through solutions
Identify potential new business via leads, planned prospecting, networking and cold calling.
Build and maintain relationships with developers of new housing/security estates and commercial complexes and sell our comprehensive range of products.
Attend LSS/ HOA/ Estate operational meetings.
Build relationships with security-related contractors (e.g. fencing, access control)
Obtain endorsements from Homeowner Associations for ADT services.
Perform site surveys to assess needs, quote preparation and presentation. After-sales site visits
Assess changing customers' needs/security trends through discussions with customers/developers and project managers.
Attend meetings with Head of Sales Dept to report back on leads/self-generated leads/new business opportunities and track of growth as per business plan.
Attend sponsored events, networking and community events to promote company image and public relations.
Provide feedback on competitors, customer needs and security trends and advise accordingly to the Head of Sales Dept.
Growth of new business within the security/housing estate market
Maintain pipeline reports
Liaise with the groups legal department to produce site specific SLA's
Keep record of all site documentation
Drive App Adoption as an product in the scoped solutions
Other duties could be assigned as required by the business
Integrate risk assessment findings into presentations to create a logical path to the suggested solution
Keep up to date with the latest crime trends
Research area crime patterns
Keep up to date with changes in technology and advice clients accordingly
Liaise with operational teams to produce basic site risk assessment / benchmarking documentation / Site Operating Procedures for sites based on the solutions
Perform site visits with the client to establish risk profiles
Produce both basic and comprehensive risk assessment reports for new and existing customers
Yearly risk assessments for customers earmarked by internal clients and suggest new solutions, SOP's or recommendations to the group to improve services
Advise and assist operations managers with site-specific SOP's and training requirements for specific sites
PERFORMANCE STANDARDS:
Experience as a Sales Representative in the security industry
Drive and Enthusiasm
Persuasive Communicator
Good Planning and organisational skills.
Effective presentation skills.
Resilience and flexibility.
Analytical skills.
Focused on superior customer service and delivery.
Business results focused
Security Market focus
Relationship Management
COMPETENCIES (TECHNICAL & BEHAVIOURAL)
Action orientated
Customer focus
Perseverance
Functional / Technical skills
Problem-solving
Technical learning
Drive for Results
Team Player
Attention to detail