Regional Retrofits Business Development Director

7 days ago

Pretoria, Gauteng, South Africa Sulzer Ltd Full time

Pump Upgrade and Retrofit Strategy Leader

We are seeking a highly experienced professional to lead our pump upgrade and retrofit strategy in identified regions.

The successful candidate will have a strong background in mechanical engineering and sales strategy implementation, with a deep understanding of the pump industry and its challenges and opportunities.

The role involves working closely with sales teams and customers to identify opportunities for retrofit and upgrade projects and driving them through to timely delivery of order intake.

Key Responsibilities

The key responsibilities of this position include:

  1. Supporting the Head of Retrofits in the development of the overall regional strategy plan, sales plan and continuous improvement projects.
  2. Acting as the main point of contact and technical consultant to sales teams or end-users/customers for all retrofit enquiries and related activities within nominated regions.
  3. Developing account/region plans for delivering growth of retrofit opportunities in allocated sales territories using technical knowledge and customer market requirements as drivers.
  4. Driving local Regional Sales teams to work in-line with the strategic plan to identify opportunities and drive through to order award.
  5. Supporting input to the Rolling Forecast (RFC) process for nominated sales territories in collaboration with regional sales and service managers/directors.
  6. Responsible for driving initiatives within nominated sales territories to promote the identification of retrofit opportunities through performing tasks such as technical forums, health checks or asset reviews, customer visits, internal training sessions, etc.
  7. Ensuring effective client contact, relationship building, and management processes are in place to positively influence the client and create a pre-disposition to view Sulzer as the preferred source of supply.
  8. Actively utilizing the customer relationship management (CRM) system.
  9. Completing competitor review on retrofit strength on a half-yearly basis to support sales identification and drive to sales strategies.
  10. Maintaining knowledge of market and industry trends, competitors, technologies, and leading customer strategies, especially in relation to the retrofit and re-rate business.
  11. Producing and reviewing proposals and supporting overall tender process.
  12. Ensuring that handover meetings and documentation are effective and result in a smooth transition from pre to post-order status.
  13. Attending sales meetings and ensuring that all relevant information from assigned areas is available for the sales team.
  14. Actively promoting retrofits through social media and other peer platforms – internally and externally.
  15. To adhere strictly to the company and national ESH regulations and operational procedures.
  16. To contribute development of environmentally friendly products and solutions.
  17. To participate and contribute to consultation process in health and safety related activities, where applicable.
  18. To report all ESH potential and actual incidents to line manager or site ESH manager.
  19. To help prevent and report any environmental and health and safety violations in the workplace.

Requirements

The ideal candidate will have:

  1. A degree or relevant qualification in mechanical engineering.
  2. A minimum of 5 years of relevant experience within the related pump industry.
  3. Relevant experience within the oil and gas and energy sectors.
  4. Experience of implementing sales strategies.
  5. Knowledge of technical sales.
  6. Knowledge of general pump upgrades.
  7. Financial/budget management.
  8. Influencing and persuasion skills.
  9. Relationship management skills.
  10. Commercial acumen.
  11. Ability to act independently.
  12. Flexibility and ability to adapt to change.

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