Open Roles at Epiroc

The mission

• Define and implement an indirect sales strategy that actively contributes to increasing market share and maximising sales across all divisions in Southern Africa region.

The role    

• Develop, coach, and support the individual Indirect Sales Partners in customer meetings, ensuring customer engagement as per The Epiroc Way to improve collaboration & qualification of the deal.
• Support distributors to identify, convert and grow market/ sales opportunities in their assigned areas of responsibility.
• Work within approved prokura with credit management, pricing, and discounts to ensure that there is minimum risk to the company.
• To create and execute individual and specific Partner business plans.
• Implement a regular feedback process, to measure and manage Partner Performance regarding, forecasting, quarterly business reviews and development sessions etc.
• To be responsible for ensuring the Partner organisations have a clear and structured enablement plan for sales and technical skills which directly aligns to the business plan.
• Monitor and challenge performance delivery for each indirect sales partner with monthly performance reviews that seeks to continuously implement solutions that help growth. 
• Provide accurate forecasting to the respective divisions Business Line Managers.
• Recruit, onboard, and develop new partners.
• Ensure internal alignment between sales, marketing, supply chain and credit control. Develop and maintain good working relationships and processes with all support functions to assist sales in resolving complex issues.
• Gather relevant sales, marketing and competitive data related to the indirect sales partner market and performance.
• Provide monthly forecasts, monthly/ quarterly updates on IDS-related KPI's.
• Develop and implement a Multi-brand Sales and Pricing Strategy for Southern Africa.
• Conduct regular analysis of sales data, market trends, competitor, and customer behaviour, etc. and use this information to develop territory-specific business plans and revenue forecasts for the multi-brand product.
• Develop and maintain an account base to achieve Multi brand revenue goals.
• Ensure leads and opportunities are accurately and timeously captured on salesforce.
• Prepare sales call and activity plans for the month ahead.
• Prepare monthly sales activity and related revenue reports for Business Line Managers. 
• Participate in the respective divisional forums, providing feedback on market trends, channel strategy and local conditions to succeed.
• Work closely with the Regional Sales Managers' and Regional Corporate Responsibility Manager to identify Enterprise and Supplier Development opportunities in the respective territories to support inclusive procurement plans, as well as indirect sales/ multi-brand strategy.

Competences, skills and experience    

• A strong understanding of partner management.
• Commercial acumen.
• Strategic thinking
• Confident, good team player
• Ability to work independently and under pressure
• 10+ years sales experience. 
• Proven track record in recruiting and managing dealers/ distributors/ resellers. 
• Good knowledge of the mining and construction industry in Southern Africa.
• University degree in marketing, sales, business management or similar. 
• Post-graduate qualification will be advantageous.

Behaviors    

• A strong understanding of partner management.
• Commercial acumen.
• Strategic thinking
• Confident, good team player
• Ability to work independently and under pressure

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The role  

• Installation & Commissioning of underground Diesel equipment
• Troubleshooting and technical assistance on Underground drilling / Bolting / Hauling equipment
• Optimize Drilling & Bolting application according to underground environment
• Assist on right drilling tools and GET are used to ensure optimum drilling / hauling performance
• Ensure all pressure and RCS setting are aligned to mining application
• To ensure equipment performance and high equipment availability,
• Conduct regular machine audits / daily inspections
• Assist customer in Schedule and Preventive and back log maintenance
• Assist customer in Workshop repair jobs
• Attend Breakdown Calls
• Assist in Maintenance and critical parts planning
• Conduct operator and maintenance staff training and evolution
• Share best practises and assist Operator in drilling / Bolting / Hauling application
• Implementation of Technical Service Bulletin / Modification as and when applicable
• Process Warranty claims as and when applicable
• Perform RigScan on scheduled intervals
• Coordinate with Technical Team at head office
• Build strong relationships with our customers

Commissioning of machines :

