Heidelberg: Sales Manager posted by Staffing-Jet

MAIN PURPOSE To take the lead on strategic sales planning and execution, prioritizing opportunities allowing Company in Africa to have maximum sales and profitability gain in the market currently operating. Ensuring the identification and generation of new business opportunities so as to contribute to overall business sustainability, expansion and profitability of the Company in Africa KEY RESPONSIBILITIES AND DELIVERABLES Strategy Development & Execution ◼ Work closely with the WEG Transformers Africa Executive in formalizing a sales strategy, execute and monitor the progress of the sales strategy implemented. ◼ Take responsibility for conducting a thorough market analysis, exposing targeted opportunities for WEG Transformers Africa ◼ Understand WEG Transformers Africa product portfolio and develop a business strategy aligned with business and client priorities in South Africa and Africa ◼ Interact on a frequent basis with other WEG Group companies to identify and work on common opportunities ◼ In conjunction with the WEG Transformers Executive, guarantee the strategies and actions to be put in place are aligned with WEG Group overall business strategies and policies ◼ Develop an achievable budget considering product portfolio, targeted client base and market conditions ◼ Implement and execute sales strategies by making use of market contacts. ◼ Constantly liaise with WEG Transformers Africa Executive in order to monitor target achievements and be able to deviate from the original strategy to ensure a favorable outcome for WEG Transformers Africa ◼ Achieve sales targets by developing and maintaining business with existing and potential clients ◼ Manage sales activities and pipeline to meet revenue targets ◼ Research industry sectors and develop a plan to expose WEG Transformers Africa to growth opportunities ◼ Establish, manage and retain relationships with existing and potential clients, consultants and partners in targeted sectors ◼ Analyze lost opportunities and propose solutions in order to get access to similar opportunities in the future ◼ Prioritize opportunities in conjunction with the Proposals team ensuring time and energy is focused on the correct opportunities Sales Activities ◼ Generate new leads by identifying target clients and/or relevant contacts ◼ Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales ◼ Participate in industry and client networking ◼ Attend conferences, meetings and industry events ◼ Monitor market movements and trends, provide pricing feedback and monitor tender cycles. Delivery of Client Solutions ◼ Participate in client briefing sessions and facilitate the proposals team to respond to client RFP’s ◼ Project manage the tender response and ensure that the Proposals team complies with all tender commercial and technical requirements ◼ Lead the Proposals team on building and implementing client solutions according to RFP commercial and technical specification, acting as the link between the technical and commercial teams ◼ Lead new client pitches across various market sectors ◼ Conduct sales presentations to demonstrate the WTA manufacturing and supply capability and value proposition considering the clients desired solution ◼ Manage and aid contracts/tenders’ discussions and negotiations between Client and the Company’s Africa team ◼ Track and record proposals activity and help close deals to meet targets ◼ Create controls to determine project delivery success rate ◼ Support the Contracts team to develop a project plan for roll-out and implementation to ensure the successful delivery of client solutions ◼ Provide and facilitate with client after sales support Administration and Reports ◼ Generate an annual business plan highlighting development within the targeted WTA market sector, strategies to penetrate the market sector and associated revenue that can be generated through strategy implementation ◼ Manage the external sales team and all related personnel issues, including but not limited to job descriptions and functions distribution, leave, development, training records, performance, etc., as per Company Group policies ◼ Define the necessary procedures and documentation related to the area in accordance to Africa’s Quality Management and Health and Safety systems. ◼ Administration coupled to sales activities: ◼ Monthly call plans ◼ Sales call reports ◼ Project reports ◼ Budgets forecasts ◼ Monthly sales reports ◼ CRM maintenance related to customer data base and daily use ◼ Obtain information on competitors’ products, pricing policies and business strategies with targeted market sector QUALIFICATIONS AND EXPERIENCE ◼ Matric with an N6/S4 in Electrical Engineering or relevant qualification ◼ A minimum of 10 years sales experience within the Minisub, Power and Distribution transformer environment with emphasis on technical knowledge and know-how on all relevant power distribution products ◼ Preferably from and have experience in the Minisub, Power and Distribution transformer ◼ Proven track record of maintaining and improving sales turnover ◼ Good level of computer literacy, specifically MS. Excel, PowerPoint and Outlook ◼ Good negotiating and presentation skills ◼ Experience in travelling within South Africa and Africa ◼ Must be able to read, write, speak and understand the English language ◼ Be able to communicate at all levels at corporate clients ◼ Have a good understanding of the Minisub, Power and Distribution transformer environment in South Africa ◼ Have a good contact base and understanding of projects and developments in the Minisub, Power and Distribution transformer environment. SPECIAL REQUIREMENTS ◼ Valid passport as international travel may be a requirement ◼ Be in possession of a legal driver’s license ◼ Must be able to communicate clearly and concisely, orally and in writing, including presenting and formal communications ◼ Willingness and freedom to travel within South Africa and Africa ◼ Must possess the ability to work independently and make independent decisions when circumstances warrant ◼ A sense of urgency with a strong customer service orientation ◼ Hard working, resourceful, ambitious and have excellent business acumen ◼ Be able to negotiate and close deals WORKING CONDITIONS ◼ This is not an office-based position. It will be required to manage time between the office and clients based in South Africa and Africa ◼ Is subject to work beyond normal working hours, evenings, weekends and holidays should the need arise ◼ Attend and participates in continuing educational programs designed to keep you abreast of changes in your profession ◼ Position may require out of town travel from time to time ◼ Must be able to work with limited supervision GENERAL ◼ Keep abreast of all developments related to Minisubs, Power and Distribution Transformer Equipment in all targeted market sectors in South Africa and Africa ◼ Assist with client technical and commercial queries ◼ Assist with product launches, technical presentations and trade shows ◼ Attend management meetings as and when required ◼ Attend regular Sales and Projects meetings ◼ Constantly communicate relevant project information to the WEG team in order to improve opportunities for the Company ◼ Perform any other reasonable duty delegated to you ◼ Comply with all the Company’s Group policies, procedures and rule