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Sales Representative

East London, Eastern Cape, South Africa
June 25, 2018

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SMIT Philip Alwyn Daniël

**** ********** *****


Personal Details

Surname : Smit

First Names : Philip Alwyn Daniël

Contact No: 082-***-****

Email Address:

Address: * **** **rti, 6th Street, Gonubie, East London, 5257 Career Listing

Company Position Duration

Babcock Equipment Sales Representative Jul 2010 / June 2018 T.S.E. Sales Representative Mar 2007 /Jun 2010

Hendred Fruehauf (ELS) Depot Manager Jun 2004 / Feb 2007 Hendred Fruehauf (JHB) Sales Representative May 2003 / May 2004 Drakken cc Sales Representative Sept 1999 / Apr 2003 National Airways Corporation Helicopter Maintenance Technician Apr 1997 / Aug 1999 Gripco (Pty) Ltd Sales Representative Feb 1995 / Mar 1997 Wurth SA Sales Representative Oct 1993 / Jan 1995

South African Air Force

Sergeant (Permanent Force)-

Helicopter Technician

Mar 1984 / Sept 1993

South African Defence Force National Service Jan 1983 / Feb 1984 Academic History

Qualification : Matric

Date Completed : 1982

Institution : Brebner High School, Bloemfontein

Trade Record

Qualification : Aircraft Engineer Apprenticeship

Date Completed : 1988

Institution : SAAF, 87 Heli, Bloemfontein

Qualification :

Certificate of Competency

Alouette III – Primary and Primary Star Servicing on Airframe and Artouste III engines

Date Completed : 1987

Institution : SAAF, 87 Heli, Bloemfontein


Training History

Institution Course Date

VOLVO DEALER NETWORK Product Training - web based On going ICP Consulting Conflict Management 2012

ICP Consulting Instituting Discipline in the Workplace 2012 ICP Consulting Communication Workshop 2012

Emonti Training Fork Lift Truck F1/A1 2011

IRCA Global HIRA 2011

IRCA Global Incident Investigation 2011

ICP Consulting Customer Care 2011

MTEC First Aid Level 1 2011

NOSA She Representative Course 2010

RMI ORGANISATION Parts Selling & Equipment Course 2004 Skills, Knowledge & Personal Attributes


Computer Software

Proficient computer user including: MS Word, MS Excel, MS Power Point, Outlook, Syspro, QuickBooks, Lotus Notes, Internet (including Volvo Dealer Network). Communication

Fluent in English and Afrikaans.

Effective written and oral communication skills at all levels, Able to express concepts, thoughts and ideas clearly, using correct and appropriate grammar, organization and structure. Structured communication skills include sales presentations and reports. Customer Focus

Satisfying the needs of the customer comes first. However, I have the ability to balance the needs of the customer and company to ensure a mutually beneficial result. Interpersonal Skills

I am an active listener and understand different points of view. It is for this reason that I can relate to clients, colleagues and team members with a positive, supportive and appreciative attitude. I have an open door environment and encourage those around me to work together to solve problems and conflicts as they arise in order to improve practices and services.

Analytical Skills

Able to effectively research and gather relevant data from reputable sources. Through careful data analysis I am able to discern where the logical patterns and sequences emerge. Should a problem arise I am able to come to a rational deduction through critical analysis, even if this means thinking outside the box and creating something unique. 4

Skills, Knowledge & Personal Attributes (Continued) SKILLS (Continued)

Time Management

I have great time management skills. Scheduling, discipline, quick thinking, knowing how and when to delegate and I know when to use strategies for dealing with procrastination, distraction and even unplanned events.

Managerial Skills

Budgeting, sales forecasts, sales targets, marketing strategies and policies, profit and contribution margins, recruitment, pricing structures, sales statistics analysis. Technical Skills

As a qualified maintenance technician on Allouette 3 helicopters, I have a penchant for all things mechanical. This allows me to fully understand the technical, mechanical and operations of the equipment I sell, including the ability to personally demonstrate all machines and assist Product Support in new operator training. SHEQ

Skilled in the requirements of ISO 9001, ISO 14001 and OHSAS 18001. KNOWLEDGE:

I have extensive product knowledge on heavy equipment, miscellaneous plant and heavy-duty truck trailers.

o Heavy Equipment

Brands: Volvo Construction Equipment, SDLG Equipment, Terex Trucks and Tadano Cranes.

