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Lubrication Sales & Engineering Manager - East Rand
Job Masters (Pty) Ltd Wednesday, 13 November 2024 1Job Summary
Experience and knowledgeMinimum
- 3 – 5 years management experience
- At least 5 years proven industrial/ engineering product sales experience
- Proven track record, meeting or exceeding targets |
- Demonstrable customer focus
- Experienced in establishing and developing strategic and new business
- Proven ability to drive the sales process from plan to close
- Excellent interpersonal skills |
- Negotiation skills
- Excellent business understanding and knowledge of financial tools
- Advanced Excel competency |
- High energy levels and drive
Desirable
- 5 years’ experience in related field with knowledge of lubrication systems.
- Value selling experience in the industrial market would be advantageous.
- A good understanding of the market and industries of the territory.
Qualifications
Minimum
- Engineering degree or equivalent preferable
- A valid and unendorsed driver's licence |
- A valid and unendorsed passport
Desirable
- A qualification in Business Management
- High levels of concentration required where the workload will vary every day.
- Required to be self-motivated and able to make decisions within delegated responsibility.
- Expected to react to unpredictable operational requirements of an ad-hoc nature.
- Execution of Sales Excellence Methodology.
Physical demands
- Extensive, frequent travel will be required in order to visit and engage with distributors and
customers in the territory (>60%).
- Will be based at head office when not traveling to customers or branches.
Health and safety/ exposure to risk
- Occasionally exposed to some risk whilst travelling or on-site at customers.
Duties:
- Ensuring that the lubrication department sales targets are met.
- Implement a holistic sales excellence approach to drive sales, marketing, business intelligence and segment activities within Africa.
- Establish plans and strategies to expand the customer base in Africa.
Grow the lubrication system revenue in Africa.
- Develop and implement strategic and operational targets and activities to secure and grow the distribution business in Africa.
- Grow the business profitably through expanding territory and industry presence, increase brand awareness, develop operational excellence and value-added capabilities within the authorised
distribution network.
- Contribute to the development of customers and authorised distributors.
Description of duties
Primary functional objectives of the role
- Develop and drive strong sales and segment growth strategies, closely aligned to Key Account structures.
- Drive the lubrication business revenue for Africa, as well as the expansion of the value proposition and thus sales of the 5 technology areas by promoting the complete industrial market portfolio.
- Formulate, benchmark and share independent development strategies for key customers in the region.
- Continually strive to identify and seek to capitalise on profitable business opportunities.
- Manage stock holding effectively.
- Manage engineering team and be able to assist them.
- Achieve agreed sales, profit and other targets for the lubrication systems business.
- Manage and develop the Distribution network in Africa.
- Manage and develop high quality relationships with distributors and end user customers.
- Deploy price leadership strategy and value-based selling.
- Contribute to market intelligence by maintaining a broad and up to date knowledge on competitor activities, market drivers and external influences on the distributors and company business.
- Cooperate with Finance department in extending and enforcing the credit policy.
Performance management objectives of the role
- Achieve agreed sales, profit/contribution and other targets for the Region. Attain specific lubrication systems sales revenue targets.
- Full utilisation of C4C for planning visits, documenting visits, activities and opportunities.
- Implementation of Sales Excellence methodology.
Self
- Act as a role model and ambassador for the company |
- Act as leader and demonstrate Purpose and Values
(Collaboration, Curiosity, Courage and Care), and encourage the behaviours in others
- Drive change, innovation and challenge the status quo
- Responsibility for the maintenance of stakeholder relationships
- Ability to work in a multi-disciplinary team when required People
- Manage, lead and coach sales and technical staff.
- Manage the Service Departments that schedule technicians in the regions.
- Conduct site inspections for quality control purposes.
- Ensure operations and branches meet all EHS and legal requirements.
- Training, performance management and discipline of staff.
Assets
- Responsible for safekeeping of company assets, including structures, equipment, inventory and cash.
- Authorisation of requisitions and expenses in compliance with the Limits of Authority policy.
Decision making
- Always required to communicate and escalate where appropriate business critical information gleaned from customers and the distribution network.
- Analysis of data to make day-to-day job-related decision and to prioritise work in line with operational requirements.
- Required to make quick decisions and anticipate needs and can react to operational situations in a timely and appropriate manner.
Communication
- Excellent presentation skills are essential as the job holder will be required to attend and represent the organisation internally and with customers and distributors.
- Excellent communication skills are required as the person will be expected to negotiate and influence at all levels within customer and distributor organisations and the wider internal organisation
- Effective internal communication with stakeholders in various departments, e.g. customer experience, finance, services and solutions, etc.
- Good negotiation, communication and influencing skills are required
Job Masters (Pty) Ltd
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