Sales Manager - Engineering Sector

Location: Congella, Durban, Kwazulu-Natal, South Africa
Date Posted: 05-03-2019
Role purpose
  • To be accountable for sales strategy, productivity of the field sales team, opportunity management and achievement of agreed business objectives
  • To generate profitable revenue from the sale of our client’s products within a designated customer base and to establish ‘Industry Sales Plans’
  • To develop and implement, sales actions and tactics which are relevant to the ‘Industry Sales Plans’ and to effectively and proactively manage a Field Sales Team sharing the Industry Sales Plan with them so they fully understand their individual responsibilities to generate profitable sales
  • To motivate, coach and produce a high-performance sales team.
Key responsibilities
  • Work with the sales management team to contribute to the fulfilment of sales goals, profit growth, customer satisfaction and retention.  Identify and measure key market segments and key accounts
  • Build strong links with technology and marketing disciplines, to become a two-way conduit for new business opportunities and sales/profit growth
  • Develop, motivate and proactively lead an effective team of Field-Based Sales Representatives and Territory Account Managers, ensuring exceptional standards of service provision and performance are maintained at all times
  • Set challenging team and individual SMART objectives, ensuring every individual has a clear understanding of their role in the execution of these objectives.  Ensure that the team understand their responsibilities regarding safety, ethics and the bribery act and to ensure that policies and procedures are followed
  • Create a culture of learning by proactively engaging and involving the sales team in regular communications, initiate sales meetings, observe client visits and actively participate in coaching and training. Ensure standards of discipline are maintained and successes are celebrated
  • Establish and maintain effective sales forecasting methods, in conjunction with key stakeholders (i.e. Supply Chain Director) to ensure forecasts are accurate
  • Prepare up-to-date and timely management information including monthly and quarterly activity (e.g. gross margin, sales growth, and new customers), pipeline and attainment of revenue objectives and review sales performance with the field sales team on at least a monthly basis.
  • Proactively track, challenge and manage your direct reports KPI performance;  specifically looking at customer visit reports, prospect mapping, strategic plans, gross margin, sales growth, new customers and pipeline to ensure the attainment of revenue objectives
  • Delight customers by delivering exceptional customer service and manage accounts where necessary
  • Establish and increase contacts by maximising networking opportunities using multiple sources (conferences, events, social media, etc.)
  • Work collaboratively to form positive and productive relationships with colleagues across the business, working closely with key stakeholders (e.g. Internal Sales Team, Marketing)
  • Continually learn and update personal knowledge by actively participating in learning events, researching, reading professional publications, and participating in both internal and external-led workshops and associated events.

Technical/job specific skills required
Essential Preferred
  • Strong leadership and management experience leading and motivating high performing sales teams
  • Customer focused with exceptional customer service ethos
  • Credible, professional and emotionally intelligent
  • Strategic awareness, with excellent commercial and analytical skills
  • Excellent presentation and influencing skills at various levels of a business
  • Ability to problem solve and make focused and considered decisions
  • Adaptable to change and able to lead others through periods of change
  • Ability to build excellent relationships
  • Excellent IT and Microsoft Office Skills
  • Knowledge of engineering terminology
  • Willingness to travel
  • Knowledge of engineering/engineering background
  • Ability to read and understand engineering drawings
  • Knowledge of the different industries James Walker operates
  • Understanding of sealing technology and applications across a broad section of industries
  • Expertise in providing sealing solutions to a wide range of industry/market sectors
Essential Preferred
  • Minimum Matric qualification in Maths and English
  • Formal recognised sales qualification (or working towards)
  • Management qualification or other professional management training (or working towards)
  • Engineering-related qualification
  • Time served engineer
Essential Preferred
  • Experience of leading and managing a successful sales team
  • Success with developing sales strategy and sales plans
  • Managing and building competent and capable  teams
  • Contractual exposure within a sales role, with an understanding of terms and conditions
  • Experience of developing and managing sales budgets
  • Excellent understanding of engineering with the ability to identify customer requirements, understand engineering drawings and customer specifications
  • Strong history of network development and management at multiple business levels
  • Experience of working in an engineering and/or manufacturing environment
  • Ability to demonstrate an excellent working knowledge of James Walker, its products and the different industry sectors
  • An understanding and application of project management methodology
  • CRM or equivalent experience
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