City of Johannesburg, Gauteng, South Africa
I am an Instrumentation Professional, who thrives from the enriching experience of sharing scientific solutions wherever value may be added. Over three decades of experience has shaped and fueled my passion for the role instrumentation plays in ensuring quality control. A demonstrated history of working in the Instrumentation industry across Africa, from technical service, application support to sales management, covering both laboratory and process instrumentation. Skilled in Negotiations, Sales Management, Technical Support and User Development. I am a professional, creative and positive team player. Instrumentation improves quality, further improving the quality of life. This is an enriching career which I am grateful to be a part of.
• Manage and support for in country representatives and resellers. • Assist in country Representatives with new business development in identified markets. • Develop and maintain strong, long-lasting relationships with representatives or resellers (channel partners). • Serve as the primary point of contact for assigned channel partners. • Conduct regular business reviews and audits with partners to ensure mutual growth and success. • Develop and execute joint business plans with partners to drive sales. • Ensure partners are well-equipped with the latest product information and sales tools. • Monitor partner performance and take corrective actions as necessary. • Assist partners in creating and implementing effective sales and marketing strategies. • Analyse sales data and market insights to identify growth opportunities and areas for improvement. Assist and drive the channel partners to: • Create and manage Tier A and Tier B customer account plans and improving E+H relationship and visibility. • Develop accounts and effective strategies for customer retention and against competitors. • Increase account penetration and improve our “Cross Selling Index” by means of selling E+H complete range of Products, Solutions and Services. • Develop new business in identified markets. Opportunity Management: • Lead qualification • Develop opportunity • Prepare proposals • Negotiation • Close deals Sales Pipeline Management: • Compile and manage area sales forecast in accordance with the sales process. • Project identification, registration and management of the pursuit and acquisition process. • Implement and drive industry strategies in the countries of responsibility. • Competitor analysis in customer base including product range and strengths. • Provide market and visit feedback using the call planning and reporting guidelines. Management and resolution of customer complaints.
Building on almost 3 decades of technical and commercial analytical instrumentation experience, I have taken up the challenge of being the Product Manager of the Anton Paar X-ray Product portfolio. • I am responsible for obtaining the product budget for Anton Paar Southern Africa • Responsible for product launches including market development, research and analysis • Direct sales of Anton Paar equipment and services to customers • Effective management of existing customer accounts and the generation of new revenue through prospecting, lead or funnel follow-up and effective territory management in a broad base of industries and applications • Visit customer sites internationally on a regular basis to give sales presentations, perform instrumentation demonstrations and installations of new products as well as training customers on the correct use of equipment • Administrative responsibilities include preparation of quotes, CRM management and territory reporting on a regular basis • To supply training and product support to sales and service personnel • Customer application support and training • Marketing strategy including campaign management, exhibitions, seminars etc. • Competitive analysis • Application development to align the product line with industry requirements • Belong and participate in professional societies • Management of key accounts
Manage the sales of a wide range of analytical instrumentation and process control equipment that Anton Paar manufactures, to markets across sub-Saharan Africa. Responsibilities include: Direct sales of Anton Paar equipment and services to customers • Effective management of existing customer accounts and the generation of new revenue through prospecting, lead/funnel follow-up and effective territory management in a broad base of industries and applications • Visit customer sites on a regular basis to give sales presentations, perform instrumentation demonstrations and installations of new products as well as training customers on the correct use of equipment • Administrative responsibilities include preparation of quotes, CRM management and territory reporting on a regular basis • Management and support distribution partners in the area • Development of new distribution partners in countries where applicable • Management of Key accounts • Frequent international travel.
Responsible for growing sales in a wide variety of advanced scientific equipment within Sub-Sahara Africa to a diverse market. Responsible for turnkey instrumentation projects which include, project award administration, installation and commissioning, method development and calibration, IQOQ and user training.
Key Account Management. Promote and market a wide range of analytical equipment. Grow and support a national client base. Manage scientific high value capital expenditure projects and tenders. Attended technical training courses and sales meetings across Europe and in The United States.
Install, service and repair analytical X-ray equipment providing user training and IQOQ throughout Sub-Sahara Africa. Attended various technical training courses in The Netherlands.
Install, service and repair Leco analytical equipment, providing user training throughout Sub-Sahara Africa. Presented technical training courses. Attended technical training courses in The United States.