Job Description

Alfa Laval Middle East and Africa have a strong ambition to build on its leading position to
become the No.1 partner for our customers, delivering efficient solutions and a superior experience
and value at every step.
We offer a challenging, exciting, and rewarding position in a highly dynamic and interesting
organization; the Process Thermal team in the Energy Division is looking for an Energy Account
Manager to drive the Capital Sales business growth in Southern Africa and East Africa as required.
This is your opportunity to lead and grow the business while being part of young and dynamic team promoting products that
help our customers meet their sustainability and energy efficiency needs.
You shall be responsible for growing the overall Capital Sales of Alfa Laval Products like Heat
Exchangers, etc in a competitive market and achieve the targets set based on the strategy agreed,
with your own drive, autonomy, and deep understanding of the customer needs.
The job involves managing the business in terms of Sales management, Customer relationship
management, Marketing, Key Account Management and planning and execution of company
strategy.
An ideal person would be an experienced hand at value selling (Heat Transfer Equipment
preferred) global brands and come with a strong knowledge of the local market and relationships
with Influencers, Decision Makers and Industry Leaders. The candidate should have a strong
presence in the market and also be highly motivated to improve on his/her existing knowledge and
contacts to work with Key Decision Makers within end user organisations in Southern Africa and East Africa.
A strong presence as a thought leader and technology advocate and the ability to speak at Conferences
and Seminars is a definite advantage.
Who you are.

• You are customer focused and have a passion for Sales,
• You lead interactions with integrity and accountability.
• You have strong business acumen.
• You have well developed Networking and Influencing abilities.
• You easily build business Relationships and understand Key Account Management principles.

About the job
Key Responsibilities and Tasks
1. Follow established sales processes and guidelines to promote and sell Alfa Laval Products and
Services.
2. Analyse and understand market insights and the customers buying behaviour and make sales
plans according to the Division strategy and targets.
3. Look for and manage leads from the market and customers and convert them to real business
opportunities in order to ensure a strong pipeline.
4. Build the Account Structure in conjunction with the BU and Division Managers to effectively
serve our major customers in Southern Africa seamlessly for Capital Sales and Service
5. Be active in the market and focus on making visits, meetings (also virtual) and interactions with
customers and Industry leaders to get a clear understanding of customer needs and effectively
highlight the value of our products and services in fulfilling those needs.
6. Maintain an active online presence and professional network promoting our Products and services
effectively through social media, Webinars and Seminars
7. Runs the commercial operation by managing the customer grid and proactive planning in our tools. Build and maintain a sufficient network at customers and our Key Account relationships in
Southern Africa.
8. Develop quotes reflecting the customer needs with the support team and stressing the unique
selling points and follow up to get a high hit-rate.
9. Use our CRM and other tools in a consistent and qualitative way, supporting the sales process
and key decision making
10. Be an active mentor in the Sales team across the region in the sales process and work
proactively in a structured way in order to optimize the sales efficiency and reducing cost to serve.
Qualification & Experience
Preferred Mechanical/Chemical Engineer with 5-10 years of working experience in sales to Process Industries with a proven track record in sales and negotiation especially with Key Account Management Experience.
Over 10 years solid Value Based Selling Experience if not in possession of an Engineering qualification.
Experience in Mining Cooling/Ventilation and or HVAC is an added bonus.
The location
The position is based in Johannesburg, South Africa.
Why Should you apply?
- An Exciting opportunity to "Pioner Positive Impact" and be part of our and our customer's sustainability agenda and journey.
-An Exciting place to build your career in our Sales Function having opportunity to expand
your global network inside-outside Alfa Laval.
- We offer an interesting and challenging position in an international, open, and friendly
environment where we help each other to develop and create value for our customers.
- Opportunity to influence not only local but global sales of our equipment to end customers.
"We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status."

Skills Required