Sources: In-house training; Product brochures and spec sheets; Access to the International Volvo Dealer Network; Direct communication with Volvo Sweden and other manufacturers and customer interaction.

Furthermore, I stay abreast of opposition developments and products by interaction at the CPHA and through various media channels. o Miscellaneous Plant – Winget (Concrete producing products) and Volvo Gensets o Heavy-duty Truck trailers

Brands: Hendred Fruehauf and various other OEM’s

Sources: In-house training at Hendred Fruehauf, and continual research of new products added to the parts division at TSE.

My General Sales Expertise comprise of, but are not limited to: o Prospecting and research of new clients

o Lead Qualification

o Ability to identify the decision-maker(s)

o Securing appointments

o Qualifying Questioning

o Active Listening

o Objection Prevention

o Objection Handling

o Gaining Commitment

o Closing Techniques

o Building long-lasting customer relationships

o Securing repeat business


Skills, Knowledge & Personal Attributes (Continued) KNOWLEDGE (Continued)


By means of regular interactions with various Government and Parastatal agencies, I stay abreast of all Tender requirements in the Eastern Cape, affording my employer the opportunity to successfully compete in this market. My affinity for structured communications and processes ensured that Tenders became my niche. My involvement in this process includes:

o Purchasing of tender documents.

o Attend Compulsory tender briefings.

o Completion of Tender Document and the legalities thereof, inclusive of the resolution letter.

o Submission of Tender Documents and attending the public opening of said documents, taking note of the opposition pricing.

o Receipt of awarded tender.

o Signing contract on behalf of my employer.

o Equipment delivery, operator training, and completion of all delivery documents. It is to be noted, that I am the only person responsible for all tender processes in the Eastern Cape. Furthermore, due to my abilities and success I was also tasked with tenders for the Southern sales region which includes Western and Northern Cape. PERSONAL ATTRIBUTES:


I am trustworthy and adhere to company policies and procedures. Treat clients, peers and team members in a professional manner at all times, but have the courage to take relevant action should I notice that someone is violating professional and organizational standards.


I have a healthy amount of optimism and can be described as someone who is slow to learn helplessness. I take initiative and have the ability to focus on what can be done as opposed to what cannot be accomplished. I refuse to allow rejection from one customer to affect my ability to perform on the next call.


I position the team (Parts, Workshop, Product Support and Management) that will help me win the account as the focal point of the purchase decision. Responsibility

I accept responsibility and accountability for my own actions and believe that I am accountable in my areas of responsibility.


Formal leadership qualities obtained during military service. Thrive on taking on leadership responsibilities whilst being part of a team.


Skills, Knowledge & Personal Attributes (Continued) PERSONAL ATTRIBUTES (Continued


I have the ability to identify and react accurately to the behaviour and emotions of customers, thereby ensuring that they feel respected. I understand their feelings and frustrations objectively, without necessarily agreeing with them. This trait allows me to read the customers, show concern, and clearly demonstrate my interest in providing a proper solution, thereby gaining trust and establish rapport with them. Focus

Being goal-orientated I have the ability to articulate my goals clearly and assign timelines. I possess the self-discipline and conscientiousness to service my customers and develop the business from successive sales calls.


When under pressure, I do some of my best work. I focus on the task at hand and complete it effectively, because I find it exhilarating to be in a dynamic environment where the pressure is on.

Continuous Learning

I stay abreast of changes and new technologies in my field and take the necessary steps to gain the expertise necessary to achieve positive results. I am passionate about selling, find the thrill of the close exhilarating and use a failure as an opportunity to learn.


Résumé of Career to Date

Company Name : Babcock Equipment

Nature of Business : Authorised Volvo Construction Equipment Dealer Business address: East London

Remuneration Package :

R20 112 per month, Full Company Car, Laptop, Cell phone, Provident Fund and Commission 10% of profit margin Reason for Leaving: Wife offered career advancement in Johannesburg Roles, Duties and Responsibilities:


Key customer maintenance.

Canvas new customers.

Volvo brand growth in designated area.

Exploratory site visits in order to provide informed guidance to clients with regards to equipment type and size decisions.

24hrs customer response.

Commercial customers: Presentations and quotations.

Governmental customers: Collect, prepare and submit tender documents, including attendance at tender meetings.

