Territory Manager Southern Africa - JHB at Normet

Responsibilities:

• Management of Normet Distributors
• Achieving results through Distributors
• Actively identify and target new business/sales opportunities. Manage the sales cycle and lead the sales and market development activities to promote growth of the Normet business for assigned accounts and territories
• Deep understanding of the customer and their business to facilitate value development. Effectively communicate with customers. Educate customers on new products and product enhancements. Accurately articulate and present product features and benefits
• Foster and grow the appropriate business relationships both internally and externally to ensure high customer satisfaction.  Acting as a channel for distribution of customer information to relevant parts of Normet’s organisation and on the other hand information from Normet towards the customer’s organization via our Distributors and directly
• Interpret and manage key financial result areas, i.e. revenues, volume, margins, days sales outstanding and forecasting
• Maintain Account Plans and CRM
• Create and implement account plans that are well aligned with the business strategy. Development of strategic plans for the account to expand Normet’s business with the customer
• Drive strategy within the account and making sure the strategy is being delivered
• Long-term, cross-functional relationship building within customer’s organisation to enable implementation of account business strategy
• Management of a multi-functional and multinational team (Account Team) without line management responsibilities
• Represent Normet at trade shows, conferences, and at local industry associations
• Work in partnership with the Technical team to service key accounts and prospect for new accounts
• Develop on-going market intelligence and research to provide for the introduction of new products and keep abreast of competition
• Collaborate with team members from other geographies to service global multinational customers

Experience:

• Experience in the area of Account and Customer Relationship Management
• Highly developed and mature influential negotiation, communication and presentation skills at all levels in the organization including executive level
• Must be able to demonstrate experience (with examples) of the following:
• Large Account Management track record highlighting successes and failures
• Using Account Management software and or CRM software
• Strong business sense
• Strategic thinking
• Business and industry understanding
• Driving for results
• Decision making
• Influencing and leading change
• Planning and organizing
• Managing performance
• Good managerial and leadership skills

Qualifications and skills:

• Qualification in Engineering and/or Business Management
• At least 2 years selling experience in Mining Services environment and minimum of 5 years underground Mining industry experience or exposure
• Good presentation, interpersonal and negotiation skills,
• Excellent communication skills to deal with technical and commercial discussions with customers
• Good data analysis and planning skills
• High energy, team player and capability of working under pressure
• Self-motivated, initiative, open-minded, and detail-oriented
• Fluent in English
• Willing and able to travel 50% of the time
• Tactical and strategic thinking and business acumen
• Strong negotiation and presentation skills
• Excellent interpersonal abilities and a strong drive for results
• Demonstrated successes in implementing new product, solution, technology and value selling programs
• Experience in working in a matrix organization and exposed to regional or global team will be a plus. Ability to understand global strategy and localize the strategy to regional characteristics
• Proficient in MS Office tools (Word, Excel, PowerPoint, etc)