Parts and Service Sales Manager at Sandvik

Main Responsibilities

• Directly managing a team of front line sales staff, actively involved in the field as sales people with customers.
• May also have own sales territory or portfolio of customers for which they serve as the designated salesperson, in some cases assigned to manage specific distributor relationships.
• The sales manager is ultimately accountable for meeting established sales goals within his or her geography and/or customer base through effective management of the assigned sales team and by maintaining an active presence with customers in the market.
• Review and monitor sales performance periodically and refine sales strategy as required by Management
• Take accountability for management of budgets and forecasts (including A&S costs)

Functional Customer & Market Understanding

• Assess potential in all assigned SMRT regional market segments served and make recommendations to penetrate underdeveloped opportunities
• Know and understand customers business, (revenue base, geographical area, sales potential, business cycle and decision makers).
• Developing strategic plans for the revenue growth within the assigned SMRT regional market segments
• Lead the review, analysis and recommendation of new business opportunities based on spend and installed base
• Analyse and understand the market share and commercial offerings for the area of responsibility and identify areas to leverage growth opportunities.
• Develop and maintain strong relationships and contact with customer organizations and provide timely feedback to customer queries.

Sales growth & development

• Aggressively develop and maintain channels to gain profitable market share
• Based on available product portfolio, develop specific sales programs related to customer segmentations
• Grow and retain existing accounts by presenting new solutions and services to clients
• Is ultimately responsible for the effective management of the developed sales plan within the assigned SMRT regional market segments
• Prospect for, develop and expand new business
• Improve market penetration by staying current on competitor offering, price and activities through market analysis including social media, market updates and sales channel updates
• Work collaboratively with sales and customer support teams including CSC and product support on customer strategies which will improve revenue and business profitability
• Lead the sales team to develop the sales pipeline and effectively use technology including CRM, Business Insights tools and data analytics tools to understand and review market trends
• Ensure key aftermarket intiatives are effectively and efficiently carried out to achieve desired objectives

Financial

• Ensure customers are signed up to Sandvik terms and conditions for the aftermarket business
• Implement net prices files and price increases determined by Global Pricing reviews
• Accountable for cost management including A&S and profitability on service jobs
• Ensure commercial compliance including: adherence to LOA, review of QAR, CAR within LOA, provide commercial templates to customer & ensure agreed commercial agreements are executed by sales team
• Provide support and assistance following up outstanding debtors and customer credit limits
• Achieve set sales KPI's and targets

Communication

• Communicate internally on sales plans and progress
• Regularly follow up with sales team and customers on ongoing sales initiatives
• Engage with all internal stakeholders involved with the aftermarket deliverables

Leadership

• Provide leadership and direction on the sales vision and strategy
• Recruit and onboard talent into the team and develop competence and skill
• Coach, mentor, motivate and lead the sales team on the sales process and strategy to help them to achieve sales and team goals and objectives for their customer base
• Ensure that there is a visual leadership presence
   

Your Profile

• Technical qualification (trades certificate or technical degree)
• Commercial training - certificate/diploma/degree
• Business Administration Qualification advantage
• 8-10 years proven sales & sales management experience in technical sales
• Extensive experience in managing Customer relationships
• Proven understanding of heavy or industrial equipment parts and components
• Well-developed understanding of customer and market dynamics and requirements
• Minimum 5 years’ experience in commercial negotiations

Applications close: 13 July 2020