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AS Sales Head

4 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 manage sales of the company’s Air Solutions products and ensures consistent, profitable growth in sales revenue through positive planning, deployment and management of sales team


Sales Strategy
  • Develop and Implement Strategic and Business plan for the sales market
  • Strategize and plan the sales process management, forecasting, pricing, key account management, expenses, profitability, new product development, market research and brand strategy
  • Analyse Store and Partners performance indicators against company goals and lead direct reports to develop plans to improve the business.
  • Expand on current channel to market and identify new target contactors and consultants.
  • Prepare sales strategy to achieve sales growth in both local and export sales to allocated countries bordering South Africa.

Monitoring Profit
  • Monitor sales performance by sales group and action strategy to improve on current performance where necessary
  • Heading the Air Solutions sales and ensure sales growth is achieved where possible
  • Motivate and inspire the team to perform to their full potential 
  • Conduct regular meeting with the sales team to review sales performance and forecasts for each region
  • Periodically review distributor performance and check on gaps in performance vs target
  • Conduct regular meeting with distributors and sales team to discuss performance, training and sales strategy
  • Update management on business process and operating plan and financial model and profitability

Market Share
  • Conduct effective and accurate market research and apply this information to increase sales
  • Conduct analysis of sales trends and develop strategy according o result
  • Keep up to date with recent market and industry trends, competitors, and leading customer strategies 
  • Increasing sales through identification of possible new applications or new products
  • Monitor and report on competitor activities 
  • Support sales team with marketing activities with product launches, promotions, advertising adventures and exhibitions.

Sales Forecasting
  • Monitor that forecasting is in line with sales planning
  • Continuously strive to minimize forecasting error rate and on forecasting methods used
  • Continuously strive to ensure that LTI is at an acceptable level based on sales performance
  • Monitor and ensure that Monthly and yearly sales forecasts are correctly compiled

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.

Pricing
  • Negotiate pricing that would drive sales
  • Keep abreast of market developments and competitors’ product pricing and activities and make recommendations
  • Keeping price relevant to brand perception.

Reporting
  • Report and communicate on sales performance vs set target
  • Highlight key variances and change sales plan and forecasts accordingly
  • Progress report on forecast accuracy and inventory plans against set targets

Budget Setting
  • Assist with setting up of annual sales target
  • Assist with setting up of annual sales targets for each sales group and coastal distributors and monitors

Required Experience
  • 5 – 10 years Retail sales and sales management experience
  • Experience in developing marketing and sales strategies 
  • MS Office at an advanced level.
  • Possession of a reliable vehicle and a valid driver’s licence

Required Competencies
  • Exceptional sales skills with capabilities to switch consumers from competitor purchases.
  • Strong understanding of consumer buying behaviour in consumer electronics.
  • Negotiation skills to get support from retail managers for sales promotions and best displays.
  • Ability to share knowledge and gain support through motivation of sales team via strong leadership.
  • Honesty, integrity and ethical conduct at all times
  • Willingness and ability to travel nationally and internationally when required
  • Persistence and creativeness
  • Ability to function under pressure
  • Communication (verbal & written) and interpersonal skills
  • Excellent oral and written communication skills

Educational Requirements
  • A Degree/Diploma in sales & marketing or business studies 
  • 20 years minimum experience in local sales and export management in HVAC
  • Proven sales success track record

Cultural Diversity
  • Able to transfer knowledge and guidance across various cultures and level of education
  • Interface with cross functional work teams such as dealers, customer support / services / sales / marketing / finance etc.

Travel Requirements
  • Local county wide travel quarterly
  • Export country travel required monthly
  • Ability to travel internationally