Sales Engineer at Saint-Gobain

Saint-Gobain with its rich history of over 350 years is the world leader in the habitat and construction market. We design, manufacture and distribute high-performance building materials providing innovative solutions to the challenges of growth, energy efficiency and environmental protection. Saint-Gobain operates in 65 countries and has more than 170,000 employees and has obtained ‘’Top Employer Global 2016’’ certification. Gyproc is the leading interior building solutions group, Gyproc manufactures lightweight building materials and energy conserving Rhino Board for all interior lining.   

Job purpose

To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively being responsible for the customer satisfaction and market share within the assigned territory  

Responsibilities

• Responsible for identifying business growth/ promotion platforms around the markets and liasing with the respective internal stake holders to enhance opportunities for tapping on such opportunities
• Assess opportunities and drive new product introduction offering to meet customer requirements and achieve revenue targets

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• Develop markets for new and existing products to attain revenue targets
• Analyse growth drivers in the respective markets and align the business to enter those opportunities around such areas as projects versus RTM to achieve revenue targets.
• Engage key stakeholders within the regions around new business development so as to position the business towards tapping on the stake holders for business development
• To analyse current business and RTM to highlight gaps and recommend avenues for improvement to maintain/ grow current business - customers, product categories
• To manage key accounts relationships to enhance the retention thereof
• To work with internal stakeholders to align towards servicing the key accounts to enhance customer service and customer retention
• To explore business development opportunities with key accounts and execute for attainment of revenue targets
• Accountable to own area customer relationships and said revenue
• to maximise market advantage, through a strong focus on distributors, end user requirements, customer’s sales teams and customer relationship management, to maximise market advantage
• own trade spend within the sale territory
• Responsibility for achievement of debt management within area of responsibility
• To work across the supply chain, internal and external, engaging customers to promote and demonstrate system value.
• Building sustainable relationships to maximise market advantage, through a strong focus on merchants, end user requirements, customer’s sales teams and customer relationship management, to maximise market advantage.
• Ability to articulate how our offer stands out, offer technical expertise and advice on the advantages of our comprehensive product range, communicating the value proposition to the customer.
• Responsible for training of customer base (with focus on customer sales force) on existing products, new products and value add propositions (for example: product handling and stock rotation)
• Merchandising as and when required to ensure complete product offering understandable to end user.
• Achievement of local demand forecast
• Successful management of call reports.
• Working with other team members to develop technical skills.
• Adherence to strict ethical codes of conduct and maintenance of confidentiality at all times

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Required skills and knowledge

• At least 3-5 years’ experience in a sales role, achieving sales targets with at least 2 years’ experience in selling construction chemicals (admixtures) and related products.
• Previous experience in the civil construction industry (ready mix and precast concrete) is key
• At least 3-5 years’ experience working in Africa including Ghana
• Language proficiency in English, French will be an added advantage
• Driver licence
• Willing to travel daily (locally and internationally)
• Commercial awareness – ability to identify opportunities and action
• Operating in business to business environment
• Broader understanding of economic drivers preferred
• Success at selling new concepts and products
• Ownership of and engagement with continuous self development
• Proven technical competence – understanding of technical concepts and ability to translate for commercial benefit
• Thorough knowledge of business process (forecasting, sales reports, presentation skills, supply chain)
• Experience in market research (market trends, competition) for the annual budget process
• Previous experience in working in accordance with Sales Policies, procedure and internal control measures.
• Experience in Key Accounts, Distribution and Project sales
• Proven track record of achieving sales targets
• Assertive, well spoken with good verbal and written communication skills.
• Good planning and organisational skills
• Strong negotiation and persuasion skills.
• Resilient, able to work under pressure, dealing effectively with high stress situations.
• Analytical thinking and problem-solving logic.
• Computer literacy (SAP, CRM, Ms-Office)

Qualifications

Matric

• Degree, Diploma or relevant industry qualification in construction/building disciplines