Permanent - Product Sales Manager (Process) - Ekurhuleni (East Rand) - South Africa

Reports to  Manager: Capital Equipment Sales

KEY RESPONSIBILITIES:

a) Revenue Generation and Sales

Achieve annual sales target - Order intake value vs. budget (ZAR)

Maintain profitability - Gross margin % on sales

Grow revenue year on-year - YoY revenue growth %

Full-cycle sales execution - Deals progressed from qualified to closed.

Key projects - Key projects with needs analysis & benefit summary based on DAPA

b) Pipeline Development and Forecasting:

Maintain active pipeline - Total qualified pipeline value (ZAR)

Improve win rate - Pipeline conversion rate (won / total quoted)

Forecast accuracy - Forecast vs. actual order intake variance

CRM accuracy - CRM updated with go/get, product / service values, due dates & value pitch.

New opportunity creation - No. of new qualified leads added per month

c) Sales Strategy. Market Development & Business Growth:

Product Sales Strategy - Sales strategy developed and implemented in alignment with business objectives and tailored to meet market needs

Grow customer base - No. of new customer events

New market segments - No. of new applications / segments actively pursued

Stakeholder engagement - No. of client visits / site engagements

Industry presence - No. of industry events represented at

d) Technical Solution Development

Proposal technical quality - USP matched to client benefits

Solution fit - Post-order scope change requests from customer

Site assessments - No. of site audits / technical assessments completed

Test work facilitation - Test work projects facilitated to completion

e) Proposal, Costing & Commercial Management:

Scope accuracy - No. of post-handover scope disputes raised by PM

Process compliance - CRM and internal process adherence with Mercuri

Costing sheets - All proposals, offers and tenders to comply with IMS commercial and risk policies with costing sheet

Commercial compliance - Completion of product performance with penalty / commercial risks

Post-handover support - PM team satisfaction rating on sales support

f) Market Intelligence and Product Development:

Competitor intelligence - Market intelligence reports submitted

Customer feedback loop - Customer feedback reports shared with Product team

Product alignment - Product development sessions attended / contributed to

Value-selling adoption - % of proposals incorporating value-sell framework

QUALIFICATION:

Degree/Diploma in Engineering, with preference in Process Engineering, Metallurgy with relevant experience.

EXPERIENCE:

5 – 8 years of engineering sales experience in similar position in Mining / Process Equipment or Consulting Engineering environment.

Demonstrated success selling capital equipment into the Mining and/or Minerals Processing markets.

Hands-on experience with mineral separation equipment preferred.

KEY REQUIREMENTS:

Knowledge of plant design and operations to engage credibly with process engineers and mine planners. 

Proven track record in the sales of Capital Equipment with specific knowledge in Processing equipment (Preference on Jigs, UCC, DMS, Sensor Sorting). 

Ability to identify and provide value-added solutions.

Experience in large Capital equipment tenders, including negotiation, knowledge of legal terms / risk assessment, performance and other guarantees, and overall risk management. 

Experience in costing / estimating for Capital Equipment tenders. 

Ability to deliver and manage written technical proposals and reports. 

Proven understanding of Sales Management and Business principles. 

Willingness to travel and stay on site / in-country for extended periods.

Proven budgeting & financial modeling experience.

Knowledge of Mining & Minerals Processing industry and market. 

Knowledge of competitors. 

Excellent communication skills 

Good presentation skills 

Advanced level of computer literacy 

Own transport / valid driver’s license