SALES AND MARKETING MANAGER – REFRIGERATION

Role Description:

• Manage the sales teams (local and export): KPIs’, sales planning, controls and management
• Sales growth strategy: including new client acquisition
• Sales budgeting and forecasting
• Manage selected key accounts/project management
• Co-ordination and integration of anchor and export sales
• Marketing strategy and execution: product, price, place, promotion
• Client commercial management: quotation, contracting, project management and payments

Measures of performance and Behaviours/Soft metrics:

• 20% - Achievement of sales budget (measured against management accounts)
• 20% - Achievement of sales margins (actual vs budget contributions-against management accounts and quotations).
• 10% - Sales pipeline health (3 months locked in the order book against budget)
• 10% - Debtors days between 50-60 average over the period of review
• 10% - Builds a sales culture that focuses on top and bottom-line success – margin focused
• 10% - Continually improves our clients marketing strategy and implements effectively
• 10% - Client acquisition and growth (improving market share)
• 5% - Develop a high performing consultative technical sales team
• 5% - Client retention/relationships (improving service levels)

Requirements:

• Sales and Marketing management with 10 years relevant working experience
• Client relationship management experience
• Leadership and management skills
• Sales and marketing leadership
• Deep industry networks
• Product expertise, ability to sell consultatively
• Basic technical refrigeration knowledge preferable
• Strong Project Management skills and approaches
• Knowledge of the Commercial Refrigeration industry, role players and products will be advantageous