Job Purpose

To develop, maintain and expand relationships with existing and new customers;
(Assigned to a specific area/ areas);
Responsible for achieving sales quota and assigned customer objectives;
Representing the entire range of the company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met.

Organisational Structure

Member of the Sales Management or Branch team.

Decision Making Authority

Commercial decision based on agreed policy within pre-defined parameters.

Minimum Qualification/ Experience Requirement

6 Years Sales experience of which 3 years involvement with Key Accounts Management in a business-to-business environment;
Mining/Construction/Industrial experience an advantage;
Rental Industry knowledge an advantage;
Sales and Marketing Degree (IMM)/Diploma will be advantage;
Working in a CRM environment an advantage.

Job Description

The Regional Sales Manager is responsible for the following:

Area/ Type	Responsibilities
Secure the revenue stream of the business	Execute the annual Sales plan Develop and maintain Long Term Contract rental Develop and maintain “Service Level Agreements”
Budget and forecasting management	Forecast Customer stock requirements Deliver Turnover in line with or in excess of the Rental Sales Budget
Develop potential within Key Accounts	Convert key prospects who have strategic importance or offer valuable business potential Maximize strategic potential within the Customers/ Key Accounts by utilizing National Service Network
Maintain commercial policy	Implement National and Regional Rental sales Customer pricing and service level strategies Manage the customer relationships in an appropriate manner relative to their status Ensure credit management criteria of the business is adhered to
Customer relationship management	Build strong customer relationships with the Customers Oversee/ conduct call cycles to ensure Customers receive premium customer service Monitor customer satisfaction
Develop market intelligence and translate into market needs	Drive product and service expansion opportunities Identify opposition threats and implement strategy to neutralize
General Management	Generate monthly reports regarding the performance of Customers
Information Flow	Gather and distribute strategic account information to relevant managers Including Strategic account sites for management via Sales and Sales Consultants and/ or Service and field service technicians Including Customer/ Key account administration requirements for the Commercial/ Branch Manager Keep in regular contact with the Sales Consultants to ensure service levels are received

Skills Required – Specific

KPA	Skill
Administrative	Proposal generation and presentation Customer Reconciliations Pricing strategy and control Report Writing
Organizing and Planning	Must be highly organized and able to plan him and the team Must be able to work systematically and deliver outputs within prescribed deadlines
Computer Literacy	Fully computer literate, including Microsoft Office
Communication	Able to communicate verbally and in writing in English and Portuguese
Other	Must have valid driver’s license Must have flexibility to work overtime where required Must have flexibility to work as part of a team cross functionally Successfully complete Mobile elevated work platform training and train the trainer in order to train operators

Work Experience Required

Job	Functional experience	Years
a) Sales	6 Years Sales experience of which 3 years involvement with Area/Regional/National Sales Management in a business-to-business environment	6
b) Industry experience/knowledge	Mining/Construction/Industrial experience an advantage Rental Industry knowledge an advantage Working in a CRM environment an advantage	3

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