Area Sales Manager

TÜV Rheinland Group; Johannesburg; On-site; ZAR 880,000 - 1,400,000; Full time

Benefits offered by this job

Positive working atmosphere

Employee events

Bonus programmes

Experienced and international teams

Employee training and development

Job summary

TÜV Rheinland Group in Johannesburg invites applications for a senior sales leadership role within the Industry Service & Cybersecurity segment. The role drives regional sales strategy, pipelines, and cross-functional collaboration to advance the company’s services portfolio across industry sectors.

The position demands proven leadership, extensive sales planning experience, and strong stakeholder management in a technical environment.

Qualifications

• Bachelor degree in Sales and Marketing or relevant technical discipline.
• At least 3 years’ sales experience in a technical environment.
• 2+ years of leadership experience managing a medium-sized team.

Responsibilities

• Achieve sales targets and KPIs within area of responsibility.
• Lead operative sales management and pipeline management.
• Coach and motivate frontline sales staff; accompany executives on client visits.
• Prepare monthly regional sales reports and market studies.
• Identify cross-selling opportunities across business lines and drive cross-BS collaboration.
• Ensure proposals and tenders are submitted on time and align with strategies.

Skills

Sales leadership

Negotiation

Sales planning

Pipeline management

intercultural collaboration

Customer relationship management

Education

Bachelor degree in Sales and Marketing

Engineering (optional)

Tools

MS Office

Salesforce CRM

SAP CRM

Job description

Industrial Services & Cybersecurity

At TÜV Rheinland, in the Industry Service & Cybersecurity business unit, we are looking for talents who are ready to help shape the future of the industry and accompany technological progress. Our focus is on digitalization and networking in the industry, as well as the further international expansion of our services in the field of renewable energy and support for major infrastructure projects.

This applies to the functional safety of industrial plants in an era of rapidly increasing interconnectivity of components and machines - the keyword being Operational Technology Security - as well as to energy generation, utilization, and distribution, infrastructure, and network expansion.

Our Core Areas

• Pressure Equipment & Plant Engineering: Inspection, testing, and certification services focusing on pressure equipment such as pressure vessels, boilers, tanks, and piping systems.
• Elevators & Conveyor Technology: Inspection, testing, and certification services for elevators, conveyor belts, escalators, cranes, and machinery.
• Electrical & Building Technology: Evaluation, inspection, testing, and certification services for electrical, mechanical, and electronic systems.
• Industrial Inspection & Material Testing: Comprehensive inspection and testing services for industrial facilities and their materials.
• Infrastructure & Project Management: Project and construction supervision as well as integrated services for infrastructure projects.
• Energy & Environment: Technical support, certification, and testing for renewable energy and sustainable solutions.
• Cybersecurity & Functional Safety: Testing and certification services for industrial automation, IT, and OT security solutions.

Become part of a team that drives innovation and makes the world safer and more connected. With us, you can apply and expand your knowledge and actively shape the industry of the future - in an environment that fosters learning and diversity.

Job Description

• Accountable for achieving, measuring & monitoring the sales related BS-targets & KPIs within area of responsibility
• Responsible for operative sales management within area of responsibility
• Responsible for sales pipeline management in the respective area of responsibility
• Addresses pipeline gaps & initiates countermeasures
• Steers, coaches, trains & motivates frontline sales staff in their daily work, helps sellers identify & address performance gaps
• Accompanies sales executives in customer visits
• Monitors & adjusts sales focus lists of field sales
• Sets yearly sales targets & defines sales plans & KPIs with Field / Inside sales executives according to agreed SLAs & TR Guidelines
• Responsible for sales strategy & strategic sales management within area
• Responsible for setting individual sales targets within sales team & for steering the team towards targets
• Identifies bottom-up sales opportunities & implements into area sales planning.
• For cross-BS collaboration: Responsible for steering Field / Inside Sales employees from different BSs; responsible for target setting regarding cross-BS collaborations in his area of responsibility
• Accountable for implementing governance compliant (global) processes, policies, tools, concepts & projects in the respective area.
• Responsible for developing sales management routines according to TR guidelines.
• Responsible for the operative alignment with the Operations Managers in his / her area in terms of sales target setting & sales target adjustments in certain intervals (e.g. quarterly) if required by business needs
• Reduces / optimizes internal sales cost in area of responsibility (e.g. personnel cost, travel cost, other expenses of area team; cost-output ratio)
• Supports in the cash collection of unpaid / overdue invoices for the customers for which his/her team is responsible.
• Aligns with Regional Sales Manager on how to optimally structure field sales, inside sales & sales support in the area of responsibility (i.e. team / country / cluster) in order to leverage synergies.
• Supports in organizing & tracking of sales campaigns with relevant stakeholders. [Depending on span of control: operative sales task possible]
• Fosters cross-BS / cross area collaboration, communication & best practice sharing to support cross-BS customer development.
• Drives Corporate & BS Key Account Management & -Tender activities in the area & commits to BS contribution for globally defined sales & qualitative targets
• Promote & sell all industrial services portfolio in statutory & non-statutory services rendered in Manufacturing, Mining, Energy & other relevant industry sectors
• Preparing Monthly regional sales report, market study, competitors report etc
• Monitoring the Salesforce data captured by sales team to secure the accuracy of data
• Collaborate with the operations to identify the new service & market
• Present TUVR Services portfolio to potential clients through video conference OR face to face meetings
• Responsible to reach the country budget on Sales
• Manage customer complaint relevant to sales topic
• Planning & scheduling of client visits & follow-up meetings with key accounts
• Identify cross selling opportunities for the different business lines & allocate to the respective business units
• Participate & find opportunities in via tender websites, specific seminars, conference & webinars
• Make sure all proposals & tenders to various clients have been submitted before closing date or within 72 hours
• Responsible to prepare all market study , business development presentation
• Any other related tasks as requested by Management

Experience & Further Qualifications

• Bachelor Degree in Sales and Marketing or relevant qualification in a technical discipline. E.g. Engineering
• At least 3 years’ sales experience in a Technical Environment, preferably from the Testing, Inspection and Certification (TIC) Industry
• At least 2 years of leadership experience as Manager for a medium-sized team of employees or multiple small teams
• At least 2 years of experience working in/ with intercultural teams
• User knowledge in MS Office, Salesforce.com, SAP CRM
• Expert in negotiation and consultative selling
• Expert in sales planning, pipeline management and opportunity qualification
• Expert in analysing information, problem-solving and decision taking
• Awareness in interpreting profit & loss reports

Benefits

• Positive working atmosphere: Isn't it tempting to work for an established, significant company with a rich heritage? Here's the even better news: we also want the work to be fun!
• Employee events: Building. Memories. Together. Various events for employees await you!
• Bonus programmes: We believe in rewarding performance by recognising success. Let's talk about the details of our bonus programmes in a personal meeting.
• Experienced and international teams: We welcome new talent, but are also proud of our many long-standing colleagues. Let your personal experience come together with our multicultural TÜV Rheinland experience to achieve something together!
• Employee training and development: We live 'Just right' as the core of our corporate DNA. Constantly growing together and learning from each other is therefore a matter of course for us!