Reports to Manager: Capital Equipment Sales
KEY RESPONSIBILITIES:
a) Revenue Generation and Sales Delivery:
Achieve annual sales target - Order intake value vs. budget (ZAR)
Maintain profitability - Gross margin % on sales
Grow revenue year on-year -  YoY revenue growth %
Full-cycle sales execution - Deals progressed from qualified to closed.
Key projects - Key projects with needs analysis & benefit summary based on DAPA .
b) Pipeline Development and Forecasting:
Maintain active pipeline - Total qualified pipeline value (ZAR)
Improve win rate - Pipeline conversion rate (won / total quoted)
Forecast accuracy - Forecast vs. actual order intake variance
CRM accuracy - CRM updated with go/get, product / service values, due dates & value pitch.
New opportunity creation - No. of new qualified leads added per month
c) Market Development & Business Growth:
Grow customer base - No. of new customer events
New market segments - No. of new applications / segments actively pursued
Stakeholder engagement - No. of client visits / site engagements
Industry presence - No. of industry events represented at
Proposal technical quality - USP matched to client benefits
Solution fit - Post-order scope change requests from customer
Site assessments - No. of site audits / technical assessments completed
Test work facilitation - Test work projects facilitated to completion
e) Proposal, Costing & Commercial Management:
Handover completeness - % of handover packs rated ‘complete’ by PM team
Scope accuracy - No. of post-handover scope disputes raised by PM
Process compliance - CRM and internal process adherence with Mercuri
Costing sheets - All proposals, offers and tenders to comply with the company's commercial and risk policies with costing sheet
f) Sales Process and Project Handover:
Handover completeness - % of handover packs rated ‘complete’ by PM team
Commercial compliance - Completion of product performance with penalty / commercial risks
Process compliance - Completion of process / product performance criteria with penalty / commercial risks
Post-handover support - PM team satisfaction rating on sales support
g) Market Intelligence and Product Development:
Competitor intelligence - Review Cadence Market intelligence reports submitted
Customer feedback loop - Customer feedback reports shared with Product team
Product alignment - Product development sessions attended / contributed to
Value-selling adoption - % of proposals incorporating value-sell framework