SALES MANAGER (GAUTENG)

SUMMARY:
CLIENT in the INDUSTRIAL ENGINEERING INDUSTRY requires the services of a SALES MANAGER at their offices in the GAUTENG AREA as soon as possible

POSITION INFO:

Purpose and scope:

Implement the Business Plan with defined Sales & Profit objectives together with clear tactics for the market units serving our customers within the Lubrication Sector.

Manage Customer relationship at defined Accounts including Engineering, Purchasing, Quality & Manufacturing.

Work closely with Market Units, Engineering & Sales Management to serve customer / objectives. Seek out opportunities for profitable growth using existing & new products and services.

Execute field tactics and action plans that are consistent with our business and marketing strategies, and which will result in achievement of our sales and profit objectives for the region.

Apply a consultative selling methodology to establish company as a Lubrication System provider who assists strategic distributors and customers in meeting their own business objectives.

Leverage long standing relationships with these accounts to grow sales and market penetration in the region.

Develop, maintain and grow effective customer relationships by maximizing face-to-face time, executing Business plan strategies.

Apply your lubrication knowledge and skills by participating in customer negotiations. Understanding of company value and learn how to leverage this to maximize price, grow and protect business.

RESPONSIBILITIES:

• Achieve Business Plan objectives for the region.
• Identify key market opportunities for company products and evaluate market potential for the region.
• Sales Plan Execution: Collaborates with manager to develop customer-based sales plan including sales, won/lost business, pricing plans, new business attainment.
• Build and maintain robust relationships with all authorized distributors and customer personnel. These relationships are critical in defending existing business and gaining access to competitor business.
• Manage Distributors and Direct Customersas directed by manager including:
  • Analyzing and setting annual distributor purchase targets;
  • Set objectives and strategy with distributors and direct customers to committing to specific action plans;
  • Document all accounts, business potential, buying habits and define strategy for profit growth;
  • Provide training support to all customers in areas of basic technical product knowledge, general good maintenance practices and product installation, commercial information on applications, target industries, value selling, etc
  • Annual Measurement /evaluation of customer partner performance.
• Extends range of product or service relationships with major customers to grow revenue.
• Develops plans and proposals to meet customer needs and achieve revenue objectives.
• Development and maintenance of records pertaining to distributor relationships, business plans, tracking and measurement of agreed objectives, incentives and supporting action plans.
• Provide monthly sales figures.
• Communicate effectively to company organization regarding internal requirements to meet agreed targets.
• Evaluates competitors’ products and selling/market strategy.
• Through an understanding of customer drivers, builds ability to influence customer decisions pertaining to new solutions, products and prototype applications. Promotes and presents ideas and proposals to major Customers.
• Builds sales competencies in discovering hidden customer needs, representing customer needs, handling objections, etc.
• Facilitate customer interaction and coordinate with Marketing, Customer Service, Customer Engineering, Manufacturing, Supply Chain and other functional areas.
• Works with Customer Engineering on complex system analyses, including lubrication type/system delivery selection.
• Obtains application details from customers (including new or a typical designs).
• Gather and submit customer and market knowledge.
• Project Assignments: Responsible for projects as assigned and directed by direct manager.

MINIMUM REQUIREMENTS:

• Bachelor’s Degree / National Diploma in Mechanical Engineering, Business, Sales and or Marketing preferred.
• At least 5-8 years’ experience in a related Technical Sales/Engineering function within a lubrication & hydraulic / industrial industry, heavy equipment and/or transportation environment selling equipment, accessories, and/or services.
• Proven history of sales results / , successful problem solving and the generation of new opportunities.
• Project / contract management experience will be advantageous.
• Proficiency in MS Office.
• SAP/CRM or BAAN & Salesforce system experience will be advantageous.
• Proficiency in business English, speaking and written communication.
• Fluent in English: ability to compose own correspondence in English. (e.g. letters, reports, proposals, quotations).
• Experience in a multinational company will be helpful.
• Flexibility - willingness to travel to 50-75% of the time.
• The incumbent must be a citizen of South Africa
• Unendorsed driver’s license

The ideal candidate will also demonstrate the following attributes and skills:

• Ability to engage with customers commercial & technical matters.
• Ability to deliver presentations to customers at all levels in the organization.
• Ability to engage with customers commercial & technical matters.
• Understand & speaks segment technical language.
• Decision making and mechanical problem-solving techniques.
• A strong personality, balanced with excellent diplomacy and influencing skills.
• Ability to adapt to different countries cultures in the region.
• Perseverance and positive attitude.
• Ability to work under pressure.
• Maintain the corporate image.
• Self-motivated and initiative to achieve objectives, with minimal supervision.
• Work well with a team environment.