An opportunity has arisen in the Air Solutions Department for a self-driven and motivated individual who will be responsible for the following: Purpose: To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling VRF and Single Splits and/or related services.
Strategy Develop and implement account sales strategy in line with company objectives.
Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
Planning and ability to execute to achieve business plans.
Develop contingencies to be applied when plan fails.
Manage product/service mix, pricing and margins according to agreed objectives.
Market Analysis Increasing market share through identification of new niches, new applications, and new products.
Monitor and report on market and competitor activities and provide relevant reports and managing successful promotions and specials.
Analysis of Market and sales trends and regular reporting.
Plan/carry out/support 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.
Technical Knowledge HVAC Technical knowledge is a must (both product and selection software).
Develop CRM with developers, consulting engineers and contractors.
Getting listed on the specified manufacturer's list of Consulting Engineers.
Selecting the right equipment considering all the vital factors that affects the product's performance.
Project Management Must maintain a healthy projects pipeline for the assigned market.
Strong follow ups on the projects starting from Access to spec-in to tender to final decision making (including pricing).
Ensure that the projects are listed and registered on B2B system.
Must closely monitor the project progress and have clear discussion during weekly pipeline meetings.
New Business Development Develop a unique way to grow the business with his/her customers.
Provide solutions to management when faced with challenges.
To liaise with corporate contacts, build and develop relationships.
To assist with the preparation of contractual agreements and ensure that these are fully adhered to.
Do full tendering process, including writing of proposals, costing and motivations.
Strong Customer Relationships Managing the relationship between the company and the customer is a big responsibility.
Treat your customers as partners and challenge them to grow their business with your brands.
Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.
Customers include Developers, Consulting Engineers, Contractors, Distributors and Dealers.
Reporting Provide reports and analysis as required.
To prepare presentations, proposals, plans, contact reports as necessary.
Required Qualifications and Experience Degree/Diploma in Engineering.
3 – 5 years of Engineering Sales experience.
Market analysis knowledge.
Microsoft Office (MS Word, Excel and PowerPoint) advanced level.
CAD, Revit is an add-on.
Ability to use database for recording and reporting.
Required Competencies Highly motivated, outgoing personality with a focus on execution of sales plans.
Ability to develop business relationships with channel partners across all levels.
Excellent presentation skills with the ability to present to customers.
Honesty, integrity and ethical conduct at all times.
Passionate and self-driven.
Communicate effectively, both orally and in writing.
Able to challenge themselves and meet all deadlines and targets for the department.
Ability to manage multiple accounts and partners.
Negotiation and administrative skills and ability to work under pressure.
Analytical skills to interpret sales performance and market trend information.
Exceptional sales skills with capabilities to switch consumers from competitor purchases.
Travel Requirements Will be required to travel to customers.
Office 20% External 80% of the working week.
Minimum of three nights away from home adhoc.
Willingness and ability to travel nationally and internationally when required.