Area Sales Manager – Eastern & Southern Africa

To plan and carry out direct marketing and sales activities in Eastern and Southern Africa, so as to develop profitable sales of TOKHEIM range of products and services (Dispensers, Systems, Commercial fleet solutions) and strengthen business relationship with Customers and Distributors.

Key Responsibilities:

Plan and carry out sales and marketing activities through frequent trips in targeted countries (50% travel)
Sets budgets/targets in agreement with Company plans and report achievement in a view to achieve or exceed the same.
Develop profitable Sales in the Region, improve margin and debt collection
Manage, support and develop Tokheim distributors network in the region ·        
Coordinate and support Tokheim Subsidiaries in the Region to develop Sales of Non Tokheim equipment and solutions
Maintain and develop quality relationships with potential and existing customers. In particular, act as key account management for Regional Oil Companies
Gain a clear understanding of customers' businesses. Be aware of regional market developments & strategies. Carry out market research, competitor and customer surveys.  
Make accurate, rapid cost calculations, and provide customers with quotations; Respond to and follow up sales enquiries in coordination with back office sales assistants
Attend training and develop relevant knowledge and skills
Comply with Group HSSE standards and business principles
Represent the organization at trade exhibitions, events and demonstrations
Ensure technical support coordination in collaboration with technical support staffs and managers and keep customers informed of the same.  

Dimensions/Territory/Scope/Scale indicators:   Core product range: Dispensing pumps and related equipment and systems for service stations. Target sectors: All major national and independent Oil Companies, Territory: Ethiopia, Uganda, Kenya, Rwanda, Zambia, Zimbabwe, Mozambique, Réunion, Madagascar, Ile Maurice.


Bachelor's OR Master’s degree in Engineering or Business related disciplines (preferred)
Sales experience gained in both Channel Sales via distribution/Value Added Reseller and Key Account Management Sales experience with Large Global Corporates.
Sales experience gained, ideally from the Oil & Gas Downstream industry or associated products & Services.
Demonstrated record of achievement in a prior sales position, especially in distribution and direct sales model able to grow existing business as well as generate and act on new leads.
 Previous experience in an autonomous and field based position. Able to be self-sufficient, self-motivated and driven to exceed set goals and targets.
 Worked in a global matrixed corporate environment able to network with key stakeholders and varied business units.
Proven oral, written, telephone and presentation skills. Strong interpersonal skills.
 Ability to learn and retain product specific information and utilize to position the features and benefits to customers.
Computer literate with knowledge of all Microsoft Office Applications especially Excel & Powerpoint.
Able to travel extensively within the role

Desired Characteristics, Competence and capabilities:

Entrepreneurial spirit
 Customer oriented
Commercially orientated and P&L minded
Technical understanding and solution led
 Fluent in French and English

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