General Manager – Sales

Reports to: VP Sales & Marketing

Category: FTE

Unit / Division / Department / Section: Marketing & Sales

JOB PURPOSE

Develop the Sales Team and the yearly sales plan in line with the Company’s strategy for the various market sectors to achieve the yearly target, maximum margins & objectives. Develop and maintain the assigned key accounts. Lead and supervise sales team to achieve set budgets & company objectives.

KEY ACCOUNTABILITIES

Market Development

• Develop / achieve Sales within various market sectors.
• Build a full and detailed understanding of the client/ market requirements and Company objectives.
• Identify attractive growth opportunities for FPI’s existing product line with focus on incremental sales from new opportunities currently not addressed by the team.
• Implement business development processes that maximize company value and revenue generation for FPI.
• Increase market share and exploit new markets.

Budget and Targets

• Review and update Sales Achievement versus budgets each month
• Ensure that all quotations/tenders are submitted on time as per the necessary documents.
• Negotiate, control and award projects to be in-line with the set targets.

Customer Service

• Refine and improve the quality of customer interaction, satisfaction, and retention by improving standards and providing the best facilities and the highest technical skills.
• Maintain and develop relationship with existing key accounts.
• Develop new key accounts in different market sectors.

Accounts

• Liaise with the Credit Controller to ensure all payments of accounts are received by the due dates.

Teamwork & Employee Excellence

• Motivate and lead a high-performance team by attracting, recruiting, and retaining required team members.
• Enhance work environment to promote and drive employee engagement and team effectiveness.
• Conduct annual performance appraisals and provide staff feedback regarding strengths, areas for improvements and development opportunities.
• Establish KPI’s for individual units and ensure that they are aligned with FPI’s mission and vision.
• Identify key positions and ensure succession plans are in place for target staff.

SPAN OF Communication

• Internal: VP Sales & Marketing, Area Sales Representative, Marketing Manager, Regional Proposal Manager, Technical and Sales Support (TSS), Projects Department, Production Department, Delivery Department, Legal, Finance, PED
• External: Industry Stakeholders, Customers, Consultants, Contractors, Engineering firms, End Users & FPI Representatives

Job relevant information (BOUNDARIES & DECISION-MAKING AUTHORITY)

• The jobholder is authorised to sign sales quotations/tenders that are at the or above price levels agreed by the respective VP for the Region

Required Qualifications:

• Bachelor’s degree in engineering or equivalent Masters is preferred.
• Master’s degree in business administration is a plus.

Preferred Experience:

• 13 to 15 years’ experience similar pipe industry.
• 7 years’ experience in Sales Management

Job-Specific Skills:

• Technical and product knowledge
• Awareness of contractual conditions and implications, and payment terms
• Awareness of market and competition’s trends and activities
• Strong understanding of the market dynamics and customer issues
• Extensive Communication skills and ability to work in a dynamic, fast paced, diverse environment.
• Database skills and software skills (Word, Excel, PowerPoint, etc) and CRM
• Time management

COMPETENCIES

• Leadership & Teamwork
• Good communication skills
• Strategic decision making
• Good coordination skills
• Bid writing and tender evaluation.
• Industry and market knowledge
• Deals evaluation and negotiation

Preference: Engineering with master’s degree in business administration