HVAC Key Account Manager

Job Summary

• To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling the company’s products and/or related services

Key Duties & Responsibilities

Strategy

• Develop and implement strategy in line with company objectives
• Plan and manage personal business portfolio/territory/business according to
• an agreed market development strategy
• Planning and ability to execute to achieve business plans
• Develop contingencies to be applied when plan fails
• Manage product/service mix, pricing and margins according to agreed objectives

Market Analysis

• Increasing market share through identification of new niches, new applications, and new products
• Monitor and report on market and competitor activities and provide relevant reports and managing successful promotions and specials
• Analysis of Market and sales trends and regular reporting
• Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing

Accurate Forecasting

• Ensure enough stock of right staff to avoid LTI
• Compiling Monthly and yearly sales forecasts

Budget Controls

• Ensure delivery of return on investment and building of brand sustainability
• To ensure account meets its income targets
• To effectively solve problems and manage risk to ensure achievement of targets
• Recruitment and targeted selection of new dealers
• Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimize quality of service, business growth, and customer and satisfaction

New Business Development

• Develop a unique way to grow the business with your customers
• Provide solutions to management when faced with challenges
• To liaise with corporate contacts, build and develop relationships
• To assist with the preparation of contractual agreements and ensure that these are fully adhered toDo full tendering process, including writing of proposals, costing and motivations

Strong Customer Relationships

• Managing the relationship between your company and the customer is a big responsibility
• Treat your customers as partners and challenge them to grow their business with your brands
• Use customer and prospect contact activities tools and systems, and update relevant information held in these systems

Reporting

• Provide reports and analysis as required
• To prepare presentations, proposals, plans, contact reports as necessary

Required Experience

• Excellent Presentation skills is essential
• Market analysis knowledge experience
• Microsoft Office (MS Word, Excel and PowerPoint) advanced level
• Ability to use database for recording and reporting
• HVAC business sales experience and well understanding about HVAC products (VRF, Chillers, Split units)

Required Competencies

• Highly motivated, outgoing personality with a focus on execution of sales plans
• Demonstrated ability to develop business relationships with channel partners across all levels
• Good presentation skills
• Honesty, integrity and ethical conduct at all times
• Young, passionate and self-driven
• Communicate effectively, both orally and in writing
• Able to challenge themselves and meet all deadlines and targets for the department
• Persistence and creativeness
• Negotiation and administrative skills
• Ability to function under pressure
• Conflict management

Educational Requirements

• Matric with 3 – 5 years sales & marketing experience
• Degree/Diploma in Sales & Marketing advantageous
• Sales / Technical qualification

Travel Requirements

• Will be required to travel to customers
• Office 20% External 80% of the working week
• Minimum of three night away from home per month
• Willingness and ability to travel nationally and internationally when required

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