Curriculum Vitae Candice

Vos

My work philosophy has always been to be diligent and professional, seeking perfection and continuous growth in any
working environment. I believe that having the right experience and qualifications, allows me to be competent and
confident in meeting the demands I will be challenged with. I am a team player and my integrity and passion are the
trademarks of my character.

Demographical Information

Nationality: South African

Date of Birth: 01 May 1984
Marital Status: Married
Dependents: 1
Languages: English, Afrikaans
Driver’s License: South African

Qualifications

• Matric
• Higher diploma in Hospitality Management

SYNOPSIS OF EXPERIENCE:

16 years’ experience within Sales and Marketing:

Strong negotiation skills

Business development for Products and Solutions
Business development through channel partners such as Architectural firms and Developers within South
Africa
Events co-ordination and planning
Project Management of onsite teams
Liaise with potential customers through industry events
Drive and develop Key Relationship with customers
Retain and grow Key accounts
Achieve sales and gross profit budget and targets
Experience Profile:

November 2019 to date.

Hilti South Africa (PTY) Ltd.

Position: Account Manager – Energy and Industry

Specialty vehicles – Supply of tooling, cutting & grinder. Drilling and assembly of equipment. Anchoring in to concrete and
fastening onto solutions. Accessing customer needs and demonstrating new solutions to my clients.

Purpose of position:

Taking ownership in the assigned territory to develop sales by utilizing all elements of sales process to effectively analyze,
implement and control the opportunities within the territory to achieve the assigned targets for defined territory or market
segment.

Building fruitful working relationships with all levels - partners, contractors, system integrators & end users, and actively
manage and develop the growth of key products within the sales territory by targeting the appropriate customer groups and
ensure successful introduction of new products. Ensure the appropriate level of coverage is given to both buying and
potential customers within the customer platform, to develop profitable growth.

Actively and effectively demonstrate, service, train, and (where appropriate) test Hilti products; and to be successful I have to
understand the market thoroughly and know the players, therefore obtain information on competition, market price levels,
new launches, seminars, new outlets, quality issues, product deliveries and report in monthly reports

1. Establish contact person relationships within your Focus Customers (on all organizational levels and persona types)
and ensure high quality contact data for them.

2. Identify customer needs by having a deep understanding of the corresponding trade, applications, relevant
competitors and through asking the right questions and capture these as leads in the SFDC system.

3. Create a specific Account Development Plan addressing the relevant needs identified during meetings with key
decision makers.

4. Continuously follow-up on leads that are either self-identified and or created by other leads sources (e.g. channels,
engagement marketing, project specifications, etc.).

5. Conduct management meetings with key decision makers to agree on common goals and corresponding activities
(i.e. opportunities) that help to strengthen the business relationship.

6. Systematically follow-up on opportunities which require multiple interactions with different contacts on the
customers side and collaborate proactively with relevant Hilti team members (eg. FE, solution selling specialist,) to
jointly win these.

7. Bring across the value proposition of products, services and software solutions and with that maintain a
corresponding price level in the territory following our fair pricing logic.

8. Close leads and opportunities proactively by applying product demo and SSS negotiation skills.

9. Effectively plan your time schedule (day/week) prioritizing customers visits related to leads and opportunities with
Focus Customers and the top jobsites.

10. Understand financial situation of the customer, resolve complaints and actively support accounts receivable /
collection processes if needed.
11. Identify customer needs by having a deep understanding of the trade and specific customer situation
(challenges & pain points) through asking the right questions and document them in CRM/SSA.
12. Exhibits high competence in opportunity based selling (by creating leads, managing opportunities, and
using playbooks) and related systems & applications (SFDC+SSA).
13. Support management / partnership meetings with key decision makers and perform high-quality on site
analysis and implementation & care activities.
14. Initiate change management with key customer decision makers and support adoption of solutions through
user training & onboarding.
15. Systematically follow-up on opportunities to turn focus accounts into solutions customers. Collaborate
proactively.
16. Demo and explain all-in value proposition of Fleet Management and On!Track to specific customer
situation and pain points, e.g. during innovation hour.

