SUMMARY:
A well known "material handling equipment supplier" based in Isando is looking for a National Sales Manager to oversee sales in JHB, Durban, Cape Town and East London.
POSITION INFO:
Minimum Required
Tertiary Education in Sales and Marketing
Minimum of 5 - 7 years sales management experience within the "material handling equipment" industry is essential
Minimum of 5 years people management experience
Type of Experience
Sales and marketing experience
People Management Experience
Technical appreciation and understanding
Dealings with customer interactions on a regular basis
KPA 1: Grow footprint and market share within South Africa, as well as Sub-Sahara Africa
Assist management in developing growth strategy, to include customer targeting strategies for medium to big IC forklift trucks and Electric forklift
Support branches in establishing and developing a dealer network in their respective geographies
Identify new business opportunities, market opportunities or market niches
Research competitor offering activity in identified customer segments
Effective management of procurement and pricing of products
Efficiently (within 48 hours) dealing with all customer queries and complaints from branches, customers, dealers and suppliers
Effectively manage the relationships with suppliers by efficient feedback and follow up procedures
Review the sales team pipeline / funnel and area coverage on a daily basis
Review and assist, where required, the sales team with deal structuring and pricing
Assist with monitoring of stock availability and allocation
Evaluate debtors to follow payments and invoicing processes
Liaise with the parts / technical / workshop departments for sales related queries
KPA 2: Develop growth and retention strategies for targeted industries, customers and products
Understand targeted industries, as well as customers' buying processes, operating environment and material handling needs
Ensure long term sales growth and profitability within given industries
Ensure the effective marketing and sales of divisional products by understanding the market and product range and consult with relevant websites, obtain pamphlets and review advertisements in relevant media to identify and discuss opposition products; prices and strengths
Determine and review the advertising plan
Compile and check advertisements and articles
Calculate and distribute pricelists to the network (in conjunction with the MD)
Handle product enquiries and ensure that product specs are correct for market and orders in conjunction with MD
Manage and arrange sales campaigns
Assist with tender compilations
KPA 3: Strategic customer relationship management within targeted customer base
Act as the main point of contact for identified customer
Distribute a sales figure comparison with the budget to manager and discuss the plan and market share
Conduct business research including market size; share and growth assessments; feasibility studies; reputational audits; customer satisfaction measurements; brand awareness measurements; competitor analysis and supplier evaluations, identify information required, assess internal resources, conduct primary and secondary research, disseminate information, register target market intervention, track determined sales, report against objective
Participate in new product development / identification of new associated products
KPA 4: Sales Organisation support
Assisting Branches by offering strategic sales support for identified industries or customer
Support Marketing Department in growing digital presence, to include active campaigns
Management and reporting of Sales Organisations KPA's
Coaching and mentoring of the sales team
Determine staffing requirements; interview and recruit sales employees according to HR best practices
Approve leave and ensure optimal staffing situations at all times
Conduct Performance discussions with sales staff, explaining critical performance areas (KPA's) and performance indicators (KPI's) as well as behavioural competency requirement
Ensure that training and development of self and sales staff takes place in order to grow technical depth and capacity within the business by identifying development areas and assist in the self-development process
Integrate development needs into the individual development plans and discuss career planning with all sales staff bi-annually
KPA 5: New equipment performance attainment
Ensuring that from a revenue and profit perspective
Ensure effective management of daily administration tasks including workplace tidiness, telephone manner and general administration
Weekly update and management of sales revenue and stock forecasts
Manage call reports, communication, travel and any other expense reports
Ensure the adherence to all relevant business processes related to the role
KPA 6: Develop and maintain company CRM system
Ensure effective implementation, maintenance and use of company CRM system
Management and reporting of Sales Organisations KPA's (Coverage, conversion, Lost sales, planning and scheduling etc.)
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