HVAC Key Account Manager

SUMMARY:
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.

POSITION INFO:
Strategy:

• 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