Position Overview
This incumbent will be responsible for managing capital business initiatives in Africa, developing and executing sales strategies to achieve targets and drive business growth. The role involves building and maintaining strong relationships with key stakeholders and understanding customer needs.
In conjunction with regional business development managers, providing solutions through effective product presentations and negotiations.
Key Responsibilities
Sales Strategy Development: Develop and implement sales strategies and tactics to achieve sales targets and expand market share for capital equipment.
Market Analysis: Conduct market research and analysis to identify opportunities, trends, and competitor activities. Utilize insights to refine sales approaches and product positioning.
Customer Relationship Management: Build and maintain relationships with key customers, including decision-makers and influencers. Understand customer needs, challenges, and preferences to tailor sales efforts and provide customized solutions.
Product Presentation and Demonstration: Conduct product presentations, demonstrations, and technical discussions to showcase the features, benefits, and value propositions of capital equipment. Address customer inquiries and concerns effectively.
Sales Negotiation: Lead negotiations on pricing, terms, and conditions to secure profitable deals while ensuring customer satisfaction and long-term relationships.
Sales Forecasting and Reporting: Forecast sales volumes, track performance metrics, and prepare regular reports on sales activities, pipeline development, and revenue projections.
Collaboration: Collaborate with internal teams such as marketing, product development, and customer support to align sales strategies with overall business objectives and ensure seamless customer experiences.
Capital Contracts: Responsible for review and circulation of capital agreements and acceptance of purchase orders.
Travel: Willingness to travel as needed. Proposal/tender involvement including, but not limited to:
Obtaining accurate and updated costs from cost estimators
Compilation of pricing/commercial offer
Commercial and technical evaluation and qualification
Technical review, comparison, and scope alignment.
Key Requirements
Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or a related field.
Proven track record of success in capital equipment sales or a similar field, with demonstrated achievement of sales targets and business growth.
Strong communication, interpersonal, and organizational skills.
Able to deal with large volumes of work under pressure.
Ability to build rapport, influence decision-makers, and manage complex sales cycles. Previous experience in the industry or familiarity with the technical aspects of capital equipment is required.
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