Regional Sales Manager – After Market

Job Purpose

This position will be responsible to generate the new business opportunities and to cater the existing customers for aftermarket product sales in South Africa and western Africa region.

Key Accountabilities

• Responsibility for aftermarket and NC sales activities mainly in South Africa and in the region of West and Central Africa, however the region will be expanded based on the business needs.
• To manage and coordinates the sales activities with local agent in the assigned territories.
• Planning and executing customer visits in accordance with management requirements.
• Communication of customer requests to designated IMI Inside sales, Project management, Application Engineers and Technical services.
• Negotiation and closing orders in accordance with approved price levels and terms.
• Maintaining the SFDC tools according to IMI CCI guidelines.
• Travel in the territory to meet customers as required by the business.
• Supervise Channel partners/agents in the region to meet sales target.
• Being fully compliant with IMI CCI policy and procedures on KYC.

Forecasting

• Forecast, and enable others to forecast, by keeping the IMI CCI CRM tool continuously updated (opportunities, outages, planned sales visits, OVC etc) and in accordance with management requirements.
• Estimate and forecast the future 5 years sales for all active plants in designated territory in the IMI CCI CRM tool.
• According to management requirements provide forecasts on a running basis in the IMI CCI CRM tool and, upon request, make short-term forecasts to management in other formats (Outages, OVC and Opportunities).

Data Integrity

• In accordance with management requirements, continuously update and keep core data accurate in the IMI CCI CRM tool on aftermarket interests such as company names, names, locations, contact details, numbers etc., on -Plant names -Plant owners -Plant operators -Maintenance/Service providers -Plant Units -Installed assets.

Key Accountabilities

• Responsible for their designated territory in West Central Africa Outside Sales and thus to ensure that the function is operated in accordance with IMI CCI policies.
• Responsible for the IMI CCI Customer Service relationship with existing plants in their designated territory.
• A customer-facing function mainly intended to perform extensive plant visits with the intention of supporting all customers with their plant/unit outage management. This is to increase plant efficiency and minimize plant down-time by providing all IMI CCI products, and hence increase revenues for IMI CCI.
• Responsible for building good relationships with plants and plant owner/operators in their designated territory. This is to secure IMI CCI long-term plant business, and to use as a reference for future sales.
• Responsible for working in, and planning, sales through maintaining information integrity within IMI CCI by utilizing the designated CRM tool (at present SFDC).
• Responsible for staying updated on global as well as local market trends, upcoming projects, and future trade shows etc in their designated territory.
• Responsible managing business with IMI CCI Existing agents and helping to appoint new agents if needed in West and Central Africa region.

Desired skills and experience

• Candidate should have completed bachelor’s in mechanical engineering or master’s in mechanical would be advantage.
• 12-15 years of experience, highly preferable to have 5+ years’ experience in South Africa.
• Excellent Presentation and Negotiation Skills.
• Customer management.