PRE-SALES MANAGER

Job description:

JOB PURPOSE

Promote and sell Ariston water heating products and services.
Act as a linchpin between technical intricacies and Customer needs.
Develop a sales strategy for the region, and implement effectively in the market
Provide technical support to the sales resources to achieve business targets and budgets in the region
Develop and maintain current customer/dealership relationships and identify new customers.
Forge strong relations with Professional channel such as Architects, Quantity Surveyors and Wet services Engineers.
Follow industry trends and identify market opportunities
Have a fundamental understanding on Renewable Water Heating products.

AREAS OF RESPONSIBILITY

Continuously oversee support to (existing and prospective) strategic accounts. Ensure service quality, maintain goodwill and rapidly resolve any business issues that arise.
Monitor competitors (costs, brands, prices, actions, trends) and market economic indicators
Establish sales value and volume objectives by forecasting and developing annual sales/volume targets for regions and territories for existing and new product ranges
Develop new customer base / distributor network across the region.
Develop new product typologies and implement them into local market & region.
Be responsible for demonstrations of the products, assisting with POCs, RFPs and aiding in closing the deals.
Business development: orders, shipments, logistics, payments, interact with marketing & service
Establish and conduct technical training to various internal and external stakeholders.
Optimise the deal-closing / result-orientation capabilities of the sales resources.
Provide comprehensive technical responses to RFIs and RFPs.
Prepare annual and quarterly sales forecasts, monitor sales targets according to national agreements and provide input for corrective actions
Ensure that all technical solution proposals fit within the clients requirements and budget and are aligned to feasible Services implementations.

REPORTING STRUCTURE / KEY INTERFACES

Reports to: Country Director (Dotted Line) & to National Sales Manager (Direct Line)
Provide technical training and general product support to the Sales Team.
Liaises with (internal): National Sales Manager, Factory Manager; Marketing Manager; HR Manager; Supply Chain & Logistics Manager; Procurement Manager; After-Sales Manager
Liaises with (external): customers; distributors;

REQUIRED EXPERIENCE, KNOWLEDGE/SKILLS, QUALIFICATIONS, COMPETENCIES
Experience:

Approx. 10-15 years sales and sales management experience within mid-sized companies in business-to-business industries (building materials, sanitary ware, plumbing, home appliances, power tools, DIY, heating and consumer goods), focusing on traditional channels, dealing with distributors & retailers.
Experience in dealing with Architects, Wet services engineers, Developers is key.
Must have a fundamental knowledge of new build sector and legislative requirements.
A solid and comprehensive understanding of Renewable water heating market is key.
Previous experience in Solar water Heating, Solar PV , Gas water heating and electric geysers would be an advantage.

Knowledge/Skills:

Outstanding commercial skills and ability
Able to connect well with the global marketing team on product development, pricing, marketing communications
Able to sell / promote Ariston through the professional and trade channels.
Able to prepare budgets and forecasts at local (South Africa) level, and ensures their timely reporting for business planning purposes
Accomplished Excel user (pivot tables, VLOOKUP, database, etc.)
Competent user of other Microsoft Office applications, familiar with sales software packages
Languages: English at a professional level. Any other African language a plus

Qualifications:

Bachelors degree in economics / marketing (or other discipline, with sales management experience)

Behavioural Competencies:

A result-oriented, creative leader, able to function autonomously
Passionate team player, demonstrating excellent relationship management skills with partners, customers & peers