AE/AS/HVAC Key Account Manager

SUMMARY:
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POSITION INFO:

Job Summary: Achieve maximum sales profitability, growth, and account penetration within an assigned territory and/or market segment by effectively selling the company's products and related services.

Key Duties & Responsibilities:

Strategy:

• Develop and implement strategies aligned with company objectives.
• Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
• Execute plans to achieve business objectives.
• Develop and implement contingency plans.
• Manage product/service mix, pricing, and margins according to agreed objectives.

Market Analysis:

• Increase market share by identifying new niches, applications, and products.
• Monitor and report on market and competitor activities, providing relevant reports and managing promotions and specials.
• Analyze market and sales trends, providing regular reports.
• Plan and support local marketing activities within agreed budgets and timescales, integrating personal sales efforts with other organized marketing activities, such as product launches, promotions, advertising, exhibitions, and telemarketing.

Accurate Forecasting:

• Ensure sufficient stock and appropriate staffing to avoid shortages.
• Compile monthly and yearly sales forecasts.

Budget Controls:

• Ensure delivery of return on investment and build brand sustainability.
• Meet income targets for accounts.
• Effectively solve problems and manage risk to achieve targets.
• Recruit and select new dealers strategically.
• Maintain and develop relationships with existing and new customers through ethical sales methods and internal liaison to optimize service quality, business growth, and customer satisfaction.

New Business Development:

• Develop innovative strategies to grow the business with customers.
• Provide management solutions for challenges.
• Liaise with corporate contacts to build and develop relationships.
• Assist in preparing and adhering to contractual agreements.
• Manage the full tendering process, including writing proposals, costing, and motivations.

Strong Customer Relationships:

• Manage the relationship between the company and customers.
• Treat customers as partners and challenge them to grow their business with the company's brands.
• Utilize customer and prospect contact tools and systems, updating relevant information.

Reporting:

• Provide required reports and analysis.
• Prepare presentations, proposals, plans, and contact reports as necessary.

Required Experience:

• Excellent presentation skills.
• Market analysis experience.
• Advanced proficiency in Microsoft Office (Word, Excel, PowerPoint).
• Ability to use databases for recording and reporting.
• HVAC business sales experience and a strong understanding of HVAC products (VRF, Chillers, Split units).

Required Competencies:

• Highly motivated with an outgoing personality and a focus on executing sales plans.
• Demonstrated ability to develop business relationships with channel partners at all levels.
• Strong presentation skills.
• Honesty, integrity, and ethical conduct.
• Young, passionate, and self-driven.
• Effective communication skills, both oral and written.
• Ability to meet deadlines and targets.
• Persistence and creativity.
• Strong negotiation and administrative skills.
• Ability to function under pressure.
• Conflict management skills.

Educational Requirements:

• Matric with 3-5 years of sales and marketing experience.
• Degree/Diploma in Sales & Marketing is advantageous.
• Sales/Technical qualification is beneficial.

Travel Requirements:

• Travel to customers is required.
• Office presence: 20%, External: 80% of the working week.
• Minimum of three nights away from home per month.
• Willingness and ability to travel nationally and internationally when required.