Technical Sales Engineer

Context:  Landis+Gyr (Pty) Ltd is part of a global organisation and is engaged in the design, production and distribution of energy metering and energy management products.
Technical Sales Engineer will be responsible for the generation and development of new business opportunities, Managing existing business relationships with L+G's key Accounts and developing a direct sales organisation to further and continuously grow the revenue and market share of  Landis+Gyr South Africa.
The role involves translating and explaining highly complex technical information to customers and clients, focusing on revealing how a product or piece of equipment can solve specific problems, as well as representing the technical aspects of the product and propose how these aspects can benefit the customer.
Sales engineers must have a strong technical understanding of the complexities of what the company supplies together with excellent sales skills.
The technical sales engineer is responsible for staying abreast of the latest developments, breakthroughs, and can pass this vital knowledge on to others..
This position is situated to a person who is 'sales hungry' and who can exploit their exceptional sales skills with effective and successful results.Areas of Responsibility / Tasks Develop and implement sales strategies in allocated regions or territories, in conjunction with the Sales ManagerDevelop marketing plans per territory and drive their implementation, in line with overall strategies of Landis+Gyr EMEA, in conjunction with the Sales ManagerSelling and consulting on technologically and scientifically advanced products.Using technical skills to demonstrate to potential customers the usefulness of the product or service and how it may suit the customer better than competing productsFacilitate the attainment of the budgeted volume and margin targets per territoryAdvising customers on how best to use the products or services provided.Provide sales forecasts timeously each monthProvide sales reports timeously each monthMonitor the efficient execution of orders per territoryAct as the point of contact per territory, both for sales channels and directly with customersPromote and sell the full range of Landis+Gyr products, where applicable, in each regionAdvising customers on how best to use the products or services provided.Collaborating with the design, production, engineering, or research and development departments of the company to determine how products and services could be made or modified to suit the needs of the customer.
Product/System DevelopmentBy means of visit reports, formal workshops and informal discussions, keep the Product and System Product Managers abreast of regional developments and needs, so that these can be evaluated for possible future developments Detailed Functional Tasks: Sales/Marketing ActivitiesProvide first line technical support to customers in the regionProvide training to customers on the full range of products and servicesDevelop realistic annual budgets for territoriesManage operating costs within agreed budgeted levelsDevelop plans per territory, which are realistic and in line with regional and product segment strategiesSeek out and identify preferred sales channels per territory (direct, via Landis+Gyr or via agents)In line with above, enter into distribution or agency agreements with selected partners, clearly defining the parameters of operationDevelop and implement a visit programme per territory based on the operating requirements and market potential of each territory and within the pre-agreed cost constraints, optimising visit schedules to spread costs across several territories, where possibleEnsure, at all times, that the company is covered for the risk of non-payment via prudent financial arrangementsField all communications from the territory and ensure timeous responsesMaintain relationships with key contacts in each territoryPrepare and submit, or oversee, all quotations and tenders per territory, ensuring a timeous and suitable submissionDevelop a suitable marketing communications programme per territory and ensure that all key stakeholders in each territory are kept abreast of Landis+Gyr, E460 AMI portfolio, Gridstream AIM/HES and Suprima Vending SystemAssist the Marketing function with information relating to marketing communications needs, including relevance and needs of regional exhibition/conference activitiesAttend conferences and exhibitions where these are considered valuable to the business development activityEnsure that all information relating to a territory is readily available in the event of non-availability of the assigned Business Development Manager or handover of the territory for any reasonCollect information relating to new product and system requirements, as well as customer needs and wants, and feed this information back to Product Management.Assist in conducting market surveys and completing customer questionnaires Strategic Analysis of Territories Collect all macro market information related to a territory by scanning all available media on that territory, including country specific news mediaIdentify risks, opportunities and threats (economic and political) by territory and factor into market plans and territory strategiesMonitor the actions of competitors per territory and take appropriate action to neutralise threats, where possibleProvide detailed visit reports per territory and circulate to interested or affected persons in the companyIdentify the key decision makers and influencers in each territory and track their progress and the emergence of new ones.
Build and maintain relationships with them over time.
This includes influential parties who may not be resident in the territory but playing a leading role there.
Skills / Attributes  See:  target fulfillment criteriaCommunication and interpersonal (Cross Functional & Cross Cultural) Presentation SkillsPlanning and OrganizingLeadership and SupervisionMulti-taskingHonest and ethical, with a high level of discretionGoal oriented, with high energy and commitment level, and a strong desire to winGood listener, with analytical skills and sales professionalismStrong commitment to customer service, and the need to deliver solutions to customers' problems rather than just meeting sales budgets at all costsA self-starter, who is focused and disciplined, with a high level of initiative and innovationThe ability to project a professional image and communicate with high-level contacts.
Methodologies / Technologies / Professional Knowledge                                                                                                           Level                                         Business relevance                           Future trend                                                                                   Basic          Advanced   Expert       high           medium    low                  +                0                -Communication skills: verbal, written, PC                                                   X                X                                                                               X                                  Project management and implementation          X                                                                             X                                                         X                Strategic planning                                                                               X                                                   X                                                         X                                  Change management                                                                         X                              X                                                             X                Information management                                                                 X                               X                                                            XTechnical knowledge of products                                                                   X                X                                                             XLeadership skills                                                                                  X                                                    X                                                         X                Negotiation skills                                                                                               X                X                                                                              X                Interpersonal skills                                                                              X                                                    X                                                        X                Problem-solving ability                                                                                     X                X                                                                              X                Customer orientation                                                                                        X                X                                                                              X                Ability to plan, organise and control                                                X                                                   X                                                         XCreativity                                                                                               X                                                   X                                                        X                 ExperienceQualifications:  Mimimum: National Diploma : N6 or T4 – Electrical Engineering,   Sales and Marketing Qualifications will be advantageousDesired:                                      University degree – Electrical Engineering Degree Professional Experience:Minimum:5 years Metering Field ExperiencePreferred: Sales Experience in a technical Environment and previous tender/ quotation experience.Demonstrate understanding of selling revenue management services to utilities and municipalities.Experience in selling water meters.Experience in selling EV chargers.Working and managing CRM systemsAble to conduct site audits and configure ICG meters.Experience in helping to build exhibition stands to showcase products.
e.g.
Enlit, AMEU and SARPA conventions.Leadership Experience :  Demonstrated experience of defining goals and objectives and leading/driving  a team to achieve desired results.
Intercultural Experience:  Demonstrated experience of working effectively in a multi-cultural environment Capabilities: D R I V E / F O C U S:  Results Orientation, CreativityI M P A C T:  Ability to Analyze, Initiative |  Customer FocusG U I D E:  Networking Skills, Communication Skills Additional Requirements / Age:Own transportExtensive Travelling