ES Key Account Manager

SUMMARY:
We are seeking an HVAC Key Account Manager in the Johannesburg Central area.

POSITION INFO:
Job Summary

• To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling the company’s products and/or related services

• Develop and implement strategy in line with company objectives
• Plan and manage personal business portfolio/territory/business according to
• an agreed market development strategy
• Planning and ability to execute to achieve business plans
• Develop contingencies to be applied when plan fails
• Manage product/service mix, pricing and margins according to agreed objectives

• Increasing market share through identification of new niches, new applications, and new products
• Monitor and report on market and competitor activities and provide relevant reports and managing successful promotions and specials
• Analysis of Market and sales trends and regular reporting
• Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing

• Ensure enough stock of right staff to avoid LTI
• Compiling Monthly and yearly sales forecasts

• Ensure delivery of return on investment and building of brand sustainability
• To ensure account meets its income targets
• To effectively solve problems and manage risk to ensure achievement of targets
• Recruitment and targeted selection of new dealers
• Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimize quality of service, business growth, and customer and satisfaction

• Develop a unique way to grow the business with your customers
• Provide solutions to management when faced with challenges
• To liaise with corporate contacts, build and develop relationships
• To assist with the preparation of contractual agreements and ensure that these are fully adhered to
• Do full tendering process, including writing of proposals, costing and motivations

• Managing the relationship between your company and the customer is a big responsibility
• Treat your customers as partners and challenge them to grow their business with your brands
• Use customer and prospect contact activities tools and systems, and update relevant information held in these systems

• Provide reports and analysis as required
• To prepare presentations, proposals, plans, contact reports as necessary

• Excellent Presentation skills is essential
• Market analysis knowledge experience
• Microsoft Office (MS Word, Excel and PowerPoint) advanced level
• Ability to use database for recording and reporting
• HVAC business sales experience and well understanding about HVAC products (VRF, Chillers, Split units)

• Highly motivated, outgoing personality with a focus on execution of sales plans
• Demonstrated ability to develop business relationships with channel partners across all levels
• Good presentation skills
• Honesty, integrity and ethical conduct at all times
• Young, passionate and self-driven
• Communicate effectively, both orally and in writing
• Able to challenge themselves and meet all deadlines and targets for the department
• Persistence and creativeness
• Negotiation and administrative skills
• Ability to function under pressure
• Conflict management

• Matric with 3 – 5 years sales & marketing experience
• Degree/Diploma in Sales & Marketing advantageous
• Sales / Technical qualification

• Will be required to travel to customers
• Office 20% External 80% of the working week
• Minimum of three night away from home per month
• Willingness and ability to travel nationally and internationally when required