Job Title

Sales Manager

South Africa, Gauteng
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Market Related
Area: South Africa, Gauteng
Sector: Engineering
Posted: 15 May 2024

Job Details

JOB DESCRIPTION

Position Detail

Job Title

Sales Manager (Hub)

Direct Line Manager

Regional General Manager

Job Grade

Patterson: D-Lower

Department

Regional (Hub)

 

                                      Purpose Statement

To drive Hub Sales targets through the effective management of the external sales team and the sales process to ensure coverage of the Hub’s sales budgets.

To achieve growth in each market sector through the sales team in the Hub.

Key performance areas (to translate into a measure of success)

  • Competitor Analysis
  • Adherence to sales process
  • Leadership and Management

Main Outputs and Responsibilities for This Position

AREA/TYPE

RESPONSIBILITY

Actual to Budget Revenue with a plan for surplus.

 

 

· Ensure Sales Consultants together with trade desk meet set targets and budgets.

· Set goals with sales consultants to ensure that the Hub turnover and utilisation targets are met.

· Develop and propose new ways and means to increase revenue.

· Manage and maintain pricing in accordance with budget

· Plan for growth and forecast accordingly

· Execute Hub Sales strategy and assist Regional General Manager in the sales Strategy.

Quote Conversion

 

· Ensure Sales Consultants and trade desk meet set conversion rates.

· Maintain the correct skills, tools, processes and resources in order to maximize quote conversion.  

· Ensure that decision makers both at the customers head office & on their sites are adequately covered in order to secure deals.

Effective coverage of customer Sites and Head Offices to build and maintain effective business relationships.

 

 

 

· Ensure that all customers with potential business opportunities are visited and the services of Eazi Access are promoted on a planned and regular basis.

· Manage territory & opportunity coverage and related resources.

· Ensure maintenance of contact database and follow ups.

· Manage call ratios of external sales staff.

· Ensure adequate planning and time management of sales team.

· Assist sales team in resolving queries, challenges, or possible complaints with customers.

· Maintain sales channels and actively develop new ones.

· Regularly review customer classification by spend and opportunity.

· Review and apply the appropriate resources to effectively take care of both new and dormant accounts.

· Service levels to be set, maintained and assessed on a

regular basis.  

· Call on customers with Sales Consultants regularly and

ensure that Customers are satisfied with product, service

and sales interactions.

Competitor Analysis

 

 

· Develop and submit competitor analysis to Regional General Manager.

· Collate information on a regular basis regarding competitor’s rates, fleet and activities.  

· Discuss and implement counter measures with the Regional General Manager for the effective use by both the Internal & external sales teams.

· Ensure that Eazi maintains a competitive edge and that learnings are shared and taught appropriately.

· Be an advocate for the Eazi value proposition.

 

Adherence to sales process.

 

 

· Ensuring that all policies and procedures are adhered to in the sales department and wider company.

· Ensure all duties are carried out safely and in accordance with all company policies and legal requirements.

· Ensure that the Sales team are well trained and that they adhere to the Sales Process.

· Ensure that the most effective tools and resources are in place to effectively execute the sales process.

· Ensure that weekly debtors meetings actions are attended to, issues addressed and followed up effectively.   

· Produce weekly and monthly sales reports covering, revenue to budget, utilization, forecasting, sales consultants progress, debtors, opposition, opportunities & challenges

Leadership and Management

· Ensure that Eazi Access has a willing, able, motivated sales team

· Ensure that selling skills are practiced effectively and consistently by all external sales staff by observation.

· Advise and assist individuals to grow and develop to build competency and revenue.

· Implement a continuous learning program for the team to keep them highly skilled, motivated, focused and effective.

· Identify additional sales resource requirements and hire appropriate skilled candidates to meet changing needs to address growth.

· Ensure that employees have clear and understood work/role descriptions, targets and goals to perform their functions, and that client needs, and requirements are integrated into all work-related practices.

· Ensure that employees have the right resources, skills, tools, equipment, and information to successfully execute on their responsibilities;

· Effectively manage employee performance and create opportunities for them to gain the competence for the work required and to grow.

· Manage staff in accordance with agreed key performance indicators.

Any other lawful and reasonable outputs and responsibilities that may be required.

Qualifications

Minimum

 

Grade 12

Recommended

 

B Com Sales & Marketing Degree, IMM Diploma will be an advantage

 

Experience

· 4 – 5 Years Sales Management experience within a corporate or semi-corporate environment

· 4 – 5 years’ experience in managing a sales team.

· 4 – 5 years general business management experience.

· 3 years’ experience in a Trade Desk environment.

· Some experience in the rental industry and/or logistics market.

 

 

Knowledge

· Budgets and Planning

· Customer service

· Proposal writing

· Sales and marketing

· Rental industry

· Knowledge of work of height machinery and equipment

· Microsoft Office

· CRM systems

· Trade Desk operation

  

Skills

· Sales and Marketing skills

· Excellent communication skills

· Negotiating and influencing skills

· Persuasion skills

· Report writing

· Presentation skills

· Relationship Management skills

· Commercial skills

· People Management Skills

· Analytical skills

· Networking skills

· Sound judgement and decision-making skills

 

Behavioral Competencies

· Integrity

· Creativity

· Logical and Analytical

· Interpersonal Skills

· Resilience

· Persuasiveness

· Energy and Drive

· Quality Orientation

· Planning and Organizing