Area Sales Manager, East at Eaton

Job description

PRIMARY FUNCTION:

Leadership for the sales, business development and marketing of Hydraulics’ product line throughout this territory.

Key Account and Territory management Commercial and management of key direct OEM accounts for Power and Controls products. Develop and Manage the Channel to market.

ESSENTIAL FUNCTIONS:

• Responsible for direct sales and service for Power Motion Controls and Fluid Conveyance Products to key OEM accounts in the region
• Identifying and appointing new Hydraulic distributors in the region subject to corporate approval
• Joint technical sales calls with existing Hydraulic component distributors in the region with the goal of growing their business.
• Identifying business development opportunities and successfully selling clearly defined value propositions, together with Hydraulics technical and commercial colleagues to ensure market share growth.
• Provide and/or facilitate technical support and training for OEM accounts and distribution (plus their end users) in the regionCoordinates input to/from product management, and customers for application projects and new product launches and new product configuration releases for the local market.
• Drives a high standard of good business relationships and customer satisfaction with OEM,s distributors and end users within the region
• Plans and conducts technical seminars/training sessions to update distributors and/or OEM's on current and new products.Provides punctual call reports, expense reports, and monthly reports.
• Forecasts and communicates customer sales and product needs as required
• Maintains accurate customer files and records
• Reports competitive and market information as necessary
• Represents company at trade association meetings to promote the product.
• Maintains a high level of proactive communication between the support staff at Eaton Hydraulics South Africa and the region.

DIMENSIONS:

This position is vital in achieving the Eaton Sub Saharan Africa goal of Africa growth till 2021 and beyond. This will be achieved through increased activity and successful market share growth through distribution and direct sales in the Eaton strategic countries, within this region.

The area sales manager will be measured on, (but not limited to):

• Business development identification and success rate
• Monthly and YTD sales & profitability
• YOY revenue growth
• Market share growth
• Forecast accuracy
• F2F activity
• Customer satisfaction
• Expenses

Desired Skills and Experience

SPECIALIZED KNOWLEDGE:

• Diploma in Sales or other technical field from college or accredited technical school
• Five+ (5) years of technical experience directly related to hydraulics.
• Equivalent knowledge through experience may be considered.
• A strong mechanical and mathematical aptitude.
• Understanding and knowledge of customers and/or distributors business in the area with immediate influential contacts to drive the Eaton business forward. .
• Must be a self starter and produce results with limited supervision and micro management
• Enthusiastic and energetic

ADDITIONAL INFORMATION:

• A complex distribution methodology requires tact and judgment in dealing with distributors competing for sales within the same marketing area.