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sales manager

Eazi Access Rental - Durban, KwaZulu-Natal

Job Details

Full-time

Full Job Description

Purpose Statement

To drive Sales targets through the effective management of the external sales team and the sales process to ensure coverage of the Cape Town Hub and Port Elizabeth Depot’s sales budgets/targets.

To achieve growth in each market sector through the sales team in the Cape Town Hub and PE depot.

Key performance areas (to translate into a measure of success)

· Actual to Budget Revenue with a plan for surplus.

· Quote Conversion

· Effective coverage of customer Sites and Head Offices to build and maintain effective business relationships.

· Competitor Analysis

· Adherence to sales process

· Leadership and Management

Main Outputs and Responsibilities for This Position

AREA/TYPE

RESPONSIBILITY

Actual to Budget Revenue with a plan for surplus.

· Ensure Sales Consultants together with trade desk meet set targets and budgets.

· Set goals with sales consultants to ensure that the Hub and PE Depot turnover and utilisation targets are met.

· Develop and propose new ways and means to increase revenue.

· Manage and maintain pricing in accordance with budget.

· Target setting sales staff for external sales

· Plan for growth and forecast accordingly.

· Accountable for achieving and growing the rental revenue budget.

· Accountable for achieving and growing the Linde sales revenue budget.

· Execute Hub and PE Depot Sales strategy and assist Regional General Manager in the sales Strategy.

Quote Conversion

· Responsible for Regional implementation and tracking of the hire desk incentive.

· Ensure Sales Consultants and trade desk meet set conversion rates.

· Maintain the correct skills, tools, processes and resources in order to maximize quote conversion.

· Ensure that decision makers both at the customers head office & on their sites are adequately covered in order to secure deals.

Effective coverage of customer Sites and Head Offices to build and maintain effective business relationships.

· Ensure that all customers with potential business opportunities are visited and the services of Eazi Access are promoted on a planned and regular basis.

· Allocate Customers to sales staff based on spend, opportunity and sector.

· Measure monthly spend by targeted sales staff accounts vs budget and action plan to enhance / rectify (monthly feedback session presented to depot managers)

· Track weekly sales activity through presentation of target builds, focusing on pipeline and activity from planner including local and regional forecasting.

· Update sales staff with Linde leads for the region.

· Responsible for managing and delivering the Linde Sales number with the AM: Linde Sales.

· Call for and co-ordinate national business development actions on the ground in the region.

· Develop relationships with key regional customers and New Linde key customers

· Drive brand awareness through the region by identification and execution of regional promotion activities.

· Identification of new regional opportunities in conjunction with project development manager to drive and deliver revenue growth.

· Manage territory & opportunity coverage and related resources.

· Ensure maintenance of contact database and follow ups.

· Manage call ratios of external sales staff.

· Ensure adequate planning and time management of sales team.

· Assist sales team in resolving queries, challenges, or possible complaints with customers.

· Maintain sales channels and actively develop new ones.

· Regularly review customer classification by spend and opportunity.

· Review and apply the appropriate resources to effectively take care of both new and dormant accounts.

· Service levels to be set, maintained and assessed on a

· regular basis.

· Call on customers with Sales Consultants regularly and

· ensure that Customers are satisfied with product, service

· and sales interactions.

Competitor Analysis

· Drive strategic management of sales initiatives to combat opposition activity.

· Develop relationships with key regional customers and New Linde key customers.

· Customer tier based on spend, opportunity as well as implementation of regional pricing/SLA agreements

· Develop and submit competitor analysis to Regional General Manager.

· Collate information on a regular basis regarding competitor’s rates, fleet and activities.

· Discuss and implement counter measures with the Regional General Manager for the effective use by both the Internal & external sales teams.

· Ensure that Eazi maintains a competitive edge and that learnings are shared and taught appropriately.

· Be an advocate for the Eazi value proposition.

Adherence to sales process.

· Ensuring that all policies and procedures are adhered to in the sales department and wider company.

· Ensure all duties are carried out safely and in accordance with all company policies and legal requirements.

· Ensure that the Sales team are well trained and that they adhere to the Sales Process.

· Ensure that the most effective tools and resources are in place to effectively execute the sales process.

· Ensure that weekly debtors meetings actions are attended to, issues addressed and followed up effectively.

· Produce weekly and monthly sales reports covering, revenue to budget, utilization, forecasting, sales consultants progress, debtors, opposition, opportunities & challenges

Leadership and Management

· Ensure that Eazi Access has a willing, able, motivated sales team.

· Ensure that selling skills are practiced effectively and consistently by all external sales staff by observation.

· Advise and assist individuals to grow and develop to build competency and revenue.

· Implement a continuous learning program for the team to keep them highly skilled, motivated, focused and effective.

· Identify additional sales resource requirements and hire appropriate skilled candidates to meet changing needs to address growth.

· Facilitate sales training (theoretical and on the ground)

· Ensure that employees have clear and understood work/role descriptions, targets and goals to perform their functions, and that client needs, and requirements are integrated into all work-related practices.

· Ensure that employees have the right resources, skills, tools, equipment, and information to successfully execute on their responsibilities;

· Effectively manage employee performance and create opportunities for them to gain the competence for the work required and to grow.

· Manage sales staff in accordance with agreed monthly sales targets and key performance indicators.

Any other lawful and reasonable outputs and responsibilities that may be required.

Qualifications

Minimum

Grade 12

Recommended

B Com Sales & Marketing Degree, IMM Diploma will be an advantage

Experience

· 4 – 5 Years Sales Management experience within a corporate or semi-corporate environment

· 4 - 5 years’ experience in managing a sales team.

· 4 – 5 years general business management experience.

· 3 years’ experience in a Trade Desk environment.

· Some experience in the rental industry and/or logistics market.

Knowledge

· Budgets and Planning

· Customer service

· Proposal writing

· Sales and marketing

· Rental industry

· Knowledge of work of height machinery and equipment

· Microsoft Office

· CRM systems

· Trade Desk operation

Skills

· Sales and Marketing skills

· Excellent communication skills

· Negotiating and influencing skills

· Persuasion skills

· Report writing

· Presentation skills

· Relationship Management skills

· Commercial skills

· People Management Skills

· Analytical skills

· Networking skills

· Sound judgement and decision-making skills

Behavioral Competencies

· Integrity

· Creativity

· Logical and Analytical

· Interpersonal Skills

· Resilience

· Persuasiveness

· Energy and Drive

· Quality Orientation

· Planning and Organizing

Job Type: Full-time

Application Deadline: 2024/07/25

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