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Bristow Talent

Commercial Refrigeration Sales and Marketing Manager

Johannesburg, Gauteng, ZA

Company: Bristow Talent

Category: Management Occupations

Published on 2022-05-23 14:44

The division that the successful candidate will be working in is a turnkey entity that focuses on projects and installations to major retail outlets e.g. WW, Makro, Spar, OK, PnP, etc. The project includes part or in whole refrigeration; cold rooms; fridge cabinets; freezer rooms; glass doors for fridges and freezes; etc.

The clients focus is in reducing the energy consumption for their clients and driving their campaign on green energy, along with providing world class solutions, service and products.

Role Description:

  • Manage the sales teams (local & export): KPIs, sales planning, controls and management.
  • Sales growth strategy: including new client acquisition.
  • Sales budgeting and forecasting.
  • Manage selected key accounts/project management.
  • Co-ordination and integration of anchor and export sales.
  • Marketing strategy & execution: Product, price, place, promotion.
  • Client commercial management: Quotation/contracting/project management & payments.

Measures of performance: (PP:<50%; BT: 50% to 80%; OT: 80% to 120%; HP: 120% to 150%; EP: >150%)

  • WT:20% - Achievement of sales budget (measured against management accounts)
  • WT:20% - Achievement of sales margins (actual vs budget contributions-against management accounts and quotations).
  • WT:10% - Sales pipeline health (3 months locked in the order book against budget).
  • WT:10% - Debtors days between 50-60 average over the period of review.

Skill requirements:

  • Sales & Marketing management: 10 Year.
  • Client relationship management.
  • Leadership and management skills.
  • Sales & marketing leadership.
  • Deep industry networks.
  • Product expertise, ability to sell consultatively.
  • Basic technical refrigeration knowledge preferable.
  • Strong Project Management Skills and approaches.
  • Knowledge of the Commercial refrigeration industry, role players and products will be advantageous.

Behaviours/Soft metrics:

  • WT:10% - Builds a sales culture that focuses on top and bottom line success margin focused.
  • WT:10% - Continually improves our marketing strategy and implements effectively.
  • WT:10% - Client acquisition and growth (improving market share).
  • WT:5% - Develops a high performing consultative technical sales team.
  • WT:5% - Client retention/relationships (improving service levels).
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