Pre - Sales Manager at Ariston Group

JOB PURPOSE

• Promote and sell Ariston water heating products and services.
• Act as a linchpin between technical intricacies and Customer needs.
• Develop a sales strategy for the region, and implement effectively in the market
• Provide technical support to the sales resources to achieve business targets and budgets in the region
• Develop and maintain current customer/dealership relationships and identify new customers.
• Forge strong relations with Professional channel such as Architects, Quantity Surveyors and Wet services Engineers. 
• Follow industry trends and identify market opportunities 
• Have a fundamental understanding on Renewable Water Heating products.

AREAS OF RESPONSIBILITY

• Continuously oversee support to (existing and prospective) strategic accounts. Ensure service quality, maintain goodwill and rapidly resolve any business issues that arise.
• Monitor competitors (costs, brands, prices, actions, trends) and market economic indicators
• Establish sales value and volume objectives by forecasting and developing annual sales/volume targets for regions and territories for existing and new product ranges
• Develop new customer base / distributor network across the region.
• Develop new product typologies and implement them into local market & region.
• Be responsible for demonstrations of the products, assisting with POCs, RFPs and aiding in closing the deals. 
• Business development: orders, shipments, logistics, payments, interact with marketing & service
• Establish and conduct technical training to various internal and external stakeholders.
• Optimise the deal-closing / result-orientation capabilities of the sales resources.
• Provide comprehensive technical responses to RFIs and RFPs.
• Prepare annual and quarterly sales forecasts, monitor sales targets according to national agreements and provide input for corrective actions 
• Ensure that all technical solution proposals fit within the client’s requirements and budget and are aligned to feasible Services implementations.

REPORTING STRUCTURE / KEY INTERFACES

• Reports to: Country Director (Dotted Line) & to National Sales Manager (Direct Line)
• Provide technical training and general product support to the Sales Team.
• Liaises with (internal): National Sales Manager, Factory Manager; Marketing Manager; HR Manager; Supply Chain & Logistics Manager; Procurement Manager; After-Sales Manager
• Liaises with (external): customers; distributors; 

REQUIRED EXPERIENCE, KNOWLEDGE/SKILLS, QUALIFICATIONS, COMPETENCIES
Experience:

• Approx. 10-15 years’ sales and sales management experience within mid-sized companies in business-to-business industries (building materials, sanitary ware, plumbing, home appliances, power tools, DIY, heating and consumer goods), focusing on traditional channels, dealing with distributors & retailers.
• Experience in dealing with Architects, Wet services engineers, Developers is key.
• Must have a fundamental knowledge of new build sector and legislative requirements.
• A solid and comprehensive understanding of Renewable water heating market is key.
• Previous experience in Solar water Heating, Solar PV , Gas water heating and electric geysers would be an advantage.

Knowledge/Skills:

• Outstanding commercial skills and ability
• Able to connect well with the global marketing team on product development, pricing, marketing communications
• Able to sell / promote Ariston through the professional and trade channels.
• Able to prepare budgets and forecasts at local (South Africa) level, and ensures their timely reporting for business planning purposes
• Accomplished Excel user (pivot tables, VLOOKUP, database, etc.)
• Competent user of other Microsoft Office applications, familiar with sales software packages
• Languages: English at a professional level. Any other African language a plus 

Qualifications:

• Bachelor’s degree in economics / marketing (or other discipline, with sales management experience) 

Behavioural Competencies:

• A result-oriented, creative leader, able to function autonomously 
• Passionate team player, demonstrating excellent relationship management skills with partners, customers & peers