Lubrication Sales and Engineering Manager – East Rand

Job Summary:

Responsible to Managing Director South Africa / Engineering & Services Manager Africa

Responsible for Sales team, Engineering team, workshop and 5 branches

Job purpose:

Responsible for the planning, organising, directing, controlling and coordination of the financial, personnel, and administration activities in a manner that supports reaching the profitability goals.

Experience and knowledge:

• Minimum 3 – 5 years management experience
• At least 5 years proven industrial/ engineering product sales experience
• Proven track record, meeting or exceeding targets |
• Demonstrable customer focus
• Experienced in establishing and developing strategic and new business
• Proven ability to drive the sales process from plan to close
• Excellent interpersonal skills
• Negotiation skills
• Excellent business understanding and knowledge of financial tools
• Advanced Excel competency
• High energy levels and drive
• Desirable
• 5 years’ experience in related field with knowledge of lubrication systems.
• Value selling experience in the industrial market would be advantageous.
• A good understanding of the market and industries of the territory.

Qualifications:

• Minimum Engineering degree or equivalent preferable
• A valid and unendorsed driver's licence
• A valid and unendorsed passport
• Desirable
• A qualification in Business Management
• High levels of concentration required where the workload will vary every day.
• Required to be self-motivated and able to make decisions within delegated responsibility.
• Expected to react to unpredictable operational requirements of an ad-hoc nature.
• Execution of Sales Excellence Methodology.
• Physical demands
• Extensive, frequent travel will be required in order to visit and engage with distributors and
• customers in the territory (>60%).
• Will be based at head office when not traveling to customers or branches.
• Health and safety/ exposure to risk
• Occasionally exposed to some risk whilst travelling or on-site at customers.

Duties:

• Ensuring that the lubrication department sales targets are met.
• Implement a holistic sales excellence approach to drive sales, marketing, business intelligence and segment activities within Africa.
• Establish plans and strategies to expand the customer base in Africa.
• Grow the lubrication system revenue in Africa.
• Develop and implement strategic and operational targets and activities to secure and grow the distribution business in Africa.
• Grow the business profitably through expanding territory and industry presence, increase brand awareness, develop operational excellence and value-added capabilities within the authorised
• distribution network.
• Contribute to the development of customers and authorised distributors.

Description of duties:

• Primary functional objectives of the role
• Develop and drive strong sales and segment growth strategies, closely aligned to Key Account structures.
• Drive the lubrication business revenue for Africa, as well as the expansion of the value proposition and thus sales of the 5 technology areas by promoting the complete industrial market portfolio.
• Formulate, benchmark and share independent development strategies for key customers in the region.
• Continually strive to identify and seek to capitalise on profitable business opportunities.
• Manage stock holding effectively.
• Manage engineering team and be able to assist them.
• Achieve agreed sales, profit and other targets for the lubrication systems business.
• Manage and develop the Distribution network in Africa.
• Manage and develop high quality relationships with distributors and end user customers.
• Deploy price leadership strategy and value-based selling.
• Contribute to market intelligence by maintaining a broad and up to date knowledge on competitor activities, market drivers and external influences on the distributors and company business.
• Cooperate with Finance department in extending and enforcing the credit policy.
• Performance management objectives of the role.
• Achieve agreed sales, profit/contribution and other targets for the Region. Attain specific lubrication systems sales revenue targets.
• Full utilisation of C4C for planning visits, documenting visits, activities and opportunities.
• Implementation of Sales Excellence methodology.
• Act as a role model and ambassador for the company
• Act as leader and demonstrate Purpose and Values
• (Collaboration, Curiosity, Courage and Care), and encourage the behaviours in others
• Drive change, innovation and challenge the status quo
• Responsibility for the maintenance of stakeholder relationships
• Ability to work in a multi-disciplinary team when required
• People manage, lead and coach sales and technical staff.
• Manage the Service Departments that schedule technicians in the regions.
• Conduct site inspections for quality control purposes.
• Ensure operations and branches meet all EHS and legal requirements.
• Training, performance management and discipline of staff.
• Assets
• Responsible for safekeeping of company assets, including structures, equipment, inventory and cash.
• Authorisation of requisitions and expenses in compliance with the Limits of Authority policy.
• Decision making
• Always required to communicate and escalate where appropriate business critical information gleaned from customers and the distribution network.
• Analysis of data to make day-to-day job-related decision and to prioritise work in line with operational requirements.
• Required to make quick decisions and anticipate needs and can react to operational situations in a timely and appropriate manner.
• Communication
• Excellent presentation skills are essential as the job holder will be required to attend and represent the organisation internally and with customers and distributors.
• Excellent communication skills are required as the person will be expected to negotiate and influence at all levels within customer and distributor organisations and the wider internal organisation
• Effective internal communication with stakeholders in various departments, e.g. customer experience, finance, services and solutions, etc.

Good negotiation, communication and influencing skills are required