Sales Manager - Capital Process Equipment - Mining

SUMMARY:
A well-established engineering company, based on the East Rand, within the Minerals Processing Industry requires the above to Identify opportunities and develop the market for Process Capital Equipment, as well as for associated plant.

POSITION INFO:
Minimum requirements for the role:

• A Degree/Diploma in Engineering, with preference in Process Engineering, Chem / Metallurgy with relevant experience is essential for this role.
• Previous (Minimum of 5 years) Sales / Management experience working in a similar position within the Mining, Process Equipment or Consulting Engineering environment.

• Must have a proven track record in a leadership position with sales of Capital Equipment to the Minerals industry (preference with international experience in Africa).
• Previous knowledge of crushing and or process plant design and operations is essential for this role.
• Must have a proven track record in the sales of Capital Equipment with specific knowledge in Crushing, Processing equipment (Preference on Crushers, Jigs, UCC, DMS, Sensor Sorting, DMS).
• Must be able to identify and provide value-added solutions.
• Must be able to interpret and understand client needs and translate these to the benefits that IMS can deliver.
• Must have a proven network in the Minerals industry.
• Previous experience in large Capital equipment tenders, including negotiation, knowledge of legal terms / risk assessment, performance & other guarantees, and overall risk management.
• Previous experience in costing and estimating for Capital Equipment tenders.
• Must be able to deliver and manage written technical proposals and reports.
• Must have an understanding of Sales Management and Business principals.
• Previous budgeting and financial modeling experience.
• Previous knowledge of Mining and Minerals Processing industry and market.

• Identifying opportunities and develop the market for Process Capital Equipment, as well as for associated plant.
• Uncovering clients needs and matching these to benefits provide by the company’s products and services.
• Building the required support systems and service skills to capture the aftermarket sales associated with the installed base.
• Demonstrating ESG benefits of products and plant solutions.
• Drawing up of proposals as well as coordinating any tests required to meet client needs.
• Negotiating the contract terms and conditions to reduce risk as well as maximise profitability.
• Managing the contract process and effective hand-over of capital equipment orders to clients.
• Providing timely, accurate, competitive pricing on all crushing, process and other related plant.
• Developing existing and new products to maintain crushing and process equipment competitive edge.
• Managing resources of the company and reporting on actual progress versus plan.
• Coordinating activities of direct and support staff.
• Maintaining accurate records of all pricings, sales, and activity reports.
• Controlling expenses to meet budget guidelines.
• Conferring with support staff and potential customers regarding equipment needs and advising on types of equipment to purchase.
• Keeping abreast of market trends.
• Maintaining detailed knowledge of the company’s products or services.
• Researching competitors, including marketing strategies and pricing philosophy.
• Providing ongoing support and training to direct and indirect sales / service staff.
• Attending and interacting with relevant industries associations.
• Defining and managing the sales process to ensure that the client’s needs are matched to the companies capabilities and product benefits.
• Training, developing and mentoring of subordinate staff aligned with KPIs.
• Developing talent within the team and encourage innovation and learning.
• Assisting in conducting performance appraisals for all relevant staff members.
• Managing work allocation and number of resources aligned with work flow and departmental objectives.
• Assisting in setting of sales budget and maintaining forecasts.
• Prospecting reporting and sales activity planning.
• Following Quality measures in terms of ISO 9001 procedures as well as relevant engineering’s processes, policies and procedures.
• Adhering to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.