17. Effectively plan & prioritize time schedule (day/week). Successfully engage in project and stakeholder
management.
18. Work conceptually (build final presentation) and act as quality keeper. Brings big picture together and build
all-in solutions.
August 2019 to November 2019
LED Lighting SA

Position: Business Development Consultant

Purpose of position:

The purpose of the role is to investigate, source and secure new customers and up-sell new products to existing
customers. You will be responsible for ensuring steady sales growth as well as the achievement of quality sales
deals. You will also be required to foster new and ongoing relationships with architects, engineers, property
developers and retailers, ensuring that quality and quantity customer interactions are maintained.

Reporting directly into your regional Sales Manager, your key performance areas are as follows:

• Develop business deals with new and current customers to ensure steady company growth and repeat
• business.
• Call on at least 2 new business contacts daily and 2 customer visits per day. Achieving and or exceeding
• 4 quality meetings per day.
• Master the logical thinking capabilities and to develop the ability to develop offers that increase the
• customer’s perception of value.
• Ensure all details regarding the deal are captured and transferred to the TSM with all required detail.
• Maintain quality information transfer and feedback of technical detail change.
• Facilitate and manage the entire process with the customer from interest being shown, through estimating,
• sample production, customer approval and order being placed.
• Ensure quality relationships with all customers by providing excellent service, such that it leads to the
• company being the supplier of choice.
• Planning and preparation of quality customer specific presentations.
• Foster the growth of long-term repeat business.
• Strategize on a daily and weekly basis with your TSM to ensure a strong link between roles.
• Quality reporting of market information and deals.
• Negotiation of large-scale deals and contracts.
• Provide clear market feedback to ensure the directorship board have adequate information to make
informed and accurate decisions.
• All tasks performed on a daily basis needs to be completed and remain within the time buffer status task
type, namely green and yellow. This will be adjusted from time to time based on performance and growth
goals.
• Meeting your individual sales target as communicated to you by your regional sales manager.
• An additional key performance area is the ability to function as collaborating member of a team. This will
be measured by management which includes using peer review input.
• Research all aspects of lighting so that you improve and develop your knowledge.
• Always ensure a high quality of work and complete all task timeously
• Comply with all company policies and procedures
• Comply with the company code of conduct
• Any other task that management may reasonably assign
 July 2017 to July 2019.
ASSA ABLOY Entrance Systems South Africa

Position: Senior Sales Executive, Entrance Systems South Africa

Purpose of Position:

Experience

• Proven track record in Senior Sales position, trading skills.

• Building industry Architects & Developers and processes.
• Strong leadership qualities.
• Accountability for results.
• Budget & forecasting processes.

Special Knowledge

• Strong customer relations.

• Sound knowledge of market place.
• Sound business and product knowledge.
• Understanding and interpretation of company’s strategic vision.
• Budget & forecasting ability.
• Specification writing.
• Glass & Aluminum industry.
• General industry knowledge.

Basic Function

• Ensures efficient running of sales channels.

• Strategic development of market segment, strong product knowledge and customer satisfaction culture.
• Training ability.

Job Specific

• Develop complete system sales

• Builds customer relations and visit the marketplace.
• Delivers or exceeds budgeted sales targets.
• Ensures skills development of employees / manager(s) through training.
• Delivers or exceeds market requirements.
• Prepares and submits sales reports.
• Prepares and submits sales forecast when required.
• Ensures customer service levels are maintained.
• Debtors focus.

Accountabilities

• Ensures Sales targets are met [sales and budget etc.]

• Maintains sound Labor Relations climate.
• Implements strategic decisions in sales field together with MD.
• Dynamic development of sales process, segments and channels.
• All legislative requirements within Sales Manager’s scope
• To meet and / or exceed budgeted Sales numbers.
• Month end reporting.
• Individual targets as per monthly forecast.
• Growth of ADS system sales.

