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Sales Engineer

5 months ago

Midrand, South Africa Execustaff Full time
An opportunity has arisen in the Air Solutions Department for a self-driven and motivated individual who will be responsible for the following:

Purpose:
  • To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling VRF and Single Splits and/or related services.


Strategy
  • Develop and implement account sales strategy in line with company objectives.
  • Plan and manage personal business portfolio/territory/business according to an agreed market development strategy. 
  • Planning and ability to execute to achieve business plans.
  • Develop contingencies to be applied when plan fails.
  • Manage product/service mix, pricing and margins according to agreed objectives. 

Market Analysis
  • Increasing market share through identification of new niches, new applications, and new products.
  • Monitor and report on market and competitor activities and provide relevant reports and managing successful promotions and specials.
  • Analysis of Market and sales trends and regular reporting. 
  • Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing.

Technical Knowledge
  • HVAC Technical knowledge is a must (both product and selection software).
  • Develop CRM with developers, consulting engineers and contractors.
  • Getting listed on the specified manufacturer’s list of Consulting Engineers.
  • Selecting the right equipment considering all the vital factors that affects the product’s performance.

Project Management
  • Must maintain a healthy projects pipeline for the assigned market.
  • Strong follow ups on the projects starting from Access to spec-in to tender to final decision making (including pricing).
  • Ensure that the projects are listed and registered on B2B system.
  • Must closely monitor the project progress and have clear discussion during weekly pipeline meetings.
New Business Development
  • Develop a unique way to grow the business with his/her customers.
  • Provide solutions to management when faced with challenges.
  • To liaise with corporate contacts, build and develop relationships.
  • To assist with the preparation of contractual agreements and ensure that these are fully adhered to.
  • Do full tendering process, including writing of proposals, costing and motivations.

Strong Customer Relationships
  • Managing the relationship between the company and the customer is a big responsibility.
  • Treat your customers as partners and challenge them to grow their business with your brands.
  • Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.
  • Customers include Developers, Consulting Engineers, Contractors, Distributors and Dealers.

Reporting
  • Provide reports and analysis as required.
  • To prepare presentations, proposals, plans, contact reports as necessary.

Required Qualifications and Experience
  • Degree/Diploma in Engineering.
  • 3 – 5 years of Engineering Sales experience.
  • Market analysis knowledge.
  • Microsoft Office (MS Word, Excel and PowerPoint) advanced level.
  • CAD, Revit is an add-on.
  • Ability to use database for recording and reporting.

Required Competencies
  • Highly motivated, outgoing personality with a focus on execution of sales plans.
  • Ability to develop business relationships with channel partners across all levels.
  • Excellent presentation skills with the ability to present to customers.
  • Honesty, integrity and ethical conduct at all times.
  • Passionate and self-driven.
  • Communicate effectively, both orally and in writing.
  • Able to challenge themselves and meet all deadlines and targets for the department.
  • Ability to manage multiple accounts and partners.
  • Negotiation and administrative skills and ability to work under pressure.
  • Analytical skills to interpret sales performance and market trend information.
  • Exceptional sales skills with capabilities to switch consumers from competitor purchases.

Travel Requirements
  • Will be required to travel to customers.
  • Office 20% External 80% of the working week. 
  • Minimum of three nights away from home adhoc.
  • Willingness and ability to travel nationally and internationally when required.