Key Account Manager

Staff Focus; Gauteng; On-site; ZAR 420,000 - 640,000; Full time

Job summary

Staff Focus is seeking a results-driven Sales & Business Development professional in Gauteng. You will develop sales strategies, manage territories and accounts, and drive growth across HVAC products like VRF systems, chillers and split units.

You will liaise with dealers, analyze markets, and forecast sales while coordinating with marketing for launches and promotions. The role involves regular travel (national and international), about 20% office work and 80% field/customer-facing engagements,

Qualifications

• Matric certificate.
• 3–5 years' sales and marketing experience.
• A Degree or Diploma in Sales and Marketing will be advantageous.
• A Sales or Technical qualification.
• HVAC industry sales experience with VRF systems, chillers and split units.
• Advanced MS Office skills (Word, Excel, PowerPoint).
• Experience using databases for recording and reporting.

Responsibilities

• Develop and implement sales strategies aligned with company objectives.
• Plan and manage personal portfolios, territories and accounts.
• Develop and execute business plans to achieve sales targets.
• Identify growth opportunities with existing customers and new niches.
• Recruit and select new dealers; build strong business relationships.
• Monitor market trends and provide regular sales forecasts.
• Support marketing activities and coordinate product launches, promotions and exhibitions.
• Prepare reports, analyses and business plans as required.

Skills

Sales experience

Market analysis

MS Office proficiency

CRM / customer management

Education

Matric certificate

Degree/Diploma in Sales & Marketing

Sales or Technical qualification

Tools

CRM software

Job description

Key Responsibilities:

Sales Strategy & Business Development

• Develop and implement sales strategies aligned with company objectives.
• Plan and manage personal business portfolios, territories and accounts in line with agreed market development strategies.
• Develop and execute business plans to achieve sales targets, including contingency plans to address potential challenges.
• Identify and implement opportunities to grow business with existing customers.
• Identify new market niches, applications and products to increase market share.
• Recruit and strategically select new dealers.
• Liaise with corporate contacts to establish and develop strong business relationships.
• Provide management with solutions when faced with business challenges.

Market Analysis & Forecasting

• Monitor and report on market trends, competitor activities and sales performance.
• Analyse market and sales trends and provide regular reports.
• Plan, execute and support local marketing activities within agreed budgets and timelines.
• Integrate sales efforts with marketing initiatives, including product launches, promotions, advertising, exhibitions and telemarketing.
• Compile monthly and annual sales forecasts.
• Ensure sufficient stock availability to avoid loss of sales opportunities.
• Manage product and service offerings, pricing and profit margins in line with agreed objectives.

Account & Customer Relationship Management

• Maintain and develop existing and new customer relationships through appropriate sales propositions and ethical sales practices.
• Build strong customer relationships by treating customers as business partners and encouraging them to grow their businesses through the company's brands.
• Optimise service quality, business growth and customer satisfaction through effective customer engagement and internal liaison.
• Use customer and prospect management tools and systems effectively, ensuring all relevant information is accurately updated.
• Assist with the preparation of contractual agreements and ensure compliance with agreed terms.

Financial & Administrative Management

• Ensure return on investment, brand sustainability and achievement of account income targets.
• Effectively resolve problems and manage risks to ensure sales targets are achieved.
• Manage the full tendering process, including preparing proposals, costing and motivations.
• Prepare reports, analyses, presentations, proposals, business plans and customer contact reports as required.

Minimum Requirements:

• Matric certificate.
• 3–5 years' sales and marketing experience.
• A Degree or Diploma in Sales and Marketing will be advantageous.
• A Sales or Technical qualification.
• HVAC industry sales experience with a good understanding of HVAC products, including VRF systems, chillers and split units.
• Advanced Microsoft Office skills, particularly MS Word, Excel and PowerPoint.
• Experience using databases for recording and reporting purposes.
• Knowledge and experience in market analysis.

Travel Requirements:

• Regular travel to customers will be required.
• The position will involve approximately 20% office-based work and 80% external/customer-facing work.
• A minimum of three overnight stays away from home per month should be expected.
• Willingness and ability to travel nationally and internationally when required.

Please note: Only candidates who meet the minimum requirements will be considered for the role.