To develop, implement and maintain Sales strategies and techniques aimed at brand positioning, increasing market share and profitability of the Industrial, Agricultural & Construction Equipment division.

Job Summary

To develop, implement and maintain Sales strategies and techniques aimed at brand positioning, increasing market share and profitability of the Industrial, Agricultural & Construction Equipment division.  To manage the Sales planning and forecasting process of this segment. To foster a sales, marketing and after-sales culture which is in alignment with realizing the overall strategic objectives of the Commercial Division. The Manager is required to spend at least 30% of their time on the field addressing the Client base and supporting the Sales Executives.

Responsibilities

1. Sales and Marketing:

• To work closely with the Sales Team to achieve monthly sales target, weekly geographical site visit targets, weekly quotation creation targets, and monthly lead generation targets.
• To manage key account clients and ensure all sales under House are achieved.
• To conduct market/brand research and keep abreast of market trends to actively participate in developing/recommending strategies to ensure brand awareness, market growth and competitive advantage.
• To work closely with marketing to develop and execute sales/marketing plans, promotional/sales campaigns to achieve strategic objectives. To provide insight into advertising and similar agencies on the design and public relations campaigns and monitors the development implementation and evaluation of such campaigns.
• Develop and maintain methods to evaluate the effectiveness of promotional/sales campaigns. Ensure campaigns are creative, innovative and audience specific.
• To manage product/service mix, pricing, and margins according to agreed limits
• To create and update A-A Competitor Reports for all local products bi-monthly
• To address and ensure all tender submission packages are prepared, reviewed, approved, and submitted before stipulated deadlines.
• To develop and grow the Equipment Rental Portfolio of the Division for both Long term and short term rentals.

2. Customer Service:

• Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimize quality of service, business growth, and customer satisfaction.
• To conduct daily audits of the Sales and Deal analysis reports, to ensure accurate customer data is always entered on ELeads and CDK and that the data entered adheres to the Group’s Data Governance Policy. To monitor customer status on ELeads and CDK ensuring that they are contacted within established timeframes by the Sales team.
• To conduct weekly random audits on active deals, to ensure accuracy of information and the status updates of deals during weekly sales meetings.

3. Budgeting:

• Monitor and control department budgets to provide updates on expenses and plan adjustments.

4. Process and Documentation:

• To scrutinize documents for completeness and accuracy and ensure down-payment is secured for New Vehicle sales purchases before converting a deal on Dealer Management system. Ensure Novo reported on time .
• Ensure all requisite documentation is completed and customer data entered accurately on Dealer Management system before authorizing a test drive/demonstration of vehicle.
• To oversee the Pre Delivery Inspection process and coordinate with the Transport department to ensure vehicles are ready for delivery in a timely manner to meet Customers’ expectations.
• To ensure all relevant compliance documentation and forms for each deal are completed and uploaded on the appropriate system before commission is paid to sales executives. Each deal must adhere to the Company’s Compliance Policy.

 5. Vehicle Movement:

• Ensure system generated stickers/labels are assigned to all vehicles and corresponds with Equipment location on dealer management system.
• Ensure measures are implemented in alignment with internal policies to secure company’s assets e.g. vehicles, keys, tools, license plates etc.
• To address any NVS Reconciliation queries for the Industrial/Agric/Construction Division before stipulated deadline and implement actions to prevent repeated issues.

 6. Reporting:

• To utilize the DMS to generate and maintain reports for the department as well as to send correspondence to customers. To provide accurate reports to senior management in timely manner as requested.
• To provide Industrial, Agricultural & Construction Equipment Stock and Sales Report by the Close of Business on the 2^nd working day of each month.To provide Commission Reports to Payroll Department before the 12^th day of each month.

 7. Performance Management:

• To review and set annual Key Performance Indicators (KPI’s) for Sales employees and conduct quarterly Performance Management review meetings. To complete and submit Annual Performance Review in timely manner.
• To assist with the development and execution of annual training and development plans for all sales employees and monitor progress to ensure targets are being met. To maintain and recommend practices designed to motivate employees, as well as reduce absenteeism.
• To utilize the Employee Central software application to properly roster the working sales workforce to ensure business continuity. Giscard tracking , monitoring and reporting
• To monitor and utilize the DMS to monitor and manage the productivity and efficiency of employees.To ensure that all vacant positions in the organizational structure are filled in a timely manner.

8. HSSE and Housekeeping:

• Ensure all HSSE policies and procedures are strictly always enforced and adhered to.
• Maintain a clean, tidy, safe, and presentable working environment, ensuring that housekeeping is maintained, and security procedures enforced resulting in a safe and attractive work environment for customers and staff.
• To perform any duties which are related to but are not limited to the above as requested by Management.

9. To perform any duties which are related to but are not limited to the above as requested by Management.

ATTRIBUTES

• Excellent management and leadership skills
• Excellent communication and public relations skills
• Excellent customer and employee relations skills
• Good conflict resolution, negotiation and problem-solving skills
• Self-motivated with the ability to motivate and develop others
• Good analytical skills
• Organized, flexible and resilient
• Able to multitask