Energy Division Account Manager - Capital Sales Job Johannesburg area,South Africa,Sales

Alfa Laval Middle East and Africa have a strong ambition to build on its leading position to become the No.1 partner for our customers, delivering efficient solutions and a superior experience and value at every step.

We offer a challenging, exciting and rewarding position in a highly dynamic and interesting organization; the Process Thermal team in the Energy Division is looking for an Energy Account Manager to drive the Capital Sales business growth in Southern Africa and East Africa as required.

This is your opportunity to lead and grow the business while being part of a young and dynamic team promoting products that help our customers meet their sustainability and energy efficiency needs.

You shall be responsible for growing the overall Capital Sales of Alfa Laval Products like Heat Exchangers, etc in a competitive market and achieve the targets set based on the strategy agreed, with your own drive, autonomy, and deep understanding of the customer needs.

The job involves managing the business in terms of Sales management, Customer relationship management, Marketing, Key Account Management and planning and execution of company strategy.

An ideal person would be an experienced hand at value selling (Heat Transfer Equipment preferred) global brands and come with a strong knowledge of the local market and relationships with Influencers, Decision Makers and Industry Leaders. The candidate should have a strong presence in the market and also be highly motivated to improve on his/her existing knowledge and contacts to work with Key Decision Makers within end user organisations in Southern Africa and East Africa.

A strong presence as a thought leader and technology advocate and the ability to speak at Conferences and Seminars is a definite advantage.

Who you are

You are customer focused and have a passion for Sales,
You lead interactions with integrity and accountability.
You have strong business acumen.
You have well developed Networking and Influencing abilities.
You easily build business Relationships and understand Key Account Management principles.

Key Responsibilities and Tasks

Follow established sales processes and guidelines to promote and sell Alfa Laval Products and Services.

Analyse and understand market insights and the customers buying behaviour and make sales plans according to the Division strategy and targets.

Look for and manage leads from the market and customers and convert them to real business opportunities in order to ensure a strong pipeline.

Build the Account Structure in conjunction with the BU and Division Managers to effectively serve our major customers in Southern Africa seamlessly for Capital Sales and Service.

Be active in the market and focus on making visits, meetings (also virtual) and interactions with customers and Industry leaders to get a clear understanding of customer needs and effectively highlight the value of our products and services in fulfilling those needs.

Maintain an active online presence and professional network promoting our Products and services effectively through social media, Webinars and Seminars.

Runs the commercial operation by managing the customer grid and proactive planning in our tools. Build and maintain a sufficient network at customers and our Key Account relationships in Southern Africa.

Develop quotes reflecting the customer needs with the support team and stressing the unique selling points and follow up to get a high hit-rate.

Use our CRM and other tools in a consistent and qualitative way, supporting the sales process and key decision making.

Be an active mentor in the Sales team across the region in the sales process and work proactively in a structured way in order to optimize the sales efficiency and reducing cost to serve.

Qualification & Experience

Preferred Mechanical/Chemical Engineer with 5-10 years of working experience in sales to Process Industries with a proven track record in sales and negotiation especially with Key Account Management Experience.

Over 10 years solid Value Based Selling Experience if not in possession of an Engineering qualification.

Experience in Mining Cooling/Ventilation and or HVAC is an added bonus.

The location

The…


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