Head of Sales Separation and Flow Technologies

Responsibilities / Tasks

• Coordinate and drive New Equipment Sales (Separation, Homogenization and Valves & Pumps) and activities centrally across the region for the complete SFT portfolio (Southern and Eastern Africa)

• Achieve sales growth, expand market penetration and coverage

• Set and track sales targets, KPI’s, performance

• Determine and implement the go-to-market strategy, define sales channels according to regional / country requirements and resource availability

• Manage key and strategic accounts and build a global key account network

• Determine Order Intake and Sales Budgets, manage GM, EBITDA and ROCE for SFT Sales.

• Manage the proposal management process, from definition of scope to technical detailing and solution pricing

• Lead the sales team to the achievement of set annual objectives (OI, Sales, GM, EBITDA and ROCE)

• Define pricing and discount policies and specific project related conditions, with responsibility on project profitability

• Support product development projects and contribute to define priorities with a product management role

• Take the lead on new market penetration and growth strategies

Your Profile / Qualifications

Qualifications

• Engineering / Marketing / Business Management qualification

Experience

• Min 5 years’ relevant experience in similar functions

• Significant sales steering experience, incl. product management, within a product/sales matrix

• Proven experience in leading a Sales team, within a product/sales matrix

• Deep practical know-how of state-of-the-art sales process, organization methods and tools (e.g. ordering, pricing, CRM)  

• Change management experience

• Proven superior skills in international negotiation & contracting with customers in countries across the world

• Strong understanding of corporate finance and performance management principles

​Other Skills & Competencies

• English (proficient), preferably local language

• Deep understanding of business on a broad international scale with developed focus on customer needs and fulfilment of customer expectations

• Open-minded and solution oriented, strong problem solving skills

• Team player, good net-worker and negotiator 

• Very good communication skills, strong sales person

• Strong customer orientation - Ability to engage with customers at different level

• Leadership skills, entrepreneurial competencies 

• Ability to function / work / lead and negotiate internationally in multicultural teams 

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