Act as liaison between Parts Department, Service Department, Customer support and clients.

Machine hand-over.

Operator training.

Manage call cycle and call rate targets.

Weekly CRM updates.

Monthly overview report of CRM summary and other sales related matters.

Setting of area business plan, sales targets, contribution margins and pricing structures in conjunction with Sales Manager.

Document preparation and presentation pertaining to new and second-hand machine sales.

Liaison with financial institutions. Current preferred supplier – Wesbank

Analysing CONMESA statistics.


Depot SHE Officer.

Appointed SHE Representative and Incident Investigator.

Liaison with regional SHE Manager.

SHE awareness and good housekeeping campaigner.


Ad hoc relief Branch Manager (including alarm response) and weekend stand-by. HIGHLIGHTS

25 % positive growth in targeted area.

Reclaiming of lost customers including H.J.T. Transport, secured sales turnover of approximately R4mil.

Securing Roberts Bros as a Volvo only customer, sales of R10mil in the first year.

Awarded tender from Queenstown Municipality based on personal customer support, of R3mil.

Awarded tender from Department Roads and Public Works, value R15mil. 8

Résumé of Career to Date (continued)

Company Name : T.S.E. – Transport Spares & Equipment Nature of Business : Distributor of truck and trailer parts Business address: East London

Reason for leaving: Seeking career growth

Roles, Duties and Responsibilities:


Calling on existing and potential customers.

Counter and telephonic sales.

Liaison between customers and suppliers in the event of a problem arising.

Sales forecasts.

Ensuring sales targets are met.

Ensuring customer satisfaction targets are met.


Weekly cycle counts –counting and information processing.

Control quarterly Stock Take including financial year end stock count in March.

All stock adjustments necessary.

Controlling of consignment stock.

Sourcing and purchasing of stock and buy-outs.

Completing Goods Received Notes and entering parts on QuickBooks system. DISPATCH AND DISTRIBUTION

Generating of customer invoices.

Picking, checking and packing of orders.

Sourcing of suitable courier companies.

Placing of collections and tracking of orders to delivery. GENERAL

Depot Manager (Owner) relief functions.

Handling warranty claims.

Perform stand-by duties.

Maintain Safety Standards.

Maintain good housekeeping standards.


Résumé of Career to Date (continued)

Company Name : Hendred Fruehauf (Pty) Limited (East London) Nature of Business : Manufacturers of trailers and trailer parts Business address: East London

Reason for Leaving: Offered a business opportunity with former colleague and friend

Roles, Duties and Responsibilities:

Key customer maintenance.

Oversee and assist Sales Representative with sales functions, quotations and sales presentations.

Assist Counter Salesman when required.

Monitoring and reporting all sales issues – cash sales, sales targets and budgets.

All stock control – levels, counts, replenishments.

Placing of orders – replenish from JHB warehouse.

Sourcing of buy-out products.

Stock receipt (Syspro).

Ensure effective operation of the depot on a daily basis.

Staff control.

Vehicle control.

Implement and control depot SHE and Housekeeping policies and procedures.

Control legal document archiving procedures.

Sourcing of suitable transport/courier suppliers for both incoming and outbound stock.

Control of depot creditors and debtors accounts.

Liaison with head office on company policies, personnel matters, monthly reports, budgets and targets.

Company Name : Hendred Fruehauf (Pty) Limited (Johannesburg) Nature of Business : Manufacturers of trailers and trailer parts Business address: Wadeville

Reason for Leaving: Promotional transfer to East London Company Name : Drakken cc

Nature of Business : Automotive Fasteners

Business address: Walkerville

Reason for Leaving: Opportunity to enter the heavy equipment market Company Name : National Airways Corporation

Nature of Business : Helicopter Maintenance

Business address: Rand Airport

Reason for Leaving: Better prospects

Résumé of Career to Date (continued)


Company Name : Gripco (Pty) Limited

Nature of Business : Suppliers of Automotive Fasteners Business address: Bloemfontein

Reason for Leaving: Opportunity to work as a Technician presented Company Name : Wurth SA

Nature of Business : Suppliers of Automotive Fasteners Business address: Bloemfontein

Reason for Leaving: Manager who broke away and started Gripco, offered position Company Name : South African Air Force

Nature of Business : Military

Business address: Bloemfontein

Reason for Leaving: Retrenchment


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Contact this candidate