Barend Groenewald

Responsible for 2 Business Units in South Africa:
1. Power Tools & Accessories Heavy
2. Diamond
TTM Process:
• Execution of market sensing & customer acceptance tests
• Alignment with different trades for application & portfolio relevance
• Alignment with project teams on value proposition & price acceptance
• Definition of portfolio relative pricing vs competition
• Bottom up target setting
• Business case calculations
• Sales approach definition
Lifecycle… Show more

Responsible for 2 Business Units in South Africa:
1. Power Tools & Accessories Heavy
2. Diamond
TTM Process:
• Execution of market sensing & customer acceptance tests
• Alignment with different trades for application & portfolio relevance
• Alignment with project teams on value proposition & price acceptance
• Definition of portfolio relative pricing vs competition
• