AS Sales Head

SUMMARY:
An opportunity has arisen in the Air Solutions Department for a self-driven and motivated individual who will be responsible for the following:

Purpose:

• To manage sales of the company’s Air Solutions products and ensures consistent, profitable growth in sales revenue through positive planning, deployment and management of sales team

POSITION INFO:
Sales Strategy

• Develop and Implement Strategic and Business plan for the sales market
• Strategize and plan the sales process management, forecasting, pricing, key account management, expenses, profitability, new product development, market research and brand strategy
• Analyse Store and Partners performance indicators against company goals and lead direct reports to develop plans to improve the business.
• Expand on current channel to market and identify new target contactors and consultants.
• Prepare sales strategy to achieve sales growth in both local and export sales to allocated countries bordering South Africa.

• Monitor sales performance by sales group and action strategy to improve on current performance where necessary
• Heading the Air Solutions sales and ensure sales growth is achieved where possible
• Motivate and inspire the team to perform to their full potential
• Conduct regular meeting with the sales team to review sales performance and forecasts for each region
• Periodically review distributor performance and check on gaps in performance vs target
• Conduct regular meeting with distributors and sales team to discuss performance, training and sales strategy
• Update management on business process and operating plan and financial model and profitability

• Conduct effective and accurate market research and apply this information to increase sales
• Conduct analysis of sales trends and develop strategy according o result
• Keep up to date with recent market and industry trends, competitors, and leading customer strategies
• Increasing sales through identification of possible new applications or new products
• Monitor and report on competitor activities
• Support sales team with marketing activities with product launches, promotions, advertising adventures and exhibitions.

• Monitor that forecasting is in line with sales planning
• Continuously strive to minimize forecasting error rate and on forecasting methods used
• Continuously strive to ensure that LTI is at an acceptable level based on sales performance
• Monitor and ensure that Monthly and yearly sales forecasts are correctly compiled

• Must maintain a healthy projects pipeline for the assigned market.
• Strong follow ups on the projects starting from Access to spec-in to tender to final decision making (including pricing).
• Ensure that the projects are listed and registered on B2B system.
• Must closely monitor the project progress and have clear discussion during weekly pipeline meetings.

• Negotiate pricing that would drive sales
• Keep abreast of market developments and competitors’ product pricing and activities and make recommendations
• Keeping price relevant to brand perception.

• Report and communicate on sales performance vs set target
• Highlight key variances and change sales plan and forecasts accordingly
• Progress report on forecast accuracy and inventory plans against set targets

• Assist with setting up of annual sales target
• Assist with setting up of annual sales targets for each sales group and coastal distributors and monitors

• 5 – 10 years Retail sales and sales management experience
• Experience in developing marketing and sales strategies
• MS Office at an advanced level.
• Possession of a reliable vehicle and a valid driver’s licence

• Exceptional sales skills with capabilities to switch consumers from competitor purchases.
• Strong understanding of consumer buying behaviour in consumer electronics.
• Negotiation skills to get support from retail managers for sales promotions and best displays.
• Ability to share knowledge and gain support through motivation of sales team via strong leadership.
• Honesty, integrity and ethical conduct at all times
• Willingness and ability to travel nationally and internationally when required
• Persistence and creativeness
• Ability to function under pressure
• Communication (verbal & written) and interpersonal skills
• Excellent oral and written communication skills

• A Degree/Diploma in sales & marketing or business studies
• 20 years minimum experience in local sales and export management in HVAC
• Proven sales success track record

• Able to transfer knowledge and guidance across various cultures and level of education
• Interface with cross functional work teams such as dealers, customer support / services / sales / marketing / finance etc.

• Local county wide travel quarterly
• Export country travel required monthly
• Ability to travel internationally