Responsibilities
• Daily visits and quotes to perspective Customers
• Sales performance.
• Sales skills development through training
• Adherence to all company policies and procedures.
• Continuous communication within the sales environment including regular meetings.
• Champion Best in market service levels, lead times in sales department.
• Sales strategy & valuable KPI development.
• Meeting required sales visit targets and other targets set by the Company.
July 2015 to July 2017.
Builders Warehouse

Position: Key Accounts Manager

Purpose of Position:

1. Drive & develop key relationships with customers ongoing

a) Build & enhance professional relationships with key customers through regular visits & reviews so that you
are Able to understand, anticipate & meet their needs. Always behave in a professional manner & with
integrity.
b) Plan & implement your call cycle in such a way that appropriate time is spent in visits to service all
existing Customers regularly & also to recruit new/ potential customers. Plan to visit existing customers at
least every Second week. Ensure that you are accessible to them so that they can contact you regarding
needs/ Difficulties/ queries. Ensure customer satisfaction.
c) Visit contractors on site & establish their needs (including on items not stocked & bulk items).
d) Advise customers honestly & correctly. Recommend the correct quantities for the right applications.
Advice Customers of current & forthcoming promotions to encourage purchases. Obtain orders & ensure
that they are Processed & delivered at store level.
e) Update customers with new price lists & specials during visits.
f) Attend to customer complaints & concerns & ensure that appropriate, corrective action is taken.
g) When planning customer contacts, review customer profitability prior to visits & follow up on details of
any Outstanding payments. Continue to follow up with and assist debtor’s department until problems are
resolved.
h) Complete a call report for every customer visit including a review of how we are servicing the customer. Fill
in Full details of the visit & provide feedback to the regional key accounts manager, branch manager & sales
Manager trade. Mention/ detail all sub-contractors on site, if applicable.
I) Monitor customer deflections & contact lost customers to re-establish relationships & regain support.
Minimize Customer deflections by ensuring customer satisfaction. Follow up on dormant accounts and make
contact
With customers

2. Recruit, retain & grow new customers

a) Monitor & analyses the growth of your customer base (including deflections, recruitment &
frequency). Actively seek new business. Do cold canvassing - identify new sites & visit them. Follow up
on all leads.
b) When visiting new/ potential customers, market the company, establish customer needs & indicate correctly
& Honestly how Massbuild could satisfy these needs. Recommend correct products for correct applications.
Inform customers of the details & benefits of being an account customer (applicable discounts), of deposit
Accounts & contractor card options. End meetings politely & positively where customers are not interested.
Obtain orders & ensure that they are processed at store level & delivered on time. Always behave in a
Professional manner & with integrity.
c) Complete a call report for every new/ potential customers visit. Fill in full details & provide feedback to the
regional key account manager, branch manager & sales manager trade. Mention/ detail all sub-contractors
on Site, if applicable.
d) Ensure visible exposure for Massbuild on site to help attract new business (Builders/ contractors boards &/
or ‘Estate agent’ type boards). Retrieve ‘estate agent’ boards on completion of projects & return them to the
Store.
E) Ensure that the paperwork for new account/ cardholder applications is correctly & accurately completed,
that All supporting documentation is attached & that required signatures are present. Return applications to
the Applicable department/ branch so that the account application can be processed. Ensure that contractor
cards Are made with correct details & deliver these to customers/ contractors in time.
3. Achieve sales & gross profit budgets & targets

a) Develop & implement action plans to achieve sales & gross profit budgets & targets agreed with the
regional Key account manager, branch manager & sales manager trade.
b) Ensure that customers are informed of products other than their usual purchases (Cross-selling).
Promote Higher margin products to ensure balanced gross profit results. Analyze relevant BI reports.
c) Work out prices, as relevant, for account, contractor card & deposit account customers. Work out tenders,
as Required. Forward big tenders to the tenders/ quotations department & complete all the relevant
paperwork. Quote customers accurately on prices. As required calculate VAT inclusive & VAT exclusive prices
for Customers. Where required, accurately calculate margin on cost prices to arrive at appropriate selling
prices –Always ensure that the required margin will be achieved.
d) Ensure all Intellibuild, Data build, leads to business and large CKS counter quotes are followed up timeously
with A view to acquiring new sales
e) Ensure accuracy of regional price list

4. Lease with suppliers, other key account managers & other departments

a) Contact & liaise with suppliers to agree on action to rectify any problems that arise on sites. Follow up
to Ensure resolution.
b) Where special orders are required, liaise with the supplier to ensure availability of items & agree on
delivery After ensuring liaison with the regional key account manager, branch manager, sales manager trade
& Merchandise department.
c) Inform other key account managers when your customers are active in their areas & discuss customers’
needs with them. Agree on action to meet customer needs & follow up to ensure implementation.
d) Liaise with merchandise, dispatch, receiving & replenishment department to ensure that customer needs
are met.

