Sales and Aftersales Specialist

Role Purpose

Drive regional sales and aftersales performance by managing an assigned territory for MEWP and material handling equipment rental and service. Meet or exceed monthly revenue targets through disciplined territory management, daily call cycle compliance, and consultative selling, while maintaining high-quality CRM data and delivering responsive customer service with a maximum 12-hour quote turnaround.

 

Organisational Positioning
Key Interfaces: Customers; Regional Sales Manager; Operations Management; Rental Team; Hire Desk; Credit Control; Finance

 

Key Responsibilities

1. Achieve or exceed monthly sales and aftersales revenue targets with a pipeline maintaining minimum 3x quota coverage and accurate monthly forecasting.
2. Execute territory plan: meet daily call ratios, complete call cycles, attend weekly sales meetings, and manage time across prospecting and account management activities.
3. Identify and develop new market segments; open new accounts; convert competitor customers; manage and grow allocated key accounts to maximise share-of-wallet.
4. Engage customers through site visits, equipment audits, and demonstrations; understand requirements and propose fit-for-purpose rental and aftersales solutions.
5. Process all sales administration within SLA: respond to enquiries within 12 hours, prepare accurate quotations and pricing, submit monthly commission claims, and maintain CRM with weekly updates.
6. Collaborate with rental team, hire desk, and credit control: refer rental opportunities, support collections, complete all required paperwork, and maintain professional company image.

 

Functional Competencies

• Sales and negotiation: ability to identify needs, present solutions, negotiate pricing, and close deals across both rental and aftersales products.
• Territory and time management: skill in planning efficient call cycles, prioritising high-value activities, and maintaining daily productivity standards.
• Customer relationship and key account management: ability to build trust, conduct business reviews, and grow revenue within strategic accounts.
• Presentation and communication: confident delivery of customer presentations and clear written/verbal communication.
• Commercial acumen: understanding of pricing strategy, margin management, proposal generation, and rental financial models.
• CRM and analytical discipline: consistent use of CRM for pipeline tracking, forecasting, and competitive intelligence capture.

 

Technical Skills & Tools

• CRM system proficiency (Dynamics 365 or equivalent) [Required]
• Microsoft Office Suite (Excel, Word, PowerPoint, Outlook) [Required]
• Knowledge of MEWP and material handling equipment types, applications, and common repair needs [Required]
• Understanding of rental pricing models, hire rates, and aftersales service pricing [Required]
• Valid Code B driver’s licence and own reliable transport [Required]

 

Key Performance Indicators (KPIs)

1. Monthly sales and aftersales target attainment: achieve 100% of combined revenue target.
2. New accounts: minimum 2 new accounts opened per month with measurable revenue within 90 days.
3. Pipeline coverage: maintain minimum 3x quota in active pipeline; forecast accuracy within 15% of actual.
4. Activity compliance: daily call ratio and call cycle targets met 90%+ of the time.
5. Quote responsiveness: 100% of customer enquiries responded to within 12 hours.
6. CRM data quality: weekly updates completed on time with accurate opportunity staging, values, and competitor data.

 

Qualifications & Experience
Education

• Grade 12 / Matric [Required]
• IMM Diploma or Sales/Marketing qualification [Preferred]

Experience

• 5+ years equipment sales and aftersales experience in a B2B environment [Required]
• Proven track record of revenue growth and target achievement [Required]
• CRM system experience (D365 or equivalent) [Preferred]
• Mining, construction, or industrial sector experience [Preferred]

 

Working Conditions

Travel	70-80% of time; daily territory travel for customer visits
Physical Demands	Moderate; driving, walking customer sites, equipment demonstrations
Hours	Standard hours with flexibility for customer appointments
Location Type	Field-based with branch office as home base