Purpose
- To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling VRF and Single Splits and/or related services.
Key responsibilities for this position include, but are not limited to: Strategy
- Develop and implement account sales strategy in line with company objectives
- Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
- Planning and ability to execute to achieve business plans.
- Develop contingencies to be applied when plan fails.
- Manage product/service mix, pricing and margins according to agreed objectives.
Market Analysis
• Increasing market share through identification of new niches, new applications, and new products.
- Monitor and report on market and competitor activities and provide relevant reports and managing successful promotions and specials.
- Analysis of Market and sales trends and regular reporting.
- Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing.
Technical Knowledge
- HVAC Technical knowledge is a must (both product and selection software).
- Develop CRM with developers, consulting engineers and contractors.
- Getting company listed on the specified manufacturer’s list of Consulting Engineers.
- Selecting the right equipment considering all the vital factors that affects the product’s performance.
Project Management
- Must maintain a healthy projects pipeline for the assigned market.
- Strong follow ups on the projects starting from Access to spec-in to tender to final decision making (including pricing).
- Ensure that the projects are listed and registered on company B2B system.
- Must closely monitor the project progress and have clear discussion during weekly pipeline meetings.
New Business Development
- Develop a unique way to grow the business with his/her customers.
- 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.
- Do full tendering process, including writing of proposals, costing and motivations.
Strong Customer Relationships
- Managing the relationship between the company and the customer is a big responsibility.
- Treat your customers as partners and challenge them to grow their business with your brands.
- Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.
- Customers include Developers, Consulting Engineers, Contractors, Distributors and Dealers
Reporting
- Provide reports and analysis as required.
- To prepare presentations, proposals, plans, contact reports as necessary.