Area Sales Manager

SUMMARY:
Honeydew

POSITION INFO:

Client Overview:

Our client has been a global leader in the world of construction and mining since 1958. We develop, produce, sell, and serve our customers with high quality and high reliability machines for pumping, distributing, and placing concrete, mortar, and high-density solids, and for preparing, temporarily storing, processing, and transporting these materials. We strive to serve our customers by being close to their business and this continues to be our mission for the future too.

Company Corporate Values:

• Customer Orientation
• Entrepreneurship
• Co-operation/ Teamwork
• Openness & Honesty
• Trust
• Respect
• Integrity
• Learning Culture

Duties and Responsibilities:

Market Share | Market Growth – Contribute to increased Lead and Sales generation:

• Participate in the development and realization of the sales, marketing, financial and structural strategies in region of responsibility to ensure enhanced Market Share and Market Growth in line with company budget and goals implemented by Executive Management.
• Explore a minimum of 20 new potential customers per month.
• Refer and escalate issues to Executive Management.

Qualified Opportunities And Conversion Rate Creation – Grow pipeline and increase average deal size:

• Maintain and manage strategic targets of opportunities of quotes / proposals sent or presented which expands company’s customer base and ensure its strong presence.
• Working towards high quote to deal conversion turnover.

Region Performance Management- Brand ambassador for the company and its products.

• Managing dealers in respective region by objective goal setting, coaching and performance monitoring of sales region’s Qualified Opportunities (leads) averages and turnover from quote to deal phase.
• Completion of Target Agreements, Qualitative and Quantitative commitments with the Dealers.
• Promoting of sales of the products and services to existing and potential clients and ensuring regular follow up with customer satisfaction on service received.
• Co-ordinate the sale of the products to customers by collaborating with all internal parties in the company to complete all orders as required and guaranteeing optimal service delivery.
• Attend to customer queries or concerns regarding the products in a timely manner.
• Circulating Quotations and Invoicing to clients warranting good relationship building by maintaining old business connections and creating new business interactions.
• Willingness to travel extensively to African Countries in allocated regions.

Booked Revenue - Build and promote strong, long-lasting customer relationships which creates:

• New business (brand new account)
• Renewal business – Supporting PM dealers in respective regions to realize the sale of PM Equipment and the Revenue thereof.
• Tender, Bulletin or Vendor Application –
• Familiarizes self with content requirements and solicits information from appropriate sources to generate sales.
• Utilizes existing Tender, Bulletin, Vendor or Company information as far as possible to save time and effort in generating sales. Saves document information that can be used for future tenders, bulletins, vendor, and dealership applications.
• Interdepartmental communication in terms of project and deal deliverables are executed in given deadlines.

Forecasting And Figures – Report sales, revenue, and expenses by compiling realistic conjectures to

• Executive management team:
• Compile annual Budget (for approval by Executive Management) of Sales Region.
• Regularly update all CRM related company used applications in terms of sales figures, forecasting, e.g. – Using Platforms - Sales Force, Microsoft (Ms Teams Folders and Microsoft suite), Cognos and other software when required.
• Undertake and assess market research that may identify gaps and opportunities and analyse industry trends as well as country specific competitor benchmarking to report on it to Executive Management.

Administration – Sales and Reporting documentation and communication:

• Circulating and completing requisite documentation in terms of Qualitative and Quantitative implementations to clients, dealers etc.
• Following up with external clients in terms of progress of deals up until completion of transaction and circulating requisite information to internal staff ensuring that all relevant documents is received to complete the Sales Deal (from Quote to Fruition).
• Maintain Customer Database on Sales Force.
• Circulating of Customer Satisfaction Surveys.

Marketing And Sales – Reach and communicate with Target prospects:

• Participate in sales and marketing meetings and promotional campaigns e.g., sales events, trade shows and sales conferences, as and when required.
• Research and understand the economy and industry in assigned countries.
• Apply own general legitimate initiatives and methods (cold calling, door-to-door, presentation, digital communication etc.) with adherence to company policies, to develop, generate and maintain acceptable sales turnover.
• Ongoing travelling mainly to and in between the respective sales areas. Closing of Sales Deals in Allocated Regions attributing to the set sales quotas and budget.

Compliance And Corporate Governance

• Following proper Company Corporate Governance and Operational Procedures in terms of preparation of all information presented, forwarded, and communicated to all current and potential clients to ensure Jurisdictive Compliance within Sanctioned Company Group Guidelines and Country Legislation.

Ad Hoc Tasks:

• From time to time, it will be expected for the Sales Manager to participate in projects; tasks etc. outside the official responsibilities but within the scope of company sales related requirements (e.g. Stock take, Surveys, Market research etc.).

Health, Safety & Environment:

• Adhere to all Health Safety regulations.
• Adhere to all Company Policy and Procedures.
• Keep workstation clean (in and outside) always.
• Ensure you are safe by using the necessary personal protective equipment issued to you.
• Always addressing everyone in a professional and polite manner projecting the best proficient practices.

Skills And Qualifications:

• Matured, Sober Habits
• Excellent attention to detail
• Great Motivational and Communication skills
• Light motor vehicle driver’s license
• Ability to analyse and generate reports, ledgers, and market evaluations.
• Computer skills – Microsoft Office Suite - SAP and Cognos (Advantageous), Sales Force
• Willingness to travel extensively to African Countries in allocated regions.

Education And Training Requirements:

• Matric or Equivalent Certificate
• Post Matric Qualification in example: Sales and/or Marketing, Retail management, Consumer behaviour (Advantageous)
• Minimum of 5 years’ experience in similar roll
• Experience in dealing with Cross Border Trade
• Shipping and Exchange Rate (FX) Knowledge in terms of Exporting Goods and Products (Nice to have, very advantageous.)

Salary – R800,000.00 – R900,000.00 per annum, including incentives (Based on experience, knowledge, qualifications, skills & in relation to your current package)