Sales and Marketing Manager

Role Description:

? Manage the sales teams (local & export): KPIs, sales planning, controls and management.
? Sales growth strategy: including new client acquisition.
? Sales budgeting and forecasting.
? Manage selected key accounts/project management.
? Co-ordination and integration of anchor and export sales.
? Marketing strategy & execution: Product, price, place, promotion.
? Client commercial management: Quotation/contracting/project management & payments.

Measures of performance: (PP:<50%; BT: 50% to 80%; OT: 80% to 120%; HP: 120% to 150%; EP: >150%)

? WT:20% - Achievement of sales budget (measured against management accounts)
? WT:20% - Achievement of sales margins (actual vs budget contributions-against management accounts and
quotations).
? WT:10% - Sales pipeline health (3 months locked in the order book against budget).
? WT:10% - Debtors days between 50-60 average over the period of review.

Skill requirements:

? Sales & Marketing management: 10 Year.
? Client relationship management.
? Leadership and management skills.
? Sales & marketing leadership.
? Deep industry networks.
? Product expertise, ability to sell consultatively.
? Basic technical refrigeration knowledge preferable.
? Strong Project Management Skills and approaches.
? Knowledge of the Commercial refrigeration industry, role players and products will be advantageous.

Behaviours/Soft metrics:

? WT:10% - Builds a sales culture that focuses on top and bottom line success margin focused.
? WT:10% - Continually improves our marketing strategy and implements effectively.
? WT:10% - Client acquisition and growth (improving market share).
? WT:5% - Develops a high performing consultative technical sales team.
? WT:5% - Client retention/relationships (improving service levels).