Services/Solutions Sales Manager

Area: Boksburg

Package: negotiable up to R46000 CTC P/M

Duties:
Plan, manage and deploy each service offer taking into account other key contributors
- New training needs.
- Knowledge refresh.
- Service argumentation.
- Tools.
Support countries to promote actual and new Services
- Field visits to sales Teams and Customers.
- Field visits to support and help GAM/KAM at HQ levels on Services.
- Formalize a Multi-year Service Offer Deployment Plan by country.
- Manages the Multi-year Service Offer for each country.
Leads all POC/Pilots in his Zone when testing offers:
- Work with Central build Team.
- Identify with business teams (GAM, KAM, DV, RMZ) Zones potential customers to pilot with.
- Deploy the Pilot offer to Sales organizations.
- Follow-up on adjustments required.
Identify all opportunities/needs in Services development:
- Capture and follow up any Customer needs/requests when visiting the field.
- Follow-up on market practices and competition offers.
Participates in all meetings dedicated to Services:
- Service Update Meeting: Monthly, owner in the Zone and primary interlocutor of Central.
- Business Update: Monthly, owner in the Zone and primary interlocutor of Central.
- Committee: Monthly, under responsibility of Productivity Consultant.
Manages own meetings:
- Local Service Update
- Business steering
- Services Gazette monthly publication.
Business specific
- Responsible for achieving Zone Sales plan for Business working conjointly with countries Sales managers.
- Responsible to adapt/deploy the Central Commercial offers in a Zone/Country Commercial offer.
- Responsible for managing Zone Sales forecast process for Business based on Sales Managers input.
- Ensures a commercial support to Sales Teams to promote/demonstrate the offer.
- Ensures conjointly with the training team the initial and continuous commercial training of the sales teams.
- Is the Zone interlocutor for all Business commercial subjects with Central.
- Create/update an identity Card of the main mines in the Zone
- Has a comprehensive mapping of TPMS competition and product/service offers.
Target all customers in his geographical scope where productivity consultancy offers may be proposed/sold.
• Inputs from AM, GAM, KAM, Director
• Support AM/GAM/KAM in first presentations to customers.
? Spread annual (sales) plan by customer.
? Leads each of the consultancy missions from prospection to final presentation while keeping in the loop his Commercial Responsible network
o Understand the mine productivity issues and/or bottleneck.
o Define levers to use to increase product productivity.
? Coordinates all different resources (used to deliver consultancy) in order to respect tasks and timing for each mission.
? Use available levers to gather useful data that will feed the consultancy mission.
•
Recommend
? Manage and is accountable of the recommendations proposals at the end of the consultancy mission.
Implement
? Optional: Manage the implementation of proposed recommendations when accepted by customers.
Other
? Is one of the main point of connection from Central to feed and follow-up on Offers, Pricing, Toolbox
? Understand and use specific software
? Follow-up on the market situation in the Mining industry.
o Follow-up on customers’ needs or demands.
o Productivity initiatives, pricing
o Competitor actions (manufacturers Service Providers, etc)

Qualifications and Experience:
Relevant degree
? A need a very strong candidate experienced in the mining consulting environment and/or Sales experience.
? Must have strong data analysis experience with understanding of IT systems
? Must be able to use data to understand challenges, find possible solutions and convert them into potential business
? Be independent and ability to tap into potential area
? Willing to travel 30-50 % of the time covering both SA & other countries within the region
? Solutions driven
? Excel advanced skills