Background

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. We're looking for a dynamic and results-driven Technical Sales Representative to join our team in Kenya and South Africa. In this role, you will be the bridge between our technical expertise and our customers' needs, driving sales growth while providing exceptional technical support and solutions. You will engage with a diverse customer base including distributors, converters, and end users, leveraging your technical knowledge and consultative selling approach to expand our market presence and build lasting customer relationships across the region.

Responsibilities

• Conduct comprehensive needs analysis with customers, distributors, and end users to identify opportunities and ensure sales targets are consistently met
• Develop and implement innovative sales strategies to achieve and exceed quarterly and annual sales targets while maintaining a close rate aligned with peer performance
• Identify, qualify, and follow up on new sales leads; build and maintain a detailed project pipeline with prospective values and opportunity assessments
• Provide technical advice, product specifications, and application solutions to customers, ensuring they select the right products for their specific needs
• Deliver product and brand training to the converter network and end users, enhancing their understanding of our solutions
• Conduct product trials at customer locations when required and collaborate with the technical department to resolve complex technical challenges
• Analyze market conditions, competitive activities, and customer feedback to identify growth opportunities and emerging market trends
• Maintain accurate and timely customer records in CRM systems (Salesforce); document all customer interactions, feedback, and transaction details
• Manage customer relationships proactively by addressing inquiries, resolving complaints within 24 hours, and following issues through to resolution
• Assist with customer account management, including pricing discussions, rebate negotiations, and collection of outstanding payments in accordance with corporate policies
• Prepare and present oral and written reports to management on customer needs, competitive activities, market insights, and potential for new products and services
• Execute a minimum of four customer calls per day, maximizing return on time investment and strategically planning territory coverage
• Create and manage customer value plans for existing accounts, highlighting customer profiles, market share, and value opportunities
• Contribute to Sales and Operations Planning (S&OP) meetings by providing forecast accuracy input, identifying slow-moving inventory, and flagging crisis areas
• Stay current with product applications, technical services, market conditions, and industry trends through continuous learning and professional development

Qualifications

Required Experience:

• Minimum 6 years of proven external field sales and customer service experience in a technical or industrial environment
• Demonstrated experience engaging with multi-tiered distribution channels including distributors, converters, and end users
• Sound technical knowledge and understanding of product applications with proven ability to solve production and technical issues
• Thorough understanding of the Kenya and South Africa markets, local customer base, and regional business dynamics
• Proven track record of territory management and pipeline development
• Valid driver's license and access to a reliable vehicle for regional travel

Required Skills:

• Technical product knowledge and application expertise
• Strong sales skills with consultative selling approach
• Excellent verbal and written communication skills
• Advanced proficiency with Microsoft Office Suite and CRM software (Salesforce or similar platforms)
• Analytical and problem-solving capabilities with attention to detail
• Effective time management and ability to prioritize multiple tasks simultaneously
• Customer liaison and relationship management skills
• Business acumen and market analysis abilities
• Active listening and interpersonal skills
• Forecasting and pipeline management expertise
• Presentation and negotiation skills
• Organizational and planning abilities

Preferred Qualifications:

• Relevant qualification in sales, engineering, business, or a related technical field
• Experience in the manufacturing, distribution, or industrial sector
• Familiarity with regional market dynamics in East or Southern Africa
• Demonstrated success in exceeding sales targets and building long-term customer partnerships

• Conduct comprehensive needs analysis with customers, distributors, and end users to identify opportunities and ensure sales targets are consistently met
• Develop and implement innovative sales strategies to achieve and exceed quarterly and annual sales targets while maintaining a close rate aligned with peer performance
• Identify, qualify, and follow up on new sales leads; build and maintain a detailed project pipeline with prospective values and opportunity assessments
• Provide technical advice, product specifications, and application solutions to customers, ensuring they select the right products for their specific needs
• Deliver product and brand training to the converter network and end users, enhancing their understanding of our solutions
• Conduct product trials at customer locations when required and collaborate with the technical department to resolve complex technical challenges
• Analyze market conditions, competitive activities, and customer feedback to identify growth opportunities and emerging market trends
• Maintain accurate and timely customer records in CRM systems (Salesforce); document all customer interactions, feedback, and transaction details
• Manage customer relationships proactively by addressing inquiries, resolving complaints within 24 hours, and following issues through to resolution
• Assist with customer account management, including pricing discussions, rebate negotiations, and collection of outstanding payments in accordance with corporate policies
• Prepare and present oral and written reports to management on customer needs, competitive activities, market insights, and potential for new products and services
• Execute a minimum of four customer calls per day, maximizing return on time investment and strategically planning territory coverage
• Create and manage customer value plans for existing accounts, highlighting customer profiles, market share, and value opportunities
• Contribute to Sales and Operations Planning (S&OP) meetings by providing forecast accuracy input, identifying slow-moving inventory, and flagging crisis areas
• Stay current with product applications, technical services, market conditions, and industry trends through continuous learning and professional development

• Technical product knowledge and application expertise
• Strong sales skills with consultative selling approach
• Excellent verbal and written communication skills
• Advanced proficiency with Microsoft Office Suite and CRM software (Salesforce or similar platforms)
• Analytical and problem-solving capabilities with attention to detail
• Effective time management and ability to prioritize multiple tasks simultaneously
• Customer liaison and relationship management skills
• Business acumen and market analysis abilities
• Active listening and interpersonal skills
• Forecasting and pipeline management expertise
• Presentation and negotiation skills
• Organizational and planning abilities

• Minimum 6 years of proven external field sales and customer service experience in a technical or industrial environment
• Demonstrated experience engaging with multi-tiered distribution channels including distributors, converters, and end users
• Sound technical knowledge and understanding of product applications with proven ability to solve production and technical issues
• Thorough understanding of the Kenya and South Africa markets, local customer base, and regional business dynamics
• Proven track record of territory management and pipeline development
• Valid driver's license and access to a reliable vehicle for regional travel
• Relevant qualification in sales, engineering, business, or a related technical field
• Experience in the manufacturing, distribution, or industrial sector
• Familiarity with regional market dynamics in East or Southern Africa
• Demonstrated success in exceeding sales targets and building long-term customer partnerships