5. Provide feedback to relevant parties

a) Provide regular weekly & monthly feedback, review & reporting (as required) to the regional key
account Manager, branch manager & sales manager trade on sales analysis, competitors & their pricing,
customer/ Contractor needs, account problems, complaints & the resolution thereof, special
requirements
Feb 2014 to June 2016
DORMA Door Controls South Africa

Position: Glass fittings Consultant

Purpose of Position:

To lead the sales area towards the DORMA 2020 Vision of becoming the leading provider of Premium Access Solutions and
Services in the respective area of responsibility (DORMA is “FIRST”). Force the product portfolio of the brand DORMA in
service and development of the target group’s architects, prime contractors, processors in indoor service and sales force.
As well as to support the fulfilment of the respective goals for current projects and objects.
Support fabricators, seller and wholesaler in technical questions. Build up sustainable relationships to customers and
partners.

Managerial and Coordination Requirements:

• Be accountable for the overall performance and the increase of turnover in respective area
• Develop the sales in the respective area of responsibility
• Encourage a vital and productive atmosphere in your working environment
• Develop trust full and relevant relationships to DORMA Customers
• Conduct business in line with applicable laws and regulations, as well as with global and local policies
and procedures and the companies code of conduct elaborate market evaluation for customer
solutions demand and purchasing to build up a high-quality competence network from new
customers which fulfil classified USP´s
• Find opportunities for cross divisional sales

Responsibilities for Business Results (expected Added Value, Objectives, and KPIs):
• Year on year improvement of own turnover and margin
• Number of new clients, new projects, landmark projects
• Customer satisfaction index

Knowledge and Experience

• Proven track record in delivering sales results in competitive environment
• Result-orientation and entrepreneurial spirit
• Experience in project selling, ideally building

Jan 2013 till Jan 2014

DORMA Door Controls Gulf

Position: Senior Sales Executive- Interiors / Showroom Manager

My Purpose is to increase sales and profits within the DORMA solution range by increasing traffic of targeted customer
segments and key architects & developer influencers into the showroom. To focus and deliver the best customer
experience enabling the DORMA to be FIRST in all key segments affected by the showroom. To plan and host weekly,
monthly actives to build Presence with architects and designers. Directly market to the A&D community to get them to
utilize the showroom as a resource Centre for their projects and a place to take their clients.

Responsibilities: Showroom Manager

• Lead, manage, and guide the showroom activities to ensure coordinated responses to all Architects & Designers
inquiries to develop the Customer Service, Technical Support and Contract Management teams.
• Establish metrics, methods of measurement and reporting of activities, sales, and visits of the team to constantly
challenge and improve customer satisfaction.
• Continually monitor Architects & Designers community to build presence in the market place and be seen as an
architectural community resource in order to increase sales volumes by region to determine efficient resource
 allocation and adjust accordingly so that ‘’Best Customer Experience” commitments are met.
• Establish strong relationship between the Architects & Designers community across the whole sales process
including: Pre-sale, Sales, Installation to establish seamless processes that ensures smooth and hassle free
experience for the customer.
• Coordinate activities to build and develop customer excellence teams.
• Principal responsibility for driving the right traffic in the showroom.
• Direct and implement Customer Focus initiatives.
• Analyze and report on all showroom service activities.
• Responsible for all sales enquiries and referral business through the showroom channel (as per target)
• Responsible to arrange customer visits and all event management programs (as per target)
• Ensure customer database is generated/updated through local marketing activities (as agreed)
• Responsible for generating partnerships (as per target).
• Maintain record of samples displayed, related catalogues and marketing material.

