Roles and Responsibilities
• Drive for full scope of supply (i.e. supplier of first choice) for Burhani principal’s Measurement & Analytical products, flow meters, etc. within the respective customers
• Works with the Inside Sales to generate quotes, provide technical information, and support local customers.
• Provide input on competitive enhancements & positioning, customer preferences, project activity, and other competitive/market data.
• Maintain and manage bookings quota that is to be reported monthly for sales and forecasting purposes.
• Work closely with the principals to maximize potential.
• Prepare and submit Monthly Forecast in conjunction with Country Director and General Manager Sales
• Establish plans & strategies to protect, grow & forecast the Instrumentation business.
• Participate in industry functions and trade shows.
Essential functions
· Contribute to the development and execution of a comprehensive business plan and strategy for the country based strategic accounts in close coordination with the Country Director and Sales Management. Ensure the tactical implementation of the business plan is consistent with the SBU initiatives and compliance to SBU sales targets, growth CAGR (forecasting efforts/plans), and new product penetration.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented throughout the entire sales channel, i.e. Safety, Quality, and Compliance
· Conduct/participate in communication meetings to provide feedback on sales (wins & losses), competitive dynamics, customer preferences/perception & other economic/market factors that drive & protect core business and aid product development efforts.
Job Breadth
· Strategic
Customers
Both internal and External
Travel
Position requires up to 50%-time travel
Size of the Business
$5-$10M
Education and Qualifications
Bachelor’s Degree with 2-3 years (min) of sales experience in Oil & Gas, Power & Water, Mining, F&B and Renewables Industries in East Africa (preferable Tanzania).
Familiar with field/analytical instrumentation and flow meters
Understanding of local approval processes
Must have some experience in Measurement and Flow Technologies with a proven record of success in sales management.
Experience
· 2-3 Years of Experience
Strong industry credibility and proven success with selling measurement solutions and providing technical support is mainstay.
Lead by example in areas of personal character, commitment, organizational, selling skills and work habits.
Extensive experience in all aspects of supplier relationship/customer management with a keen and strategic understanding of the Instrumentation Group and end-user strategy is central.
Demonstrates ability to effectively interact, cooperate and communicate (i.e., must has good oral, written and presentation skills) within a multi-layered matrix organization.
Must possess superior “soloing” skills needed to navigate through the Burhani group Organization and get things done to support strategic customers.
Languages
· Fluency required in reading, writing, and speaking English.
Competencies
Customer focus
Building strong customer relationships and delivering customer-centric solutions.
Gains insight into customer needs. Identifies opportunities that benefit the customer. Builds and delivers solutions that meet customer expectations. Establishes and maintains effective customer relationships.
Decision quality
Making good and timely decisions that keep the organization moving forward.
Makes sound decisions, even in the absence of complete information. Relies on a mixture of analysis, wisdom, experience, and judgment when making decisions. Considers all relevant factors and uses appropriate decision-making criteria and principles. Recognizes when a quick 80% solution will suffice.
Drives results
Consistently achieving results, even under tough circumstances.
Has a strong bottom-line orientation. Persists in accomplishing objectives despite obstacles and setbacks. Has a track record of exceeding goals successfully. Pushes self and helps others achieve results.
Instills trust
Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Follows through on commitments. Is seen as direct and truthful. Keeps confidences. Practices what he/she preaches. Shows consistency between words and actions.
Plans and aligns
Planning and prioritizing work to meet commitments aligned with organizational goals.
Sets objectives to align with broader organizational goals. Breaks down objectives into appropriate initiatives and actions. Stages activities with relevant milestones and schedules. Anticipates and adjusts effective contingency plans.
Manages conflict
Handling conflict situations effectively, with a minimum of noise.
Steps up to conflicts, seeing them as opportunities. Works out tough agreements and settles disputes equitably. Facilitates breakthroughs by integrating diverse views and finding common ground or acceptable alternatives. Settles differences in productive ways with minimum noise.
Organizational savvy
Manoeuvring comfortably through complex policy, process, and people-related organizational dynamics.
