Sales StrategyDevelop and Implement Strategic and Business plan for the sales marketStrategize and plan the sales process management, forecasting, pricing, key account management, expenses, profitability, new product development, market research and brand strategyAnalyse Store and Partners performance indicators against company goals and lead direct reports to develop plans to improve the business.Expand on current channel to market and identify new target contactors and consultants.Prepare sales strategy to achieve sales growth in both local and export sales to allocated countries bordering South Africa.Monitoring ProfitMonitor sales performance by sales group and action strategy to improve on current performance where necessaryHeading the Air Solutions sales and ensure sales growth is achieved where possibleMotivate and inspire the team to perform to their full potential Conduct regular meeting with the sales team to review sales performance and forecasts for each regionPeriodically review distributor performance and check on gaps in performance vs targetConduct regular meeting with distributors and sales team to discuss performance, training and sales strategyUpdate management on business process and operating plan and financial model and profitabilityMarket ShareConduct effective and accurate market research and apply this information to increase salesConduct analysis of sales trends and develop strategy according o resultKeep up to date with recent market and industry trends, competitors, and leading customer strategies Increasing sales through identification of possible new applications or new productsMonitor and report on competitor activities Support sales team with marketing activities with product launches, promotions, advertising adventures and exhibitions.Sales ForecastingMonitor that forecasting is in line with sales planningContinuously strive to minimize forecasting error rate and on forecasting methods usedContinuously strive to ensure that LTI is at an acceptable level based on sales performanceMonitor and ensure that Monthly and yearly sales forecasts are correctly compiledProject ManagementMust 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.PricingNegotiate pricing that would drive salesKeep abreast of market developments and competitors product pricing and activities and make recommendationsKeeping price relevant to brand perception.ReportingReport and communicate on sales performance vs set targetHighlight key variances and change sales plan and forecasts accordinglyProgress report on forecast accuracy and inventory plans against set targetsBudget SettingAssist with setting up of annual sales targetAssist with setting up of annual sales targets for each sales group and coastal distributors and monitorsRequired Experience5 10 years Retail sales and sales management experienceExperience in developing marketing and sales strategies MS Office at an advanced level.Possession of a reliable vehicle and a valid drivers licenceRequired CompetenciesExceptional sales skills with capabilities to switch consumers from competitor purchases.Strong understanding of consumer buying behaviour in consumer electronics.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 via strong leadership.Honesty, integrity and ethical conduct at all timesWillingness and ability to travel nationally and internationally when requiredPersistence and creativenessAbility to function under pressureCommunication (verbal & written) and interpersonal skillsExcellent oral and written communication skillsEducational RequirementsA Degree/Diploma in sales & marketing or business studies 20 years minimum experience in local sales and export management in HVACProven sales success track recordCultural DiversityAble to transfer knowledge and guidance across various cultures and level of educationInterface with cross functional work teams such as dealers, customer support / services / sales / marketing / finance etc.Travel RequirementsLocal county wide travel quarterlyExport country travel required monthlyAbility to travel internationally
