Reporting to the Business Manager (Industrial)Job PurposeTo monitor business opportunities, grow The Industrial Business according to budget, maintain market share and manage sales for all types and brand of Industrial product on behalf of the Company.Key Performance AreasSales Reporting and Feedback (25%)Sales Operations and Optimization (25%)Customer Service and Business Relationships (30%)Compliance (10%)Cost and Financial Control (10%)Sales Reporting And FeedbackImplements sales initiatives in accordance with Industrial Strategy and Plan.Provides monthly feedback and reporting to the Business Manager: Industrial on status for existing and new business.Analyses and provides feedback on buying patterns of customers in geographical area in order to meet target objectives.Ensures that technical developments in the market are reported to the Business Manager: Industrial for escalation to the Technical / Marketing team on an ongoing basis.Ongoing tracking and reporting on competitor activity in the region.Sales Operations And OptimizationProvides ideas to increase sales; grows market share to budget requirements ensuring target achievement.In conjunction with Territory Team Leaders and Regional Sales Managers, provides input to the development of model stock for each customer to decrease rotations.Determines POS material requirements per customer.Makes recommendations on product enhancements for improved sales potential.Identifies potential dealers and distributors for new- and cross-selling business opportunities.Updates customer database and ensures accuracy of all master data per geographical area (critical for CRM purposes).Resolve or escalate all customer queries/complaints according to relevant company policies and procedures.Customer Service And Business RelationshipsRepresents the company in meetings with relevant stakeholders.Identifies and solves problems creatively whilst demonstrating a high level of integrity in line with the company's core values.Builds and sustains sound relationships, both internally and externally toward the achievement of business objectives.Educates customers to ensure they remain updated with technical product changes.Implements new marketing- and promotion ideas; and assists customers in aligning their strategy with that of the Company marketing strategy.Visits customers and potential new customers according to a set of daily calling cycle and, if applicable, a new business development schedule.Assists customers in credit applications and opening of new accounts.Analyses and provides feedback on buying patterns of customers in geographical area in order to meet target objectives.Assesses and manages all warranty claims, according to set policies & procedures, with the exception of those weeks attended to by service representatives.Provides ideas to increase sales within the area of responsibility.Builds and sustains great customer service levels and business relationships in support of business objectives.Builds and sustains good internal service levels and business relationships with the Central functions in support of business objectives (Finance, HR, Marketing, Operations, etc.).Training of customers to ensure customers are kept up to date with technical product changes.Implementation of new marketing and promotion ideas and assist customers in aligning their strategy with that of the Company marketing strategy.Monitors monthly sales per customer, understanding reasons for volume gains/declines.ComplianceResolves or escalates all customer queries/complaints according to relevant company policies and procedures.Assesses and manages all warranty claims, according to set policies and procedures (with the exception of those attended to by service representatives).Ensures compliance to all relevant company sales and operations policies and procedures.Identifies and reports risks or areas of concern to management within own department and area of responsibility.Monthly reporting and meetings with the Industrial Business Development Manager to feedback status for existing and new business.Implements initiatives in accordance with Marketing Strategy.Manages market share for all types and brands of batteries.Maintains and monitors market share on a monthly basis.Grows market share to budget requirements ensuring target achievement.Feedback on sales activity is done on a monthly basis at the SBO meeting at Business Unit Level.Reviews all customers in their area relating to performance adherence to KPAs.Ensures that technical developments in the market are reported to the Industrial Business Development Manager for escalation to the Technical/Marketing team on an ongoing basis.Ongoing tracking and reporting on competitor activity in the region.Cost And Financial ControlConducts regular pricing surveys in the region and reports findings to the Industrial Business Development Manager to maintain and grow market share.Ensures relevant sales targets are achieved in accordance with budgetary stipulations/requirements.Regularly meets and discusses action plans regarding overall debtors as per standard trading terms and conditions.Ensures adherence to the expense policy and that operational costs are curbed by reducing unnecessary expenses.Ensures discounts are managed in accordance with set parameters.
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