Strategic Accounts Lead at Watershed Consulting

MAIN PURPOSE
The main purpose of this function is to:

• Developing new businesses in the assigned markets within Sub-Saharan African region, with specific focus on new market sectors, new customers and new applications.
• Define & Implement a growth strategy for our Strategic Accounts (end users), encompassing product offering and filtration solutions across all business units.
• Demonstrates strong leadership introducing new products, technologies and entering new markets.
• Lead & guide the business units to achieve the sales and profit targets.
• Analyse and recommend on product ranges, market segments (New and existing) and contribute in the development of tactics and strategies and how to approach the new business opportunities.
• Achieve sales revenue and profit targets as set forth in the strategic plan for defined Process Filtration Products for South Africa.
• Develop and monitor regional sales channel with business units in order to reach annual targets and strategic objectives
• Enhance market observation and communication of commercial and technical trends/developments
• Drive Product sales through the DFSPL customer range and the Sales Organization in close cooperation with existing Sales Management, through joint customer visits, conferences and web tools.
• Build relationships and grow sales with Food and Beverage Original Equipment Manufacturers
• Through market research, cold calls, customer contact, and other means, identify sales opportunities and leads to secure new end user business
• Serve as primary point-of-contact - build relationships, navigate complex/matrix organizations, and identify specific customer specifications
• Influence market acceptance of company products through sales presentations, trade exhibits, product demonstrations, and other activities
• Business Development Manager works to improve an organization’s market position and achieve financial growth. This person works closely with the executive group to define long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.

KEY PERFORMANCE AREAS

• Sales Management
• Leadership (Teams Communication)
• Market strategy
• Re-seller/distributor management

RESPONSIBILITIES
Responsibilities will include but not be limited to:
COMMERCIAL

• Develop key accounts and participate in global/regional key account activities as per defined markets and customer targets.
• Determine the appropriate sales channel mix (routes to market) required to achieve assigned financial targets.
• Monitor agreed KPIs and provide alignment in executing strategies and tactics.
• Leverage company's IAF global relationships and capability to optimize regional/national opportunities.
• Identify and develop re-sellers for designated products and markets, as appropriate.
• Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the stakeholders and decision makers within the client organization.
• Research and build relationships with new strategic clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches. Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service as well as define pricing strategies to stimulate improved business from targeted accounts.

BUSINESS DEVELOPMENT PLANNING

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends to sales team.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

MANAGEMENT AND RESEARCH

• Submit appropriate progress reports and ensure data is accurate.
• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Forecast sales targets and ensure necessary execution Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Ensure all team members represent the company in the best light.
• Define clear market analysis requirements, objectives and outcomes.
• Present business development training and mentoring to business developers and other internal staff.
• Research and develop a thorough understanding of the company’s products, people and capabilities.
• Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

LEADERSHIP (TEAMS COMMUNICATION)

• Assist to Recruit, lead and develop the business resources for the defined specific products and regions.
• Provide adequate activity planning and reporting, using CRM.
• Participate in annual and strategic planning on sales and markets development.
• Observe trends on applications and new technologies in our target markets.
• Derive product and development recommendations in close communication with our Applications Engineer.

JOB / SKILL REQUIREMENTS

• Bachelor degree or above in Mechanical or chemical engineering or equivalent.10 years’ experience in sales and market development roles with preference given where relevant knowledge and industry experience exists
• Beneficial to have broader Africa experience and knowledge
• Key/Strategic account management with proven track record of success
• Knowledge about various mining and industrial production processes.
• Knowledge of Industrial Air filtration and its application in the market
• Strong technical comprehension of basic industrial air filtration engineering and design
• Strong commercial sales knowledge and skills to conclude large service level and supplier agreements
• Proven sales success

CHARACTER TRAITS

• Eager to learn, quick comprehension and proven leadership skills
• Excellent presentation and communication skills – both oral and written
• Self-starter with ability to deliver on actions
• Team player with a willingness to share and impart knowledge to co worke