To manage sales of the company's AE products, ensure consistent profitable growtAn opportunity has arisen in the Air Conditioning & Energy department for a self-driven and motivated individual who will be responsible for the following:
Purpose
To manage sales of the company's AE products, ensure consistent profitable growth in sales revenue through positive planning, deployment and management of sales team.
Key responsibilities for this position include, but are not limited to:
Sales Strategy

Prepare Business Plan on business design, structure, process and operating plan and financial model
Develop and implement strategic and business plan for the market


Strategize and plan the sales process management, forecasting, pricing, key account management, expenses, profitability, new product development, market research and brand strategy


Analyze store performance indicators against company goals and lead direct reports to develop plans to improve the business.


Build the distribution network and identify the sales markets for business development.

Customer Relationship Management

Identify, establish and maintain strong relationships with partners and ensure compliance with partner agreements
Identify key people in the industry that influence customer buying decisions and work with them to generate leads and opportunities
Develop and support business partner solutions to strengthen competitive position
Work closely with partner sales to support and close major opportunities
Improve customer's business performance by creating executive level presence in key accounts
Evaluate and manage the response to bids and proposals to ensure profitable business
Reduce cost of sales
Generation and maintenance of accurate Dealer Contact Reports
Identify new business opportunities and seek out new and untapped business channels to increase revenue

Monitoring Profit

Monitor and review revenue, margin and budget for the AE channel including P&L analysis and action plan
Motivate and inspire the team to perform to their full potential and support company strategy and ensure profitability
Develop annual sales quotas for the team and project expected sales volume and profit for existing and new products.
Monitor and ensure achievement of sales targets on a monthly/quarterly/annual basis.
Meeting monthly with the sales team to review forecasts and profits for each area


Periodically review distributor performance through Regional Managers and check on gaps in performance and seek reasons and actionable steps to close the gaps
Conduct regular meeting with distributors and sales team to discuss target status, product training and sales strategy


Update management on business process and operating plan and financial model and profitability


Promotional plan management

Market Share

Conduct effective and accurate market research and apply this information to increase market share
Monitor the competition's channel activity and strategy


Analysis of Market and sales trends and regular reporting


Keep up to date with recent market and industry trends, competitors, and leading customer strategies


Increasing market share through identification of new niches, new applications, new products


Monitor support of local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g. product launches, promotions, advertising, exhibitions and telemarketing

Forecasting

Monitor and improve forecasting techniques, methods and approach to ensure they are aligned to company objectives


Monitor and ensure that LTI (long term inventory) is at an acceptable level
Manage and ensure that monthly and yearly sales forecasts are correctly compiled
Manage accurate forecasts of dealer stock requirements
Plan and liaise with factories on Quantity and date of execution
Management of charge backs
Management of SPRS (internal system, training will be provided)
Manage GDMI forecasts (internal system, training will be provided)

Pricing

Negotiate pricing that would drive sales
Keep abreast of market developments and competitors' product pricing and activities and make recommendations
Obtain industry, customer, pricing and trend information

Reporting

Prepare report and communicate sales performance to all stake holders.
Highlight key variances and change sales plan and forecasts accordingly


Progress report on forecast accuracy and inventory plans against set targets

Qualifications and Experience

Degree/Diploma in Engineering or Sales and Marketing Qualification


5 - 10 years sales experience in aircon and energy industry
Experience working in a fast paced environment
MS Office at an advanced level.


Knowledge and experience of HVAC required


Daily travel around Johannesburg and Pretoria.
Bi-monthly travel to regions such as Durban and Cape Town
Ability to travel internationally when there is a requirement

Competencies Required

Exceptional sales skills with capability to switch consumers from competitor purchases.
Strong understanding of air conditioning and energy industry
Negotiation skills to get support from retail managers for sales promotions and best displays.


Ability to share knowledge and gain support through motivation of sales team
Honesty, integrity and ethical conduct at all times


Demonstrated ability to develop business relationships with channel partners across all levels
Demonstrated ability to assist with the development and execution of sales plans
Presentation skills with the ability to present to audiences in one on-one and large group settings
Driven and strong motivation to succeed
Persistence and creativeness
Ability to function under pressure
Willingness and ability to travel nationally and internationally when required