BDM – Infrastructure

KPA - KEY PERFORMANCE AREAS
Promote, develop and increase sales of company's products and company's services to Infrastructure projects
Expanding customer base
Maintaining and increasing business relationships with existing customers.
Plan and execute sales calls economically, logistically and with the most impact.
Stakeholders (buying center) include: -

•  Construction customers
• Architects
•  Engineers
• Government departments / infrastructure entities
•  Local government.

Ensure that the Sika sales process is applied and that the customers are served with solutions:

• Prospect and qualify opportunities well in advance (including cross-selling opportunities), sound product
• know-ledge and ability to quickly assemble information is key.
•  Understand the customers’ needs.
•  Ensure that sales opportunities pipeline is updated and filled. Maximize sales efficiency and employment of resources by effective sales administration.
•  Map and cover the entire buying center in complex project environments (architects, engineers, owners,
• contractors, etc.).
•  Ensure systematic follow-up and realization of opportunities. Close sales.
•  Manage objections actively and ensure that brand reputation is maintained.
• Retain customers and provide key account management.

To meet and exceed the Sales Budgets / Targets.

• Monitor Business environment and Market Trends
• Monitoring the business environment and market trends.
• Ensure information on all present and future major projects in Tanzania, map stakeholders (contractors, owners, specifiers).
• Reporting trends to the Line Manager.

Excellent Product Knowledge and Marketing Knowledge

• Non-stop learning of solutions we can provide.
• To have an in-depth technical knowledge of all relevant Sika solutions for the Tanzanian market.
• To write and submit specifications for solutions where required (in collaboration with Area support functions).
• Training of customers to extend their knowledge of Sika products and usage including architects, engineers and project owners.
• Define together with Marketing Manager marketing plan and do follow-up.

Reports

• Systematic and complete documentation and follow-up of activities, opportunities, projects and stake holders.
• Ensure on-time delivery of reports for Country Manager and other corporate functions.
• Anticipate customer demands, forecast sales.

Organizing of seminars and launches

• To plan and conduct product and application systems seminars to customers.

Manage Key Accounts and expenses

• To assist the Financial Controller with the collection of all money owed to Sika Tanzania Construction Chemicals Ltd. Debtor control.
• Keeping the Financial Controller informed of any development that may affect the ability of a Debtor to fulfil his obligations to the company.
• Control of debtor's account.
• Control of expenses related to sales.

Team Lead

• Lead Infrastructure team: set objectives together with Country Manager and pro-actively follow them up.
• Ensure coordination between departments and within sales team to ensure highest possible responsiveness towards customer inquiries.
• Ensure to the extent possible that yearly and monthly sales budgeted are met, anticipate variations towards budgets / forecast as early as possible.
• Oversee all sales activities and customer relationships of team members. Provide guidance and support if necessary.
• Develop team members and ensure that there is a proper deputy system in place.

General

• Undertakes such additional duties which may from time to time be assigned to the Employee in the discharge of his / her duties.
• To ensure that a correct and proper image of the Company is maintained at all times.
• As a senior member of the company an overall interest of the company and being a true leader is required.

Competencies Required

• Closer mentality, willingness to go the extra mile Self-starter.
• Ability to work in internal and international team environment.
• Ability to take the lead and to coordinate different departments in order to reply to customer’s needs in due time.
• People’s skills – support, develop and lead sales team in order to get the best out of everyone.
• High organizational skills and a very disciplined attitude.
• Very good communication skills.
• Accuracy in numerical abilities.