Regional Sales Manager
06-2016 - NowDesign / Civil engineering / Industrial engineering Manage the implementation and execution of the Afrox Channel and Retail strategy within the region to ensure
sales growth achieved is in line with company strategies and budget.
• Maximize regional sales to the indirect customer base and GPADE by coordinating and leading the Sales activities
of the region.
• Managing the development of the sales budget and its implementation to ensure the contribution to the profitability
of the region is met through achieving of the agreed targets
• Bridging interfaces between the various business areas and the region to ensure that the agreed business
strategies are implemented
• Ensuring sales force effectiveness.
• Maintaining a customer centric focus within the company
• Leading the sales development effort for the region
• Leading the management of key customers to ensure they receive support from other Business areas to achieve
targets
• Reinforce Regional and individual Retail store accountabilities for marketing standards through regular and
consistent stores visits and evaluation against appropriate measures
• Provide field support, coaching and guidance to Indirect and Retail Operations
• Support the development of the Channel strategy in conjunction with the National Channel Manager and Business
Unit Heads
• Manage and coordinate activities for Distributors and Partnernet customers within the region, using he most
effective tools to analyses, plan, implement and review all sales activities. This includes but not limited to:
a. Managing account queries and debt
b. Gap analysis
c. Implementing BCP’s
d. Managing volumes, margins and pricing
e. Develop strategic plans for, and with each distributor or Partnernet customer to ensure business growth
and budget targets are met, assets and stock levels are managed, and tong term supply agreements are
agreed
• Build long term relationships with Distributors and Partnernet customers, including but not limited to:
a. Developing and understanding of their requirements
b. Monitoring and improving service levels
c. Developing common vision between Afrox and Customer
d. Maintaining a focus on customer needs
e. Developing strategies to meet identified customer needs
f. Optimising relationships to the benefit of both Afrox and the Distributor/Partnernet Customer.
g. Liaise with relevant Afrox functions to ensure Distributor and Partnernet customer service levels are met.
• Manager SHEQ for Retail operations, Distributors and Partnernet Customers by ensuring that staff are competent
to operate installations, gas safety procedures are followed, and equipment is properly installed.
• Comply with all SHEQ Initiatives through participation in company programs appropriate to Sales.
Maximize channel performance through the review of the geographical products, customer and channel footprint
for the region.
• Closely support the Marketing initiatives and market development goals for Light Industries
• Implementing BCP and BOP for channel management
• Implement and execute the advertising, merchandising, point-of-purchase promotions, frequent shopper’s
programs, special events and sales support programs designed to increase sales volume, retain existing
customers and attract new customers in line with agreed strategy
• Monitor and manage the selling overheads and gross profit after selling expenses(GPASE) budgets to ensure
targets are achieved. Ensure deviations from expected performance are investigated and corrected promptly.
• Manage direct reports in line with the company HR Policies, processes, procedures and systems
• Ensure geo specific retail outlets (Gas & Gears) comply with all standards and processes including security
• Expand customer base (networking, lead follow up and conversion).
• Identify new opportunities to build profitable market share and sustainable competitive advantage; creating value
for new and existing customers.
• Partner with customers, building sustainable relationships and leveraging customer insights and decision criteria to
drive solutions to address current and future needs.
• Create and maintain customer profile and SWOT and or Blue Mapp regionally including sales potential, operating
structure, sites, contacts, and other relevant information.
• Develop in-depth knowledge of customer preferences, needs and anticipated needs/trends (to develop and
implement commercial strategy).
• Keep abreast of competitive activity at existing customers and proactively direct field sales personnel to customer
accounts as needed.
• Develop /maintain Sales Funnel (pipeline) management and discipline within our CRM system.
• Establish and track account performance metrics.
• Provide business analysis including data trends, customer retention, funnel success and addressable/attainable
market.
• Maintain appropriate databases (CRM, RFQ alert, SOA’s, Site/Plant list, Project/Quote Tracking).
• Contract Management.
• Strategic selling in complex end user and SHEQ sales environment.