Sales Manager; Capital Equipment at Konecranes

Main Responsibilities

• Assume the position of Sales Manager and build upon the existing success and momentum as well as Konecranes’ and Demag’s reputation in the South African market as a reliable, ethical and long term supplier of lifting equipment
• Spend time in the field fostering business relations, supporting external sales team with a view to closing new business
• Plan, direct and co-ordinate New Equipment sales activities with the objective of maximising the Company’s business in South Africa and the rest of Africa
• Develop and execute a sales strategic plan with the primary objective to establish long term relationships with various categories of customers and deliver consistent, regular and profitable sales. Extract and execute an annual business plan that achieves the revenue objectives as well as the qualitative goals of the plan
• Develop and implement a successful sales strategy
• Carry out regular in-field visits with external sales agents at end users. Ensure that external sales team has correct tools for the job and ensure that regular coaching training is carried out for sales staff
• Ensure administrative procedures are followed (call plan, weekly plan, weekly reports; accuracy of forecasts; pipeline management and customer relationship management (CRM))
• Ensure adequate contract reviews and risk management plans for projects at hand
• Contribute towards the overall growth and profitability of the company and engender a style of management that encourages an ethos of excellence and a mindset of continuous improvement
• Engender close working relationship with the Service business unit which is characterised by collaboration

Qualifications

• Relevant qualification B-degree or technical national diploma

Professional Experience

• An individual of professional integrity with extensive sales knowledge and capability in South Africa
• Well established network within the heavy engineering industry would be useful as would understanding of lifting technology in order to interact with customers from a technical point of view
• Successful sales relationship manager with proven history in growing profitable sales volumes
• Ability to sell based on an overall value proposition as opposed to price. Customers need to understand the reason for their premium products – a “hard sell”

PERSONAL CHARACTERISTICS

• An outgoing, sales motivated and focussed leader who is able to adopt both a strategic and hands-on approach. Commercially astute, strong on market development, coupled with the technical knowledge “to bring it all together”
• Strong drive to deliver results coupled with sound people management and leadership skills in order to motivate staff, build relationships and engage the team to deliver the required results. Ability to keep sales staff motivated in face of strong competition and cheaper pricing by competitors
• Customer Focus – keeping in touch with the market, and identifying and understanding customers and their requirements
• A team player who is able to “take” staff along with him and communicate effectively. Willing to get hands dirty, involved and not merely be office bound
• Availability to travel locally and have a degree of flexibility and approach to working hours