Area Sales Manager – Cape Town

Role Purpose :

The Area Sales Manager is required to cover the designated sales area in order to obtain leads, create awareness of Masslift Africa and Mitsubishi Forklifts so as to produce quotations and ultimately sales. To report lost sales and competitor activity. To sell new and used forklifts in line with monthly / annual targets and company policies and procedures. To visit all existing customers in their relevant areas at least four times a year, assist with any ad hoc queries from the customer and build long term relationships

Leadership and Motivation

The Area Sales Manager will be required to provide leadership to fellow sales team members, encouraging teamwork and direct the teams in order to achieve consistent and high quality performance as per the KPI’s below and staff pride in execution of tasks. To behave according to the Masslift team member competencies below.

Experience and Minimum Requirements :

• Bachelor’s Degree in Commerce or relevant post graduate qualification is preferable.
• 3 years sales experience is preferable
• Valid driver’s license and own transportation
• Computer literate with strong experience in Microsoft Office, and IOT.
• Strong Interpersonal, decisional, and conceptual skills.

Duties and Responsibilities :

• To produce a minimum of 25 quotations per month with a target of 30 per month.

To ensure quotations are done within 24 hours of receiving the lead and ideally presenting all quotes in front of the client.

• To do application surveys and financial surveys ensuring that the “right” machine specification or solution is quoted to the customer.
• Follow up on all quotations less than 6 months old every at least 2 weeks with the assistance of the sales Coordinator.
• Follow up on all sales debtors, with the assistance of the sales Coordinator every 48 hours until payment is received.
• Achieve a minimum market share of 8% in their respective areas with a target of a 10% market share.
• Report all lost sales in their respective areas on a weekly basis.

Achieve a minimum actual coverage of 28% in their respective areas with a target of 35%.

• Prospecting and cold calling or tele-calling to set up appointments with potential customers minimum 10 per day with a target of 15 per day logged into the Magnitude App.
• 1 new Prospect Engagements per day and 1 Courtesy Calls per day logged into the Magnitude App.
• Sell new and used forklifts in line with their annual targets set by the National Sales Manager.
• Sign an all-in maintenance agreement or PMA contracts to at least 80% of all new forklifts sold to end users.
• Build, sustain and manage relationships with all their relevant existing customers.
• Assist support departments with any ad hoc queries received from existing customers. Examples are breakdown calls received, contract concerns & debtors.
• Attending to any tenders in their respective areas, with the assistance of the National Sales Manager and Regional Sales Manager and ensuring that they are completed and submitted timeously and correctly.
• Complete a formal handover with the relevant Contracts Manager within 24 hours of a forklift being delivered to site.
• Attend monthly / quarterly site meetings with larger existing customers as required.
• Entertain customers on an ad hoc basis.
• Demonstrate relevant forklifts on an ad hoc basis on request from customers.

Consistently seek to improve sales skills, managerial skills, business skills and product knowledge.

Masslift Africa is an equal opportunity employer and preference will be given to individuals from the designated groups.

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