Sales Manager - maritime cranes
The role requires capital equipment sales experience, maritime or port equipment knowledge, and the ability to engage with operational, technical and executive stakeholders. Achieving sales targets, meeting KPIs and supporting market share growth are key expectations, together with providing accurate, timely and commercially sound information while representing the company professionally.
Duties
Achieve agreed machine sales targets and contribute to sustainable revenue growth for the maritime crane product portfolio.
Meet defined monthly, quarterly and annual KPIs, including customer engagement, sales activity, pipeline development, reporting discipline and order intake objectives.
Grow market share by identifying new opportunities, strengthening customer relationships and positioning the company as a preferred supplier of maritime crane solutions.
Act as the key contact person and customer liaison between the company, customers, dealers, business partners and factories.
Maintain strong technical and commercial knowledge of machines, their functions, configurations, innovations and applications.
Maintain and expand a strong network of contacts within the maritime, port, logistics and capital equipment industries.
Represent the company professionally during customer engagements, presentations, industry forums and business events.
Travel locally, regionally and internationally as business requirements dictate, including travel arranged at relatively short notice and for variable durations where operational or customer needs require it.
Support customer hospitality and relationship-building activities, including engagements that may occur outside normal business hours, while managing time and priorities responsibly.
Sell machines and achieve agreed sales objectives through disciplined opportunity identification, follow-up and conversion.
Respond professionally and timeously to sales enquiries, maintain regular contact with existing customers and proactively research new markets, customers and business partners.
Remain up to date with product developments, technology improvements and market trends to ensure that customers are offered the correct machine and configuration for their requirements.
Compile accurate commercial offers and support feasibility studies, tender submissions and technical clarifications in cooperation with internal departments and factories.
Maintain and expand a relevant network within the maritime industry and use market intelligence to support sales planning, forecasting and business development.
Represent the company with professionalism, discretion and sound commercial judgement, recognising that customer confidence is strongly influenced by the conduct and preparedness of the Sales Manager.
Liaise with administration, logistics and factories regarding configurations, lead times, pricing, availability, documentation and delivery requirements.
Provide structured weekly feedback on sales calls, customer activity, market intelligence, pipeline status and sales results.
Actively participate in budgeting, forecasting, brainstorming and departmental improvement initiatives by providing customer and market insight.
Prepare and deliver professional presentations to customers, internal stakeholders and industry audiences as required, communicating technical and commercial information clearly and confidently.
Use Microsoft Excel and related reporting tools effectively to analyse sales data, maintain pipeline information, prepare forecasts and support management reporting
Education and requirements
Relevant Degree /NQF7
Minimum 4-5 years of related experience and/or training, or an equivalent combination of education and experience in capital equipment sales. Experience in maritime cranes, port equipment, construction machinery, heavy capital equipment or a comparable technical sales environment will be highly advantageous.
Extensive product knowledge of equipment, particularly the maritime crane portfolio, and an established network within the maritime market will be beneficial.
Individuals from the mining or construction industries will also be considered.