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  • Posted: Jul 6, 2020
    Deadline: Jul 13, 2020
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    Sandvik is a global industrial group with advanced products and world-leading positions in selected areas - tools for metal cutting, machinery and tools for rock excavation, stainless materials, special alloys, metallic and ceramic resistance materials as well as process systems. Specialties Tools for metal cutting, machinery and tools for rock excavation, ...
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    Parts and Service Sales Manager

    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

    Method of Application

    Interested and qualified? Go to Sandvik on sandvik.wd3.myworkdayjobs.com to apply

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