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Regional Sales Manager: West Africa in Benoni at The Timken Company

Date Posted: 8/12/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Benoni
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    8/12/2018

Job Description

Your Career Begins at Timken 
If you're ready for a challenging career that provides you with the ability to advance personally and professionally, look to Timken.  Our associates make the world more productive by improving the efficiency and reliability of the machinery that keeps industry in motion.

Location: Accra, Ghana (reporting into META region)

The Company: Timken South Africa Holdings (Pty) Ltd subsidiary of the The Timken Company

Timken is looking for individuals who are passionate about developing new business opportunities, and providing excellent customer service. The ideal candidate will have a solid sales track record in the industrial market space in  West Africa.

SCOPE OF THE POSITION

This position is responsible to lead, manage and develop sales in the region.  The incumbent will be the main sales person for the region and will be responsible for all sales activities.    Responsible to pro-actively develop and direct the implementation of agreed short and long term sales and marketing KPI’s / plans and tactics for the region and achieve stated objectives of growth and profitability for the region. 

This position has accountability to scan the external environment for opportunities in the market place and to develop the future business strategy of region.  Furthermore,  key accountabilities are to meet the market penetration, gross margin, cash flow and new business development targets for the respective market segment(s) by managing external customer relationships and influencing the business environment.

The position will lead, at this point in time 1 associate,  and be responsible for talent management activities. In this capacity this position will work to develop the service associate to his/her full potential and in some cases coach and mentor the associates for growth opportunities within the company.

This position has to provide the credible inputs after scanning the external environment and the opportunities in the market place for future business strategy of the countries mentioned above and as such supports the Managing Director, in compiling and implementing the Sales & Marketing plans.

Responsibilities

This position has responsibility to lead, manage and develop sales in the region. 

  • Responsible to pro-actively develop and direct the implementation of agreed short and long term sales and marketing KPI’s / plans and tactics for the region and achieve stated objectives of growth and profitability for the region.
  • The key accountabilities are to meet the market penetration, gross margin, cash flow and new business development targets for the respective market segment(s) by managing external customer relationships and influencing the business environment.
  • In the future as the sales area grow, the position will be responsible to lead a team of sales engineers and representatives and be responsible for their recruitment, training, overall performance, and motivation levels. In this capacity this position will work to develop sales and service associates to their potential and in some cases groom the associate(s) for growth opportunities within the company.
  • This position has accountability to scan the external environment  for opportunities in the market place and to develop the future business strategy of the region. 
  • Achieve/Exceed the region’s sales targets and support the profit objectives by implementing the Sales and Marketing plan for the respective market segment(s). The targets are reviewed, updated monthly, and sales forecast revised with tactics to close gap when targets are falling short.
  • Achieve/Exceed the cash flow objectives by controlling accounts receivables and providing forecasts for customer requirements to enable optimization of plant capacity and inventory balanced against current market demand.
  • Managing distributor relationships in relation to the Global Distribution Direction and Business Plan. Objectives included but not limited to:
    • Growth of Sales and Profits
    • New Business Development
    • Customer Activity Monitoring (Calls, Entertainment, Face-to-face time)
    • Low margin business correction
    • Contract negotiations
    • Forecasting, Environmental and Market Analysis, Competitive reporting
    • Collection of Receivables
    • Understanding business systems and use of
    • Engagement and communication with other  internal Timken functions as required
  • Identifies, develops and executes new business development strategies and tactics. As with sales, new business is monitored monthly and targets are set as against a % of sales must come from new business development. Creates and maintains a rolling 5-year strategic roadmap to grow business profitably within the region.  Understand/communicate competitive activity in the region and develop tactics to use Timken strengths to grow business and maximize profits. etc.
  • Control Sales and Marketing S&A. S&A costs are monitored monthly and cost reductions along with continuous improvement initiatives are supported / encouraged.

The Candidate

Qualifications - preference will be given to:

  • Candidates with a University degree in B.Tech / BSc Mechanical Engineering or country equivalent.
  • Strong track record with at least 6 - 10 years of post-university experience across a broad range of Sales and Marketing functions
  • Dealing or setting up distribution channels will be advantageous.

Additional requirements:

  • Candidates must also have a strong aptitude of mechanical systems (ability to read technical drawings) and have an understanding of industrial markets – specifically to the region.
  • Demonstrate outstanding achievement as a Sales business leader.
  • Experience in an American multinational company will be helpful.
  • Experience in SAP and CRM systems will be an advantage.
  • Proven leadership, communication, and people skills.
  • Change Agent - Ability  to lead and achieve organizational change.
  • Exceptional analytical, strategic and visionary thinking skills.
  • Strong customer relationship management, sales, negotiating and value selling skills.
  • Strong business acumen, sales strategy understanding/business alignment knowledge.
  • Computer literate (MS Office).
  • Self-starter and highly motivated.
  • Proficiency in business English, speaking and written communication.  As well as the spoken languages in the country.
  • Ability to compose own correspondence in English. (e.g. letters, reports, proposals, quotations).
  • Flexibility - willingness to travel to 60% of the time.
  • The incumbent must be a citizen of the specific country.
  • Unendorsed driver’s license.

The successful candidate will likely exhibit the following personal characteristics:

  • A strong personality, balanced with excellent diplomacy and influencing skills;
  • A high level of energy, passion and self-motivation;
  • A team player; and Results orientated;
  • Confidence and ability to deliver presentations to customers at all levels in the organization.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, or disability status.  When selecting the successful applicants, The Company will be guided by the best practices relating to appointments, the company’s recruitment and selection policy.

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