Responsibilities: Senior Sales Executive- Interiors

• Lead, manage and guide showroom activities

• Principle responsibility involves boosting the right traffic into the showroom
• Be accountable for the overall performance and the increase in turnover of the showroom / interiors
• Direct and implement customer focus initiatives
• To establish metrics, method of measurement and reporting of activities and sales to constantly challenge and
improve customer satisfaction.
• Analyze and report on all showroom activities
• Elaborate market evaluation for customer solutions demand and purchasing to build up a high quality competence
network from new customers.
• Conduct business in line with applicable laws and regulations, as well as with global and local policies and
procedures and the companies code of conduct.
• Showroom traffic
• Year on year improvement of own turnover & margin
• Number of new clients, new projects, landmark projects
• Customer Satisfaction Index
• High degree of freedom in showroom activities / interior segment provided it is agreed with the respective Sales
Manager
• Coordination with relevant local functions, logistics and finance requirements

May 2007 – Jan 2013

DORMA Door Controls South Africa

Position: Architectural Consultant

My purpose was to actively contribute towards the Dorma Vision of becoming the leading provider of Premium Access
Solutions and Services enabling better buildings, the position holder is responsible for specifying Dorma products as
solutions through intermediaries like Architects, Consultants and influences. Technical Specialist and critical member of
the Pre-Sales team in Dorma

MAIN FUNCTIONS
1. Specifications
• Visiting Architects, Quantity Surveyors, Contractors and Interior Designers
• Acquire project plans and door/window schedules
• Identify specific requirements Architect intends with the project - Budget, product preferences, project
information: Contractor, QS and Merchant that will be used
• Compile specification report on the Ironmongery System – ensure best possible solution related to application
 and security requirements
• Hand in specifications to clients timeously
• Follow-up on project to determine any possible changes
• Follow-up with Project Manager/Contractor and or Quantity Surveyor and Merchant
• Site Inspection – ensuring specified products are used - Relay information or changes to Architect
• Visitation of problematic Sites/Trouble shooting - Assess situation - Relay information to relevant person –
Merchant/Quantity Surveyor/Developer/Project Manager/Contractor etc. - Written report vital

2. Establishing and Maintaining Relations

• Maintain and develop professional, supportive relations with clients
• Regular telephonic contact and visitation of Architects and Merchants on database
• Establish new relationships with Architects and others
• Presentations to Architects, Quantity Surveyors and Merchants
• Update catalogues and brochures of Merchants, Architects and others
• Supply samples
• Promote and introduce new products
• Generate new business - Cold Calling - Relay information regarding project levels - Assistance with specifications -
Orders – get order and deliver consignment (determined by the nature of the request)

3. Management of Database
• Follow-up on leads received on a weekly basis from Specifying Dynamics
• Update client information on a weekly basis
• Ensure continuous interaction and relations with A Grade clients
• Ensure contact and relationship building with all B Grade clients within a 4 to 6 week cycle
• Established contact with 2 new clients per week
• Contact 2-3 Merchants per week
4. Company Meetings
• Attendance of Departmental meetings as arranged by manager.
• Supply Departmental Manager with all relevant information - Accountability for time-management and
functioning per week - Relay information of new contacts established - Relay information of new projects - Relay
information that may influence stock holding to ensure effective forecasting of stock - Relay any difficulties of
problems - Hand in monthly specification report relating to pricing

5. Ad Hoc Function
• Assisting regions with I-spec problems
• Handling telephonic queries - Technical Queries - Pricing - Product Information - Periodic faxing of information

April 2006- May 2007: Smollan Group

Position: Brand Ambassador

Responsibilities:

• Consumer focus, with a deep understanding of brand and category drivers

• Customer connectivity, leveraging retailer insights and relationships with thousands of in the field professionals
• Sales savvy, maximizing impact with input from our aligned field teams, across a variety of channels
• Our aim was to partner with our clients to deepen their brands' relationships with consumers and shoppers, to
deliver brand growth across channels, and to increase sales.
• Our tasks was to inspire and influence shopper behavior across channels and geographies at the critical point of
purchase, and beyond
• Services include:
1. In-store and events
2. POS Management and Logistics