Area Sales Manager

TÜV Rheinland Group; Johannesburg; Sur place; ZAR 900 000 - 1 400 000; Plein temps

Résumé du poste

TÜV Rheinland Group is seeking a results-driven Sales Leader in Johannesburg to drive strategic sales initiatives across multiple business areas. You will lead the sales team, manage pipelines, and coordinate cross-BS opportunities while ensuring targets, budgets and governance guidelines are met.

The role requires strong negotiaton skills, experience in CRM platforms such as Salesforce and SAP CRM, and a track record of delivering growth in industrial services.

Qualifications

• Proven track record in achieving and exceeding sales targets.
• Experience in leading a mid-sized sales team.
• Strong negotiation and consultative selling skills.
• Ability to plan and manage pipelines across multiple BSs.

Responsabilités

• Accountable for achieving sales targets and KPIs within area of responsibility.
• Lead operative sales management and pipeline management.
• Define sales plans and KPIs with Field/Inside sales teams.
• Drive cross-BS collaboration and governance-compliant processes.
• Present service portfolio to potential clients and manage tendering activities.
• Coach and motivate frontline sales staff to address performance gaps.
• Coordinate client visits and maintain customer relationships.

Connaissances

Sales leadership

Negotiation

Pipeline management

Sales planning

Cross-BS coordination

Tendering

CRM

MS Excel

Outils

MS Office

Salesforce.com

SAP CRM

Description du poste

At TÜV Rheinland, in the Industry Service & Cybersecurity business unit, we are looking for talents who are readyto help shape the future of the industry and accompany technological progress. Our focus is ondigitalization and networking in the industry, as well as the further international expansion of our services in the fieldof 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 and 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 (if required)
• Monitors & adjusts sales focus lists of field sales
• Sets yearly sales targets & defines sales plans and 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 (cascaded down from regional to area/team-level to individual level)
• 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 with regard to 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 and sales target adjustments in certain intervals if required by business needs
• Reduces/optimizes internal sales cost in area of responsibility
• 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 (team/country/cluster) in order to leverage synergies
• Supports in organizing and tracking of sales campaigns with relevant stakeholders
• 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 and commits to BS contribution for globally defined sales & qualitative targets
• Promote and 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/face to face meetings
• Responsible to reach the country budget on Sales
• Manage customer complaint relevant to sales topic
• Planning & scheduling of client visits and 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/within 72 hours
• Responsible to prepare all market study , business development presentation
• Any other related tasks as requested by Management

Work Experience

• Languages: Fluent in English (B2 Upper intermediate), further language welcome but not required.
• 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.
• Professional: 3-5 years of professional experience in related area.
• Leadership: At least 2 years of leadership experience as Manager for a medium-sized team of employees or multiple small Teams.
• Intercultural: At least 2 years of experience working in/ with intercultural Teams.