Patrick Chirume: in Johannesburg, GT

Nature of the business - Consumer electronics, specializing in kitchen home appliances (HA) and residential air-conditioning (RAC). Reporting structure Reporting to the Vice President Sales & Marketing SSA and the Managing Director for South Africa. Main purpose of the job ? Responsible for the profit and loss - Drawing up business plans, budgets, reviews etc. ? To identify, develop and generate sales with Key Account retailers, mono/multi brand distributors, project partners and construction companies. ? To develop the brand image and awareness of the company's brands. ? Acts as Legal and Compliance Officer for the department. ? Responsible for management and administration of the department. Main tasks Sales Strategy & Business Development ? Area management - Develop & implement sales strategy/distribution concepts. Optimize customer structure, develop tailor made plans. ? Customer level - Analyze & adopt best possible use of customers' potential & needs e.g. Quantitative (KPI's such as turnover, average revenue, margin, T/O share. ? Qualitative (Strategy, SWOT analysis, opinion leader etc. ? Establish, maintain and develop professional customer relationships ? New customers (Identify, drive, support acquisition and maintenance). Selling ? Overall sales targets & resources - Develop & carry out activities to reach targets, e.g. sales in units & turnover, average revenue, brand & product assortment, presence & market share, using budget, equipment, tools etc. ? Individual customer agreements/contracts - Break down overall targets for sales team, approve team member plans for customers, e.g. terms & conditions, product assortment for core / optional range, brands, BSH marketing support / campaigns ? Negotiate or support team member concerning annual & intermediate agreements / contracts ? Proactive selling - Discuss higher value products, product portfolio, existing & new range. Make offers, negotiate (prices, etc.), close the deal and place orders. Sales Steering & Administration ? Monitor relevant KPI's & carry out appropriate activities to reach targets e.g. for sales, average revenue, margin, market share. ? Supply chain Management - process and order management, return of products etc. ? Risk management ? SFM (Sales Force Management) - Propose appropriate SF structure & size / headcount & agree with superior. Ensure optimized territories for sales team. Monitor fulfillment of visit guidelines (frequency, duration). Monitor the quality of visits by sales team & customer satisfaction ? Budget management - Responsible as a budget owner to manage the assigned money. ? Meetings - Organize, lead & participate in regular & ad hoc meetings & Telecons. Marketing ? Implement relevant elements of marketing mix as follows: ? Formulation and implementation of marketing strategy ? Create and increase brand awareness in the designated countries ? Launch new products, sell out old products ? Manage brand portfolio & product range ? Negotiate prices with assigned customers (together with sales staff or alone) ? Manage campaigns / promotional activities, product training, fairs etc. ? POS (Point of sales) management activities - Inspect display stands and products against set standards, check availability of POS materials, get feedback from customers about product portfolio, stock, POS exhibition, success of campaigns etc. ? Training of customers - Make sure training is being carried out with focus on: