Jobs at Pathfinders Consulting Pty Ltd (Now Hiring) — 4 open

Our Client, an established Cape Town-based bookkeeping and accounting firm, is seeking a confident and relationship-driven Sales Consultant to join their team.

The company provides a wide range of financial services to individuals, businesses and organisations, with a strong focus on helping clients comply with tax, accounting and regulatory obligations. Their services include bookkeeping, accounting, tax compliance, payroll support, business advisory support, Xero-related services and other financial administration services.

This role is ideal for a sales professional who enjoys building relationships, identifying client needs and selling professional services to individuals, entrepreneurs, small businesses and established organisations.

Role Purpose

The Sales Consultant will be responsible for growing the client base, generating new business, increasing revenue from existing clients and promoting the company’s accounting, tax, bookkeeping, payroll and compliance services.

The successful candidate will be expected to convert leads into clients, identify upselling opportunities, follow up consistently, manage a sales pipeline and ensure that new client information is handed over accurately to the internal team.

This is not a technical tax advisory role. However, the successful candidate must be able to understand the company’s service offering well enough to explain services clearly, identify client needs and refer technical tax or accounting queries to the relevant internal specialist.

• Generate new business by following up on leads, referrals, website enquiries and proactive sales opportunities.
  
• Promote the company’s bookkeeping, accounting, tax, payroll, compliance and Xero-related services to individuals, entrepreneurs, small businesses and established organisations.
  
• Build strong relationships with prospective and existing clients to support client acquisition, retention and revenue growth.
  
• Conduct needs-based conversations to understand client requirements and recommend suitable services.
  
• Convert suitable prospects into monthly retainer clients and ad hoc clients.
  
• Identify appropriate upselling and cross-selling opportunities within the existing client base.
  
• Prepare and follow up on client quotes within agreed turnaround times.
  
• Maintain accurate records of leads, quotes, follow-ups, client information and sales activity on the relevant CRM and internal systems.
  
• Set clear expectations with clients regarding pricing, timelines, documentation requirements and service deliverables.
  
• Ensure that accepted quotes and new client information are handed over accurately to the internal accounting, tax, payroll and administration teams.
  
• Provide regular updates to management on sales activity, pipeline progress, conversions and client feedback.
  
• Contribute to improving the sales process, client follow-up process and onboarding experience.
  

Requirements

Qualifications

• Matric / Grade 12.
  
• A relevant qualification in sales, marketing, business administration, accounting, finance or a related field would be advantageous.
  
• Additional short courses in sales, customer service, business development, Xero, bookkeeping, tax administration or financial services would be beneficial
  

• Previous background in sales, business development, client relationship management, account management or client acquisition.
  
• Proven ability to sell services rather than physical products.
  
• Track record of working towards sales targets, revenue targets or client acquisition targets.
  
• Ability to generate new business through referrals, website enquiries, networking, cold outreach and consistent follow-up.
  
• Experience in managing a sales pipeline, following up with prospective clients and converting opportunities into paying clients.
  
• Ability to identify upselling or cross-selling opportunities within an existing client base.
  
• Background in accounting services, tax services, bookkeeping, payroll, financial services, professional services or SME business services would be highly advantageous.
  
• Exposure to CRM systems, Xero, Nutshell or similar business platforms would be advantageous.
  
  

Knowledge

• Solid understanding of sales principles, client acquisition, lead follow-up and relationship-based selling.
  
• Basic understanding of bookkeeping, accounting, tax, payroll, compliance or financial administration services would be advantageous.
  
• Good understanding of Awarecommon small business compliance needs, including SARS, CIPC, VAT, PAYE, UIF, payroll and bookkeeping requirements, would be beneficial.
  
• Good working knowledge of email, spreadsheets, CRM systems and cloud-based business tools.
  
  

Benefits