Job description - Salesperson (rep) 18/08/03

We are a small family owned business that has been in operation for nearly 25 years. In that time we have had our share of challenges, one of which has been employing the right people to fill various tasks. To this end the following sets out what is required of our future employee giving as much detail as possible to save any misunderstandings as to what we are looking for.

The primary job is to sell and do deliveries in a friendly manner being always cheerful and courteous. If you feel this aspect of the job is beneath you then you are the wrong person for the job. If you feel that this aspect of the job is temporary you are on the wrong track. If you feel that this is a very important function within the company you are right. The wrong person with the wrong attitude can cost us valuable customers.

Other tasks required of the employee include cleaning and loading vans in fact being very flexible and industrious in any way there is a need, some of which may be considered menial.

The rep is required to call and set up new customers for radiator coolant and other automotive products as instructed, supplying and invoicing stock as required from a van. This is done by cold calling in a systematic way on all potential users or resellers not currently being serviced including auto parts stores, service stations, radiator repairers, automotive workshops, crash repairers, fleet users etc.

The rep needs to convince the potential customer of the benefits of using product from us giving technical information and recommending the most suitable products from our range to meet their needs. This technical knowledge needs to be learned and understood during the initial weeks training together with sales method and locating potential customers.

There is a constant need for staff to learn additional skills, which requires homework in your own time, such as reading books and other literature, listening to tapes or practicing skills. Attending other training sessions is also important in gaining the knowledge required to do the job.

The work is very challenging and a great deal of satisfaction can come in developing an area starting from nothing, finding a few customers and then filling in the gaps until every BP or every workshop on a street has something they bought from you. Every customer is a new and different challenge, some we call ‘Sir’ and some seem to like being leaned on. Some want to know all the technical details, others take your word for it and others just want cheap. We cater for every situation and it’s the skill, training and attitude of the salesperson that counts.

It is essential that they are self-motivated and trustworthy. The van is reloaded as required mainly at the discretion of the rep. A minimum of supervision is exercised meaning the rep must manage themselves. Targets and results will be the main measure of a reps effort and ability. Failure to measure up in these would be the main reason for dismissal.

Reps are required to collect debts, follow up on leads, answer account queries, make store displays of product, price and put away stock if asked by the customer and deliver ASAP urgent orders keeping in mind the need to service customers on a set schedule. City sales areas are visited on a fortnightly basis with some customers only seeing you every other trip depending on need. Country areas are serviced every 4 weeks requiring being away up to 5 days (4 nights) as required on a regular basis, with a maximum of every second week away.

Staff are expected to work as a team in the best interests of the company and where required to, change sales areas or parts thereof or individual customers if necessary for efficient work practice. Salespeople need to have a "can do" attitude and whilst working independently keep the whole picture in mind.

As the salesperson will represent the company we require appropriate dress standards to be maintained being dark blue or black trousers, conservative dress shirts or suitable polo neck tops, black lace up shoes and in colder months dark blue or black lightweight to medium jackets or close knit jumpers. Ties should be worn when appropriate and in cooler weather.

The supplied vehicle is to be kept in a clean state and needs to be stored at night and on weekends in a secure manner at the drivers home. The vehicle is not available for private use and is not permitted to carry unauthorised passengers or be driven by unauthorised drivers for insurance and security reasons. The company pays for all vehicle-running costs. Drivers are required to have a light truck license.

Drivers are required to protect their license as they can be dismissed or required to take holidays if disqualified from driving. Any speeding, parking or other fines are payable by the driver. Drivers are also responsible for insurance excess if they cause a vehicle accident and must report any mishap including minor scratches. It is essential that the vehicles remain roadworthy and reliable. The driver must check the tyres regularly and advise the company when services are due. The company will then determine where and when this will be done. It is also very important that possible warranty claims are checked ASAP.

Smoking is discouraged and there is absolutely no smoking allowed in the vans, warehouse or office. Anything that affects the drivers ability to either sell or drive such as alcohol or any other drugs are strictly prohibited during work hours and at a time in which any residual effects would impact on the salespersons ability to perform their duty’s safely. Persons affected could be required to take time off without pay.

The computer also maintains stock control with stocktakes being done as required. Any missing stock is the responsibility of the rep unless stolen in which case it must be reported to the police and a copy of the report supplied to the company.

Mobile phones if provided are for business use. Any private use must be kept to an absolute minimum and reps are required to pay for excessive private calls made from mobiles.

Company information is considered secret and must not be shared with anyone, it is in fact a criminal offence to do so in any form and will be treated accordingly.

Customer record cards and other forms are to be filled in and kept up to date as part of the reps job requirement, these must be neat and readable by other people and always remain the company’s property.

Handling of boxes and drums of coolant is a necessary part of the job. This involves loading the van in an orderly and well displayed manner and delivering it as it is sold on your run. Some 20-litre drums weigh up to 25 Kg so safe-lifting practices must always be used. We also sell and deliver 205L drums of coolant from the vans that can be done quite easily if handled correctly. How to do this is taught during training.

As we sell directly from the van we often receive payment straight away or pick up moneys owing from previous calls which means the rep is responsible for its safe handling making and sure it balances with sales made. If money is stolen it must be reported to police and a copy of the report given to the company. In this case our insurance covers the money but lost or missing money is the rep's responsibility. Money must never be left in vehicles.

Working hours can range from between 7.00am and 6.00pm in country areas, and between 8:00am to 5:00pm in the metro area, Monday to Friday. When working away from the warehouse the award requires a minimum of half an hour per day for lunch or other private matters. How or when this is taken is up to the discretion of the rep as there is no supervision. We do not work weekends or public holidays.

Discussions and chitchat’s after work is not considered work time.

Pay rates are as per the SA Retail Industry award as a ’Retail Outdoor Salesperson’ because some sales are considered retail (to the end user) and some sales are by wholesale. This award is the basis to all work conditions.

Currently the base wage is $507.40 per week plus bonuses, bringing the gross pay, for the right person, to over $30,000pa. Superannuation is paid as per government regulation, currently at 9%, into REST being the industry-approved fund.

Payment of wages will be weekly by electronic funds transfer into your nominated account within 2 working days following the end of a pay period, being Monday to Friday. Income tax is as per PAYG. Full workers compensation cover applies.

The first year’s service is probationary and will be reviewed after 3, 6, 9 and 12 months. After this employment is permanent. Pay and other conditions may be reviewed as required depending on the work efficiency of an individual employee.