Regional Sales Manager Job at Hach – in North Riding, Gauteng 2162
The role is responsible for strategic sales targeting large customer accounts with multiple influencers in their assigned geographic region.
Role and Responsibilities
Develop sales action plans identifying: sales objectives, sales opportunities, major customers, and regional shows to be attended during the following fiscal year
Manage, coach and develop the existing sales & service associates acting in the assigned region
Participate in sales activities including customer site visits, telephone contacts, email correspondence, trade seminars and shows, product demonstrations/evaluations, customer seminars and channel management
Provides specifications and product selection from customers to Quotation team and/or Project Managers
Lead project activities and contact stakeholders like contractors, consultants and end users
Follows up on quotations submitted to customers
Renders technical advice or service on product applications and conducts training and service programs in the operation and maintenance of products
Cooperate with Hach sales team and other Water Quality Group Operating Companies in identifying key projects benefiting to all in the countries assign
Identify right market strategy for projects, either through Channel partners, System Integrator or EPC thus protecting the interest of the company
Manage, coach and develop Hach distribution’s network in in the assigned region
Set up action plan to drive and expand channel partner ’s reach on the market (by geographies, product lines and sectors): Set KPIs for visits at existing/new customers & product demonstrations, plan for seminars & tradeshows, improve service capabilities through organization of trainings
Collect forecast on orders and sales through data on monthly basis
Define along with channel partners, minimum stock for fast moving items – reagents and instruments
Implement Salesforce Communities/lead method for channel partners and get visibility on their business to improve coaching through active funnel management
Implement the Authorized Service Partnership with our current channel partner or identifying new partnerships
Develop strong funnel management skills and proactively manage all commercial activities through Salesforce (opportunities, sales visits, etc.)
Collect and report information on all competitive activity within the assigned territory
Meet or exceed monthly and annual targets
Participate fully in training sessions, meetings, skill building and professional development classes
Respond to routine enquiries, prioritize service calls and tasks, escalate service calls and provide appropriate response and advice to customers when handling enquiries
Maintains good will of customers and acts as liaison between customers and company
Maintains a commitment to teamwork and a positive, supportive attitude to all personnel.
Actively involved and give feedback for regional strategic planning
Performs other duties as required
Observes and complies with all safety regulations and company policies
The provision of site surveys and process appraisals to assess the suitability of any given instrument for the application in hand.
To have knowledge of engineering solutions in case the standard offering cannot work within the existing process.
To identify potential areas for new business by utilizing existing solutions and also target growth potential for process solution development.
To engage in new product roll outs by training the sales team with regards to its usage and applications.
To prepare and deliver instrument and application related presentations at specified industry conferences, trade fairs and customer offices.
To liaise with management to provide detailed forecasts and action plans for the growth of the business.
Collects and reports information on all competitive activity, business opportunities, sales trends and results within the assigned market.
Other duties as assigned.
Regional Sales Manager reports directly to the General Manager: Water Quality Platform – Sub Saharan Africa.
Manager of Service
Regional E&C and Project Manager
Regional Sales Manager NA and ME
Product specialist region
Internal Sales and Marketing Associates
Field Sales Associates
Field Service Associates
Measures of Performance
Revenue generation and sales growth for channel partners
Assessment of the staff training records within the department
Assessment of the staff and channel partner performance
Assessment of the Danaher compliance documentation
Successful integration of new products in the region
Adherence to the Danaher Core Competencies
Bachelor’s degree in Environmental Science, Biology, Chemistry, related field, or equivalent experience.
5-10 years’ experience in international sales operations and channel partner management.
In depth knowledge and experience with water treatment and analytical instrumentation
In-depth knowledge of sales processes and funnel management and channel partner management practices.
Enthusiasm and dedication to assure successful sales operations.
Demonstrated vision for change and continuous improvement.
Ability to accurately assess key business metrics and situations.
Language skills Arabian, English
skills and competencies
Willingness to travel up to 75% of time
Must have a valid driver’s license, and a driving record, that is acceptable to Danaher
Knowledge and use of personal computers, and common business software (MS Office)
Prior use of a CRM tool to manage relationships and opportunities. Use of salesforce.com a plus
Excellent organizational skills
Excellent written and verbal communication skills
Ability to present complex or difficult messages clearly and persuasively
Company: Hach –
Company Location: North Riding, Gauteng 2162