Avery Dennison Corporation is a global manufacturer and distributor of pressure-sensitive adhesive materials, apparel branding labels and tags, RFID inlays, and specialty medical products

Read more about this company

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

• 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
• 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.
• 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.

• 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

• 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.
• 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