Sales Manager (Rental Hire)

Sales Manager (Rental Hire) required in Cape Town.

An opportunity for an experienced SALES MANAGER is required for permanent employment based in Cape Town & PE Hub’s.

Area: Cape Town & PE (Hub’s).

Industry: Rental Hire / Working of height machinery and equipment / Trade Desk.

Salary: TCT R71 110.00kpm (incl. Basic + Pension + Cell + Travel).

Start Date: As soon as possible.

Type: Permanent.

To drive Sales targets through the effective management of the external sales team and the sales process to ensure coverage of the Cape Town Hub and Port Elizabeth Depot’s sales budgets/targets.

To achieve growth in each market sector through the sales team in the Cape Town Hub and PE depot.

Duties and Responsibilities:

• Actual to Budget Revenue with a plan for surplus:
  • Ensure Sales Consultants together with trade desk meet set targets and budgets.
  • Set goals with sales consultants to ensure that the Hub and PE Depot turnover and utilization targets are met.
  • Develop and propose new ways and means to increase revenue.
  • Manage and maintain pricing in accordance with budget.
• Target setting sales staff for external sales:
  • Plan for growth and forecast accordingly.
  • Accountable for achieving and growing the rental revenue budget.
  • Accountable for achieving and growing the Company brand sales revenue budget.
  • Execute Hub and PE Depot Sales strategy and assist Regional General Manager in the sales Strategy.
• Quote Conversion:
  • Responsible for Regional implementation and tracking of the hire desk incentive.
  • Ensure Sales Consultants and trade desk meet set conversion rates.
  • Maintain the correct skills, tools, processes, and resources in order to maximize quote conversion.
• Ensure that decision makers both at the customers head office & on their sites are adequately covered in order to secure deals.
• Effective coverage of customer Sites and Head Offices to build and maintain effective business relationships.
• Ensure that all customers with potential business opportunities are visited and the services of the Company and brands are promoted on a planned and regular basis.
• Allocate Customers to sales staff based on spend, opportunity and sector.
• Measure monthly spend by targeted sales staff accounts vs budget and action plan to enhance / rectify (monthly feedback session presented to depot managers)
• Track weekly sales activity through presentation of target builds, focusing on pipeline and activity from planner including local and regional forecasting.
• Update sales staff with Company brand leads for the region.
• Responsible for managing and delivering the Company brand Sales number with the AM: Company brand Sales.
• Call for and co-ordinate national business development actions on the ground in the region.
• Develop relationships with key regional customers and New Company brand key customers.
• Drive brand awareness through the region by identification and execution of regional promotion activities.
• Identification of new regional opportunities in conjunction with project development manager to drive and deliver revenue growth.
• Manage territory & opportunity coverage and related resources.
• Ensure maintenance of contact database and follow ups.
• Manage call ratios of external sales staff.
• Ensure adequate planning and time management of sales team.
• Assist sales team in resolving queries, challenges, or possible complaints with customers.
• Maintain sales channels and actively develop new ones.
• Regularly review customer classification by spend and opportunity.
• Review and apply the appropriate resources to effectively take care of both new and dormant accounts.
• Service levels to be set, maintained and assessed on a regular basis.
• Call on customers with Sales Consultants regularly and ensure that Customers are satisfied with product, service and sales interactions.
• Competitor Analysis:
  • Drive strategic management of sales initiatives to combat opposition activity.
  • Develop relationships with key regional customers and New Company brand key customers.
  • Customer tier based on spend, opportunity as well as implementation of regional pricing/SLA agreements.
  • Develop and submit competitor analysis to Regional General Manager.
  • Collate information on a regular basis regarding competitor’s rates, fleet and activities.
  • Discuss and implement counter measures with the Regional General Manager for the effective use by both the Internal & external sales teams.
  • Ensure that the Company maintains a competitive edge and that learnings are shared and taught appropriately.
  • Be an advocate for the Company’s value proposition.
• Adherence to sales process:
  • Ensuring that all policies and procedures are adhered to in the sales department and wider company.
  • Ensure all duties are carried out safely and in accordance with all company policies and legal requirements.
  • Ensure that the Sales team are well trained and that they adhere to the Sales Process.
  • Ensure that the most effective tools and resources are in place to effectively execute the sales process.
  • Ensure that weekly debtors meetings actions are attended to, issues addressed and followed up effectively.
  • Produce weekly and monthly sales reports covering, revenue to budget, utilization, forecasting, sales consultants progress, debtors, opposition, opportunities & challenges.
• Leadership and Management:
  • Ensure that the Company has a willing, able, motivated sales team.
  • Ensure that selling skills are practiced effectively and consistently by all external sales staff by observation.
  • Advise and assist individuals to grow and develop to build competency and revenue.
  • Implement a continuous learning program for the team to keep them highly skilled, motivated, focused and effective.
  • Identify additional sales resource requirements and hire appropriate skilled candidates to meet changing needs to address growth.
  • Facilitate sales training (theoretical and on the ground).
  • Ensure that employees have clear and understood work/role descriptions, targets and goals to perform their functions, and that client needs, and requirements are integrated into all work-related practices.
  • Ensure that employees have the right resources, skills, tools, equipment, and information to successfully execute on their responsibilities.
  • Effectively manage employee performance and create opportunities for them to gain the competence for the work required and to grow.
  • Manage sales staff in accordance with agreed monthly sales targets and key performance indicators.

Requirements:

• B Com Sales & Marketing Degree, IMM Diploma (adv/similar).
• Grade 12 (Matric).
• 4 – 5 Years Sales Management experience within a corporate or semi-corporate environment.
• 4 – 5 years’ experience in managing a sales team.
• 4 – 5 years general business management experience.
• 3 years’ experience in a Trade Desk environment.
• Some experience in the rental industry and/or logistics market.

Skills Required:

• Sales and Marketing skills
• Excellent communication skills
• Negotiating and influencing skills
• Persuasion skills
• Report writing
• Presentation skills
• Relationship Management skills
• Commercial skills
• People Management Skills
• Analytical skills
• Networking skills
• Sound judgement and decision-making skills