• Pre-delivery service, some in workshop and on site
• Commissioning of underground equipment
• Implementation and monitoring of new technologies in area of responsibility
• Weekly status reports
• Suggested improvements to Epiroc and customers
• Record keeping of implementation process with suggested improvements

Communication:

• Reports on all site visits to clients and manager
• Customer activity / prospects
• Customer problems
• Communication with your office, on an ongoing basis, of your movements
• Monthly Utilisation must be above 85%

Required experience:

• Very strong technical background
• Computer literacy
• Good customer relations
• Good telephone manners and skills
• Good product knowledge
• Interpersonal skills to work with customers and suppliers and to work as part of the Technical Support team
• Be able to work independently without supervision
• Be presentable to customers in grooming and dress code

Formal Education Requirement: 

• Grade 12 
• Diesel Mechanic (Trade)
• Experience on underground TMM equipment.
• Minimum Years of Experience Necessary: 5 years

Behaviors    

• Strong technical background, preferably within mining/construction equipment. 
• Self-starter, analytic and results driven.
• Customer satisfaction
• Quality of work  
• Breakdown
• Troubleshooting
• Identifying problems
• Be presentable to customers in grooming and dress code

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Main Duties and Responsibilities:

Safety and Sustainability

• Build Safety Always mindset - in everything we do.
• Gender diversity: 50% mindset in every recruitment with substantial improvements made every year.
• Develop long-term Sustainability roadmaps in line with Epiroc 2030 targets to accelerate the transformation, including reduce, reuse and recycle.

Leadership

• Be a role model and a visible ambassador for our company values and business code of conduct and ensure your team live up to the values of Epiroc.
• Develop a high performing team with high psychological safety to create an agile and innovative organization where we dare to take action.
• Ensure continued customer centricity and create an inspiring and inclusive workplace where we grow people and talent.
• Develop a strategy for your department, communicate it to your team as well as your colleagues.
• Develop processes, KPI:s, follow up structures and improvement forums to enable organizational effectiveness and efficiency with specific focus on right from me culture. Your organization, methods and processes must be built to handle market fluctuation with agility and speed.
• Develop an integration road map for your function and guide your team through it as roles and reporting lines may change and new skill sets needs to be learned.

Growth

• Ensure a successful integration and develop AARD to be a group benchmark for how to integrate acquired companies keeping a balance between business and internal alignment. “Taking the best of both.”
• Deliver on AARD committed targets and performance KPIs – supporting the organization with security strategies and adequate and maintained facilities.
• Collaborate with managers to ensure facilities are prepared to capture new business opportunities such as new markets, new products and/or improved internal efficiencies.

Operational Excellence

• Increase the level of automation and digitization in your organization – leading to less errors, increased efficiency and less single competence dependency.
• Work closely with other security and facility professionals in the group to create best practice sharing and an optimal cost. This could include shared resourcing and buildings.
• Create a maintenance plan for buildings and other assets, ensure it is executed and create follow up.
• Prepare long term and short-term budget proposals in time for decision – minimizing the repairs and increasing preventive maintenance, minimizing both costs and down time.
• Lead the overall work to ensure all security and facilities related processes and policies in place and followed by the organization to ensure internal and external audit compliance.
• Create a strategy for how facilities can enable the organization to meet market fluctuations with agility and speed.
• Assist Business Controller and General Manager to maintain and develop a business continuity plan

Skills, Competences and Experience: 

• Minimum of 5 years’ experience in facilities or operations management
• Proactive Risk Management - Identifying and Mitigating potential security threats and facility related risk
• Strategic Thinking - Developing and implementing comprehensive security and facility management plans
• Effective Communication - Clearly conveying security protocols, facility, information and emergency procedures to employees, vendors, and stakeholders
• Collaboration and Teamwork - Building string relationships with employees, departments, and external partners to ensure alignment and support 

Educational Qualifications:

• Matric/ Grade 12
• A relevant qualification in Business Management, Facilities Management or a related field.
• Additional certifications in Health & Safety are advantageous.