Job Purpose

To monitor business opportunities, grow The Industrial Business according to budget, maintain market share and manage sales for all types and brand of Industrial product on behalf of company.

 
Key Performance AreasSales Reporting and Feedback (25%)Sales Operations and Optimization (25%)Customer Service and Business Relationships (30%)Compliance (10%)Cost and Financial Control (10%)
 
Key Performance Areas
Sales Reporting And Feedback (25%)

Implements sales initiatives in accordance with Industrial Strategy and Plan.
Provides monthly feedback and reporting to the Business Manager: Industrial on status for existing and new business.
Analyses and provides feedback on buying patterns of customers in geographical area in order to meet target objectives.
Ensures that technical developments in the market are reported to the Business Manager: Industrial for escalation to the Technical / Marketing team on an ongoing basis.
Ongoing tracking and reporting on competitor activity in the region. 
Sales initiatives presented and aligned with sales & marketing strategy.
Monthly reporting (both verbal and written) provided to applicable stakeholders in a timely manner.
Technical developments and advancements in the field continuously researched.
Competitor profiles tracked and findings reported to Management.

Sales Operations and Optimization (25%)

Provides ideas to increase sales; grows market share to budget requirements ensuring target achievement.
In conjunction with Territory Team Leaders and Regional Sales Managers, provides input to the development of model stock for each customer to decrease rotations.
Determines POS material requirements per customer.
Makes recommendations on product enhancements for improved sales potential.
Identifies potential dealers and distributors for new- and cross-selling business opportunities.
Updates customer database and ensures accuracy of all master data per geographical area (critical for CRM purposes).
Resolve or escalate all customer queries/complaints according to relevant company policies and procedures.
Ideas to increase sales and business proposed.
Rotations decreased.
Customer visits conducted.
Product enhancement initiatives presented.
New business opportunities identified and followed through.
Customer database kept maintained and updated (master data accuracy).

 
Customer Service And Business Relationships (25%)

Represents company in meetings with relevant stakeholders.
Identifies and solves problems creatively whilst demonstrating a high level of integrity in line with company core values.
Builds and sustains sound relationships, both internally and externally toward the achievement of business objectives.
Educates customers to ensure they remain updated with technical product changes.
Implements new marketing- and promotion ideas; and assists customers in aligning their strategy with that of the Company marketing strategy.
Visits customers and potential new customers according to a set of daily calling cycle and, if applicable, a new business development schedule.
Assists customers in credit applications and opening of new accounts.
Analyse and provide feedback on buying patterns of customers in geographical area in order to meet target objectives.
Assess and manage all warranty claims, according to set policies & procedures, with the exception of those weeks attended to by service representatives.
Provide ideas to increase sales within the area of responsibility.
Build and sustain great customer service levels and business relationships in support of business objectives.
Build and sustain good internal service levels and business relationships with the Central functions in support of business objectives. (Finance, HR, Marketing, Operations etc.)
Training of customers to ensure customers are kept up to date with technical product changes.
Implementation of new marketing and promotion ideas and assist customers in aligning their strategy with that of the Company marketing strategy.
Monitor monthly sales per customer, understanding reasons for volume gains/ declines.
Client / Customer / Employee satisfaction index.
Comebacks / discrepancies minimized.
Information shared with customers regarding product changes (training initiatives).
Customer visits conducted.
Compliance with applicable regulations and procedures.

 
Compliance (10%)

Resolves or escalates all customer queries / complaints according to relevant company policies and procedures.
Assesses and manages all warranty claims, according to set policies and procedures (with the exception of those attended to by service representatives).
Ensures compliance to all relevant company sales and operations policies and procedures.
Identifies and reports risks or areas of concern to management within own department and area of responsibility.
Monthly reporting and meetings with the Industrial Business Development Manager to feedback status for existing and new business
Implement initiative accordance with Marketing Strategy.
Managing market share for all types and brand of batteries.
Maintain and monitor market share on a monthly basis.
Grow market share to budget requirements ensuring target achievement .
Feedback on sales activity is done on a monthly basis at the SBO meeting at Business Unit Level.
Review all customers in there are relating to performance adherence to KPA’s.
Ensure that technical developments in the market are reported to the Industrial Business Development Manager for escalation to the Technical/Marketing team on an ongoing basis.
Ongoing tracking and reporting on competitor activity in the region.
Client / Customer / Employee satisfaction index.
Comebacks / discrepancies minimized.
Compliance with applicable regulations and procedures.
Claims assessments conducted and procedures followed compliant with necessary standards.
Risks reported to Manager.
Availability of documentation and records.
Cost and expenditure monitored – waste minimized.
Performance reports.

 
Cost And Financial Control (10%)

Conducts regular pricing surveys in the region and report findings to the Industrial Business Development Manager so as to maintain and grow market share.
Ensures relevant sales targets are achieved in accordance with budgetary stipulations / requirements.
Regularly meets and discusses action plans regarding overall debtors as per standard trading terms and conditions.
Ensures adherence to the expense policy and that operational costs are curbed by reducing unnecessary expenses.
Ensures discounts are managed in accordance with set parameters.
Surveys conducted and findings reported in a timely manner.
Sales targets achieved.
Compliance with applicable regulations and procedures.
Cost and expenditure monitored.
Opportunities to control and reduce cost presented and implemented.
Discounts managed within parameters.