Senior Sales Engineer - JHB

Purpose of the job
The incumbent is required to secure quality product orders in the segment, in the correct quantity and value, through a combination of defined processes, detailed planning, effective controls, and transparent stakeholder communication, in order to meet operational and strategic company targets.
Main tasks and responsibilities
• Identify key role players and manage key account customer relationships, by taking full responsibility for the facilitation of the key account’s management process.
• Develop long-term relationships with key role players and key accounts by effectively and proactively managing and interpreting their requirements, solving their problems and by continuously interacting with both internal and external stakeholders to ensure that the sales to customer feedback loop is closed.
• Attend internal stakeholder feedback sessions while seeking to effectively utilize available reports to manage internal and external feedback loops, resulting in reduced work in progress inventory, timely creation of sales order numbers linked to equipment repair, customer purchase order placement and expedited deliveries.
• Strengthen non-contact relationships between the client and the business through the effective utilisation of available technology e.g. arranging client inspections, meetings and presentations via Microsoft teams.
• Effectively utilize company databases, internal and external resources as well as market knowledge to identify opportunities for the business and as would be linked to rotating equipment. Including for but not limited to the company and 3rd party pumps, turbines, compressors, gearboxes, electric motors, and generators.
• Continuously search for new key accounts whom might benefit from company products or services and strive to maximise client potential at identified key accounts.
• Continuously seek to adopt an agile approach when seeking to assess the efficacy of your approach to securing opportunities including for regular reviews of “route to market” strategy.
• Drive the Retrofit and Brand X (3rd party repair) process forward by identifying and involving relevant role players (Retrofit Segment Manager, Engineering Personnel, PSC Personnel etc) when required, while championing the process linked to creation of opportunities on Salesforce and submission of requests linked to both assistance required from the Retrofit Segment Manager.
• Effectively identify customer pain points and drivers linked to customer financial justifications, thereby supporting complex retrofit opportunities and Retrofit Segment Manager.
• Initiate and facilitate enquiries from inception, to bidding and where required by initiating, leading and participating in the contract management process ensuring product and service delivery.
• Attend Tender briefing meetings, where required and communicate closing dates and requirements to the Tendering Team.
• Support tendering team with compilation of the SAP bid and eTOA process when required. Complete upfront process (OED) initiate kickoff meetings until handover to operations is completed.
• Prepare annual Key Account Budgets, propose both individual KPI’s as well as that of Key Account Manager related Retrofit KPI’s
• Provide strategic sales input, inclusive of information related to local market conditions, competitor feedback and customer requirements to enhance decision making, while always striving to achieve and exceed set targets and deliverables.
• Effectively forecast monthly OI, by ensuring the accuracy of information and quality of data reflected within and linked to the opportunities raised on Salesforce.
• Actively participate in cash collection process thereby contributing to
KPI’s.
• Ensure compliance with all company regulations and commercial standards.
• Ensure compliance of OHSA both at the company and at key accounts.
Competencies:
Apply sound sales and marketing skills.
Fully competent in sales and tendering procedures and processes.
Product & Product Application Knowledge.
Segment and market awareness.
Deadline and target driven.
Communicate effectively (verbally and written).
Have a knowledge and aptitude for relevant financial, commercial, legal and technical responsibilities.
Be organised and exhibit the ability to act independently.
Exhibit the ability to adapt to change.
Meet deadlines and keep time within a demanding environment.
Stay Enthusiastic / Positive and Self Motivated even when in demanding situations.
Be a team player, work effectively within a team environment.
Provide strategic insight and planning.
Pay attention to detail and have a high level of technical proficiency.
Problem solve and have a high level of initiative.
Work to tight deadlines and handle pressure.
Full proficiency in Salesforce
Achieve annual Order Intake targets in accordance with agreed budgets.
Achieve GP targets in accordance with agreed budgets.
Achieve NWC targets in accordance with agreed budgets.
Effectively manage key customer relationships through dedicated customer visits.
Ensure and measure Customer Satisfaction.
Actively participate and champion Health and Safety both within the company and Key Accounts.
Achieve Individual Objectives (Agreed upon annually):

Qualifications:
Matric.
Trade certificate.
Plant Experience.
5 Years of sales and tendering experience within an engineering environment.
Commercial exposure.
Computer literate (Word, Excel, PowerPoint), ERP literate (SAP) and CRM literate (Salesforce).
Technical qualification in Mechanical Engineering (Advantageous).
Marketing qualification (Advantageous).
Business Administration qualification (Advantageous).

Salary: Market related

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