Sales Engineer: AAR Botswana, Eswatini, Malawi & Zimbabwe

Job Purpose

1. Under the coordination of the AAR Regional Sales Manager (JHB) and in collaboration with the
   company Business Unit and Internal Sales Teams, contribute to the development and ensure the
   successful implementation of the Sales & Marketing strategy to secure increased growth and
   profitability for the company YMA-AAR in the region of responsibility, Botswana, Eswatini, Malawi and Zimbabwe, utilizing a customer centric approach.
   2. Operational management of resources allocated to this region, established in Products, Systems, Solutions and Services Sales, coordinating activities for Field Sales, but also collaborating with and coordinating Internal Sales, EPC Sales, Major Accounts (MA) and specialist support available from the local and regional headquarters and/or affiliates.
   3. Principal Sales & Marketing representative for the Yokogawa brand in this region.

Accountabilities and Responsibilities

1.In charge of all Sales & Marketing activities and thus all Sales personnel active in the region of
responsibility.
2. Advisor to the AAR Regional Sales Manager, as well as applicable Business Unit (BU), EPC Sales and MA managers relating to Sales & Marketing strategy and performance in the region of
responsibility.
3. Provides leadership and coordination of the day-to-day activities of the region’s Front Sales team, while maintaining focus on the region’s strategic goals. Develops goals and objectives, manages
priorities and inspires the Front Sales team to pursue and win profitable business.
4. Collaborates with organisations Middle East & Africa and other affiliates and/or coordinating
subsidiaries, sales offices or agents to secure profitable business in the region of responsibility.
5. Collaborates with shareholders, partners, agents, distributors and suppliers to maximise sales
success, while ensuring compliant business activity consistent with company’s core values.
6. Coordinates sales operations with all other departments in the company and/or supporting
affiliate(s), i.e. Engineering & Projects, Services & Training, Procurement & Logistics, Finance &
Admin, QHSE and HR.
7. Advises and coordinates support from business units (BU i.e. Services, Analysers, Instrumentation,
Systems, etc) to achieve objectives established in the region’s strategic plan.
8. Analyses sales statistics and market share to determine business growth potential in the region.

9. Responsible for Sales & Marketing financial objectives in this region, by forecasting requirements; preparing the regions Mid-Term Business Plans (MTBP) and annual budgets; scheduling expenditures; analysing variances; initiating corrective actions.
10. Advises annual and gross-profit targets by assigning customers, listing target projects and allocating sales quotas to the Front Sales team in accordance with the region’s objectives.
11. Prepares and analyses regional sales plans, budgets, progress reports and monthly sales reports to ensure growth and profitability objectives are achieved in the region and for each BU.
12. In collaboration with the BU Sales & Marketing Managers, recognises marketing opportunities by identifying customer requirements; defining market, competitors’ share, and competitors’ strengths and weaknesses; forecasting projected business; establishing targeted market share.
13. Coordinates the evaluation and planning of expected sales volume and gross profit for products and services in this region; analysing trends and results; recommending selling prices; monitoring costs, competition, supply, and demand.
14. If applicable, supports distributors and agents in the region through concerted sales calls, technical advice, product application advice and joining customer calls.
15. As Sales lead, advises and assists the applicable Internal Sales team(s) with the preparation of technically and commercially acceptable proposals, tender documents and bid submissions, to pursue and win profitable business in the region of responsibility.
16. Analysis’s customer needs and requirements and provide consultation to the customer in offering integrated solutions utilising company’s Vigilant Plant solutions.
17. Develops and/or maintains and improves business relations with all customers in, or targeting, this region. Seeks out and targets new customers and new sales opportunities, initiates action plan and coordinate support to approach and secure new business in this region.
18. Maintaining a customer centric approach, sustains rapport with customers in this region by making periodic visits; exploring specific needs; anticipating new opportunities; mobilising / coordinating resources for the effective support of customers before, during and after sales.
19. Delivers company / solution presentations aligned with marketing protocol.
20. Bridge with Product / Solution / System / Service specialists with objective to win profitable business in the region of responsibility.
21. Proposes key targets for advertising and trade promotion programs; contributing to field Sales & Marketing action plans.
22. Achieves operational objectives by maintaining productivity, quality, and customer-service standards; resolving problems; implementing change.
23. Effectively utilises CRM and internal sales systems, consistent with established protocol. Maintains objective of continuous improvement to respond to customer requirements and industry best practice.
24. Collaborates with the Procurement & Logistics department to ensure effective and cost-efficient delivery of products, compliant with all local laws, regulations and customer expectations.
25. Accomplishes Sales & Marketing human resource objectives by requesting/supporting the recruitment, selecting, orienting, training, assigning, scheduling, coaching, counselling, and disciplining employees; communicating job expectations; KPIs; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures as applicable to the region of responsibility.
26. Stay abreast of the technical developments on company Products, Systems and Solutions as well as industry standards and requirements.
27. Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.

28. Ensures awareness of competition’s activities in order to counter competitive assertions and promote company solutions.
29. Responsible for all trade Accounts Receivable (AR) for customers in region. Monitors AR aging on a proactive basis; coordinates corrective action with BU Managers and AR Controller.
30. Protects organization’s value by keeping information confidential.
31. Adherence to the company’s Code of Conduct, Anti-Bribery/Anti-Corruption policy, Sales Manual, HR, QHSE and Accounting controls and procedures.
32. Adherence to the company’s Authorisation Rule and business expenditure policies.
33. Abide by the company’s health and safety policy by ensuring the following:
a. Must execute work in such a way so as to not endanger himself/herself or others.
b. Must inform himself/herself about Health and Safety instructions and procedures and participate in organised training.
c. Must take care of optimal working conditions by using equipment in the correct manner and in accordance with instructions.
d. Must alert noticed dangers to the managerial staff
34. Respond positively to any other reasonable request pertaining to the job.

Job Requirements and Qualifications

1. Diploma/Degree in an engineering or process related discipline. (i.e. BSc Eng).
2.  Full PC, Microsoft package, and email literacy.
3. Proficient in Process Control products, systems, engineering and services solutions and applications on company and/or competitor platforms. Minimum of 10 years’ experience in Process Automation field.
4. Minimum of 3 years prior sales management experience in Process Automation field.
5. Appropriate regional / country knowledge as applicable to the assignment.
6. Proficiency in CRM and SAP.
7. Training in sales/marketing/negotiation skills.
8. Working knowledge of automation, instrumentation, computer, networking and/or MIS systems.
9. Proven performance with budgetary management and accountability.
10. Established customer relationships and favorable track record.
11. Fluent in English.

Competencies

1. Strong leader, confident and extrovert individual with ability to work with and coordinate teams.
2. Previous supervisory or management experience in sales & marketing in the automation industry is required.
3. Knowledge of the product and competitive environment is required.
4. Proof of previous sales success is required.
5. Solutions driven; able to develop “win-win” solutions with customers.
6. Mature and able to multitask while managing priorities.
7. Well organized and able to handle a daily changing landscape.
8. Creative thinker and negotiator.
9. Person who sees himself as a “go-getter”.
10. Excellent communication skills.
11. Strategic planning skills.
12. Human resource management skills.
13. Financial management skills.

14. Strong network of connections is an asset.
15. Willingness to travel.
16. Proficient in English, able to prepare / validate proposals / tenders.

NB: Willing to work after hours when it is  required.

For qualifying candidates, please send your cv to mamatshego@rizali.co.za