Responsible for the marketing, sales and order intake of the company group projects, spare parts and technical services within a specific allocated client base in South Africa and within certain allocated country responsibility within the SADC region.
The successful incumbent will hold a minimum of a Mechanical Engineering qualification or alternatively and Electrical Engineering qualification with strong mechanical knowledge unless the applicant can demonstrate that they have developed the necessary competencies.
A good knowledge of the iron and steel industry, non-ferrous metals industry, steelmaking, casting, rolling mill, forging and/or smelting industries is required.
Establish, build and maintain relationships and trust with new and existing clients at multi levels within our market sector and allocated client base in order to ensure company group influence of client decisions, receipt of target enquiries and maximum client orders.
Regular visits and meetings with clients (multi-levels) to obtain information, insight and client support towards company group for the supply into client strategy (technology development path) and operational planning (modernisations, upgrades, repairs, maintenance, spare parts supply, outsourcing, technical services, etc.)
Act as liaison support between allocated Southern African clients and other company group divisions.
Keep up to date with all company technical information.
Distribute new marketing and sales information to prospective and existing customers.
Sales and Marketing Activities
Meet or exceed annual personal order intake targets.
On an ongoing basis, perform market & client analysis and provide recommendations and forecasts for a specified financial year for order income from allocated clients and countries.
Set annual business plan for allocated client base.
Keep regular contact with clients and potential clients to ensure knowledge of all challenges, requirements for improvement, projects, spare parts and technical service requirements enabling company group to achieve order income from such opportunities.
Facilitate and ensure issue of maximum number of enquiries by clients to company group.
Facilitate competitive, timeous and order intake winning tender responses to clients.
Keep up to date with the actions of the competitors of company group within your allocated client base and countries.
Conduct, facilitate and support company group technical sales visits to our existing and potential client base, your allocated client base and your countries of responsibility.
Continuously facilitate and perform project, spare parts and technical service sales activities on behalf of the company group, within our market with the objective to maximise order intake.
Perform projects, spare parts and technical service enquiry evaluations.
Facilitate interaction between company group technical experts and clients.
Facilitate pre- and post-tender activities as required.
Monitor execution of related incoming orders.
Monitor order financial status and ensure adherence to agreed terms and conditions, including initiation of milestone invoices.
Facilitate technical contract negotiation and finalisation with clients.
Facilitate and coordinate any on-site activities that might be required within your allocated client base and countries.
Ensure completion of contractual formalities.
Assist in negotiating payment terms and billing milestones.
Deal with all guarantee claims and related matters.
Enquiries and contracts
Receive and study all client enquiries.
Contact relevant company group divisions and facilitate accordingly.
Facilitate company group to obtain tenders and orders for projects, modernisations, services and spare parts, maximising local scope of supply and services.
Evaluate tenders and lead our submissions for allocated clients.
Pricing strategy for clients.
Assist with collation, review and writing of technical tender responses & proposals.
Ensure tenders are submitted on time.
Conduct technical and/or tender clarification site meetings with clients.
Ensure tender clarifications are dealt with and resubmitted to clients.
Perform all actions required to take proposals through to order intake and contract execution stage.
Order and contract negotiations
Support and assist contract execution.
Ensure adherence to and compliance with all company directives and quality control manuals.
Always support, promote and work to contribute to the success of company group.
Culture of continuous improvement.
Regular out of town business travel.
Location (country, city): Morningside, Johannesburg
Job Qualification & Experience:
Qualifications and Experience
Unless the applicant can demonstrate that they have developed the necessary competencies through experience, a minimum of a Mechanical Engineering qualification is required. Alternatively, an Electrical Engineering qualification with strong mechanical knowledge, is required.
A good knowledge of the iron and steel industry, non-ferrous metals industry, steelmaking, casting, rolling mill, forging, and/or smelting industries is required.
Previous operations/maintenance experience within at least one of the above industries is required.
Previous sales/marketing experience within one of the above industries is preferred, but not required.
An understanding of metals processing plants and equipment.
Knowledge and Skills
Computer literate: MS Office.
Project management skills.
Excellent communication skills at all levels (written and verbal).
Good interpersonal skills.
Outcome, results and deadline focussed.
Negotiation and other sales related skills are preferable.
Philosophy of continuous improvement.
Adaptability: Maintaining effectiveness in varying environments and with different tasks, responsibilities and people.
Analysis / Problem Assessment: Securing relevant information and identifying key issues and relationships from a base of information; relating and comparing data from different sources; identifying cause-effect relationships.
Customer Service Orientation: Proactively developing customer relationships by making efforts to listen to and understand the customer (both internal and external); anticipating and providing solutions to customer needs; giving high priority to customer satisfaction.
Flexibility: Able to adapt to constantly changing organisational and business requirements.
Follow-up: Establishing procedures to monitor the results of delegations, assignments, or projects; taking into consideration the skills, knowledge, and experience of the assigned individual and characteristics of the assignment or project.
Initiative: Making active attempts to influence events to achieve goals; self-starting rather than accepting passively; taking actions to achieve goals beyond what is required; being proactive.
Judgement/Problem Solving: Committing to an action after developing alternative courses of action that are based on logical assumptions and factual information and that take into consideration resources, constraints, and organisational values.
Negotiation: Effectively exploring alternatives and positions to reach outcomes that gain all parties support and acceptance.
Organisational awareness: Having and using knowledge of systems, situations, procedures, and culture inside the organisation to identify potential organisational problems and opportunities; perceiving the impact and the implications of decisions on other components of the organisation.
Persuasiveness/Sales Ability: Using appropriate interpersonal styles and communication methods to gain acceptance of an idea, plan, activity, or product from prospects and clientele.
Planning and Organising: Establishing a course of action for self and/or others to accomplish a specific goal; planning proper assignments of personnel and appropriate allocation of resources.
Quality Orientation / Attention to detail: Accomplishing tasks through concern for all areas involved, no matter how small; showing concern for all aspects of the job; accurately checking processes and tasks; maintaining watchfulness over a period of time.
Teamwork/Collaboration: Working effectively with team/work group or those outside formal line of authority (e.g. peers, senior managers) to accomplish organisational goals; taking actions that respect the needs and contributions of others; contributing to and accepting the consensus; subordinating own objectives to the objectives of the organisation or team.
Work standards: Setting high goals or standards of performance for self, subordinates, others, and the organisation; being dissatisfied with average performance; self-imposing standards of excellence rather than having standards imposed by others.
A global company ranking among the top global leaders in metallurgical processing plants for the entire metallurgical process chain.
This advert is being advertised in collaboration with our recruitment partner MCHIR.
Key Accounts Manager – Morningside, Johannesburg – Ref: 1157674
Key Accounts Manager
To view our other job listings, click here