BRIEF DESCRIPTION:-
The Category Specialist – Schools – On-site – Germiston role involves managing a portfolio of schools, acquiring new clients, and driving commercial sales through consultative selling and structured engagement plans. The key responsibilities include portfolio management, new school acquisition, targeted campaigns, and collaboration with various departments to meet sales targets and market insights. Requirements include a relevant tertiary degree, extensive B2B sales experience, and proficiency in CRM systems and Microsoft Office Suite.
Job Title: Category Specialist – Schools – On-site – Germiston Company: Datafin Recruitment
Description
CONTEXT
A top-tier Retailer seeks a Category Specialist to enhance and safeguard the company's footprint in the schools market through continuous portfolio management and consultative selling efforts.
This position oversees a designated group of schools, brings new schools on board, retains existing ones throughout the year, and drives commercial sales across the School category range.
DUTIES
Supervise the assigned schools portfolio with a structured contact schedule (pre-season, peak, post-peak, year-round); provide consistent service across all product categories and keep updated stakeholder maps for key schools Aggressively acquire and convert new schools to bolster the company’s presence in the assigned region; identify potential prospects based on profile, access to decision-makers, category suitability, and seasonal timing; implement a structured pre-season engagement plan Organize and implement a targeted Back-to-School campaign with pre-season pipeline development, in-season list management, and post-peak retention review; meet monthly, seasonal, and annual revenue and gross profit targets Assess school needs before making recommendations by inquiring about grade-level requirements, budget structure, timing, and pain points; convert these requirements into precise lists, quotes, and specifications Foster year-round commercial sales to maintain portfolio activity and increase monthly school spending outside of peak periods; propose tailored solutions that better meet school needs Collaborate with Key Account Management, New Business Development, Operations, Supply Chain, Finance, and Category teams to ensure seamless fulfillment; keep CRM updated and identify pricing pressure early Gather and disseminate structured insights on competitor activity, procurement patterns, budget cycles, and demand fluctuations to build market intelligence for schools.
REQUIREMENTS
Relevant tertiary degree in Sales, Marketing, Business Administration, Education, or related commercial field Extensive experience in B2B sales, account management, or commercial roles with portfolio management, client retention, and new business development duties Prior experience in education, institutional sales, or multi-category commercial settings; familiarity with consultative selling and stakeholder relationship management Proficiency in CRM systems | Microsoft Office Suite (Excel, Word, PowerPoint) | Quoting and specification management Experience managing client portfolios with a structured engagement schedule; adeptness in seasonal or campaign-driven sales environments with a disciplined pipeline approach
Preferred Qualifications
Professional certifications in sales, account management, or category management Experience in office products, education, or B2B distribution sectors Proven track record in building multi-stakeholder relationships and managing service recovery
ATTRIBUTES
Technical Skills: CRM & Sales Management Software | Microsoft Office Suite | Quoting & Specification Management | Category Knowledge (Stationery, Furniture, Technology, Hygiene) | Schools Market & Procurement Insight Soft Skills: Consultative Selling & Diagnostic Questioning | Stakeholder Relationship Management | Commercial Negotiation & Value Articulation | Time Management & Priority Setting | Problem-Solving & Service Recovery | Communication & Interpersonal Skills
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