Technical Sales Manager

Introduction

National Packaging Systems is hiring a Technical Sales Manager to drive sales of our machines, systems and complete packaging lines by matching the right technical solutions to each customer's product and process requirements. The successful candidate will lead the direct sales team, drive sales order and gross margin targets, and oversee the technical sales process from the initial customer visit and proposal development through to order confirmation and handover to production.

The role reports to the General Manager, or such other person as the business may require.

Duties & Responsibilities

Sales leadership and targets

• Prepare the annual direct sales plan, with targets by territory, customer and product, for approval by the General Manager.

• Achieve the direct sales order and margin targets set in writing by the General Manager .

• Lead, coach and review the Sales Representatives: agree their territories and weekly visit plans, hold monthly one-to-one reviews and run their scorecards.

• Keep the sales pipeline and the monthly order forecast up to date in Odoo CRM, and report them to the General Manager each month.

Technical selling and solutions

• Visit customers to understand their product, process, output, hygiene and space needs, and propose the NPS machine, system or complete line that fits.

• Prepare technical proposals: machine specification, line layout, output and performance figures, and the scope of supply, installation and training.

• Arrange product trials and demonstrations with Technical where a customer needs proof before ordering.

• Work with Ishida group sales colleagues on complete line opportunities that combine NPS and Ishida equipment.

Quotations, pricing and orders

• Issue quotations within 5 working days of a complete enquiry, priced from the costing and within the authorised discount limits.

• Before any order is accepted, confirm technical feasibility and cost with Technical, and the delivery date with Operations.

• Negotiate and close orders within the authority given, on payment terms agreed with Finance.

• Hand over every order with a complete order pack (signed specification, layout, confirmed delivery date and the customer's purchase order) through the Sales Administrator, so that production can plan the work.

Customers and market

• Build long-term relationships with key accounts and visit them regularly.

• Stay involved with key accounts after commissioning: pass spares and service opportunities to Aftersales, and keep the customer informed while complaints are resolved.

• Report monthly on market trends, competitor activity and lost orders (with the reason), and give Technical the customer feedback needed for product development.

• Work with the Marketing Manager on campaigns, sales material and trade exhibitions.

Co-ordination

• Agree with the Channel Manager which customers and areas are served directly and which through agents and distributors, so that direct and channel sales do not compete.

• Carry out any other reasonable task within your skill and ability.

Desired Experience & Qualification

Qualification

National diploma or degree in mechanical, mechatronic, electrical or industrial engineering (National Qualifications Framework level 6 or higher). A qualification in sales or business management is an advantage.

Experience

At least 5 years of business-to-business (B2B) technical sales of capital equipment, including at least 2 years leading or coaching a sales team. Experience with packaging, food processing or automation machinery is a strong advantage.

Knowledge

Reading engineering drawings and line layouts; machine specifications, output and efficiency calculations; costing and margin; a customer relationship management (CRM) system (Odoo CRM is an advantage); Microsoft Word, Excel and Outlook.

Other

A valid driver's licence. Willing to travel regularly, including overnight and outside South Africa from time to time. Able to lead a team, negotiate at senior level and explain a technical solution in plain language.

Package & Remuneration

• Market-related salary.

• 13th Cheque.

• Christmas shutdown period.

• Provident Fund.

• Medical Aid

Interested?

Applicants must send a detailed CV with at least three contactable references, plus copies of their qualification certificates and academic records. Incomplete applications will not be considered. Only shortlisted candidates will be contacted. If you have not heard from us within 30 days of the closing date, please consider your application unsuccessful.