Purpose
- To increase ID (LFD/LED) products sales market share and ensure achievement of consistent, profitable growth in sales revenue through positive planning, achieving monthly/ quarterly/ annual targets in line with company objectives.
Key responsibilities for this position include, but are not limited to:
Business Development
- Business Development and Pre-sales: Engaging new enterprise customers and finding new business opportunities
- Developing eco system/eco partners (SI, architects, designer, etc.)
- Developing new solution packages and new business models with eco partners (Using full range of company and partner’s products and solutions)
- Consultative sales and Value-based selling: Providing right solutions packages and making a proposal with an in-depth understanding of customer’s business, needs and usages.
- Collaborate with HQ, RHQ and other subsidiaries as virtual teams
ID Product Strategy/Plan
- Develop and implement the ID product strategy and business plans for the allocated specific products 40%.
- Ensure alignment with the overall business strategy to support company objectives 10%
- Understand partner needs, identify market opportunity, define the vision, and deliver 20%
- Strategize and plan around the product promotion based on the accurate understanding of customer needs, market trends and competitor activities 20%
- Responsible for each allocated product’s life cycle management including the product launch plan and actual launch as well as sustaining the existing products 10%
- Build pipeline in line with sales strategy
In-Depth Product / Brand Knowledge
- Growth of company ID products MS
- Indicate to Product Managers on Stock Status per Channel
- Motivation/Product Knowledge
- Develop promotional campaigns in line with specific channels and products
- Market share knowledge and customer needs analysis to increase revenue
Accurate Forecasting
- Forecasting by channel
- Ensure enough stock of right staff to avoid LTI
Budget Controls
- Ensure delivery of return on investment and building of brand sustainability
- Ensure account meets its income targets
- Effectively solve problems and manage risk to ensure achievement of targets
- Performance vs. budget by unit and Rand Value
- Accounts analysis by Channel including sell out management to establish profit
Market Share
- Knowledge of buying potential by Channel
- Catalogue Requirements
- Incentive Programs
- Market survey and understanding
- Merchandising Understanding
Strong Customer Relationships
- Managing the relationship between your company and the customer is a big responsibility.
- Treat your customers as partners and challenge them to grow their business with your brands
- Relationship Building with Key Account Executive, Networks, Key Contacts and Retailers
- Ensure customer needs are established and reviewed
- Dealer/Retailer presentations
- Provide solutions to management when faced with challenges
- To liaise with corporate contacts, build and develop relationships
- To assist with the preparation of contractual agreements and ensure that these are fully adhered to
- Develop a unique way to grow the business with your customers
Reports
- Compile management reports monthly
- To prepare presentations, proposals, plans, contact reports as necessary
- Progress report on forecast accuracy and inventory plans against set targets