Manager Rail Sales Timken South Africa - Benoni, Gauteng

Location:                            Benoni, South Africa

The Company:                    The Timken Company

Open to South African Citizens only!

Founded in 1899, Timken is a New York Stock Exchange-listed Fortune 500 company.  A global industrial technology leader, we apply our deep knowledge of metallurgy, friction management and power transmission to improve the reliability and efficiency of machinery all around the world. We engineer, manufacture and market mechanical components and high-performance steel. Our bearings, engineered-steel bars and tubes—as well as transmissions, gearboxes, chain and related products and services—support diversified markets worldwide. With sales of $5.2 billion in 2011 and  approximately 21,000 people operating from 30 countries, Timken makes the world more productive and keeps industry in motion.  The company has an outstanding reputation for ethics and integrity, quality and innovation and has set ambitious goals for growth and profitability. South Africa is viewed as integral to Timken’s growth aspirations.

Timken has a strong presence in South Africa. Timken has approx. 200 associates in South Africa in its distribution and manufacturing operations.

Responsibilities

The Manager – Rail Sales is a member of the management leadership team in South Africa.  This position has responsibility for leading the Rails Sales function in South Africa, encompassing all of the following:

• Development and execution of sales plans for Southern African rail, that meets or exceeds the operating plan set by the rail leaders for this market.
• Manage our business and customer relationships with accounts in the region and expand these to include the Rail leadership team with key accounts.
• Identify and obtain new profitable business which optimizes our product and services capabilities.
• Coach and develop direct reports and/or others in Rail Sales to become business leaders.
• Provide customer information and knowledge to the Rail leadership for decision making and to drive the business for better customer service and profitability.
• Create value for the customers in the Region which can be returned to Timken in the form of increased profitability to meet or exceed expected business plans.
• Assist in the development and negotiation of contracts with our customers.
• Ensure objectives and goals of profitability and growth in the Rail business are met.
• Determine and Negotiate prices per product with customers
• Ensure  Customer Demand, Forecasting and Supply signals are aligned to maximize customer service delivery
• To initiate business relationships with new customers and maintain relationships with current customers
• Ensure the Rail business is protected against competitors’ strategies
• Continuously search for and provide market intelligence and product information, supporting all market research programs.
• Identify & Protect the company from adverse business Risks.
• Identify new markets and introduce new products to new and existing customers.

End Deliverables

• Achieve Sales and Profit Targets for the region as established in the business plan by developing a sales plan and tactics for the customers in the Region to meet the goals. Develop creative proposals for each opportunity including a business case perspective. Optimize prices and negotiate contracts to achieve the goals.
• Manage the customer relationships including a relationship matrix that engages the rail leadership appropriately. Expand contacts within the key accounts both across the departments and up the chain of command.
• Continuously improve customer service as measured by the customer, providing forecasts and order visibility to assist in OTD.
• Identify and develop new business opportunities with the accounts in the Region. Create value, document the value and communicate the value for the customer for evaluation on sourcing to optimize our business share and profitability.
• Manage the cash flow of the company within the Region. This includes staying within the travel and entertainment budget as well as collection and reconciliation of accounts receivables as necessary to keep  all accounts current.
• Communicate to the Rail leadership team on trends, strategies and objectives of the customers in the Region as well as our competitors. Assure adherence to Timken processes to insure compliance and appropriate involvement in business decisions for the Region.
• Maintain regular contact with assigned customers to achieve required face to face time and promote & support the Timken Company products and services in professional manner.
• Compiling and submitting tender documentation according to full requirements.

The Candidate

The ideal candidate will have substantial experience in the Rail industry preferably in sales functions. The candidate will have a strong track record with at least 10 years of post-university experience across a broad range of sales and business functions specifically in the Rail Industry. 

The ideal candidate will have a university degree in any of a number of business-related disciplines, including,  B.Tech / BSc Engineering or B.Com in Business Management / Marketing.  Must also have a strong aptitude of mechanical systems and specific understanding of rail applications and have solid understanding of Rail Markets – specifically Southern Africa.

Additionally, the successful candidate will likely exhibit the following personal characteristics:

• Exceptional analytical, strategic and visionary thinking skills;
• Excellent people-management skills,
• A strong personality, balanced with excellent diplomacy and influencing skills;
• A high level of energy, passion and self-motivation;
• A team player; and Results orientated.

Remuneration

This is an outstanding career opportunity with an industry leader.  Compensation for the position will include a competitive salary dependent on the unique background and qualifications of the successful candidate, together with generous fringe benefits.  A relocation program for the hired candidate is available if needed.

If you are not contacted within 3 weeks, please consider your application as unsuccessful.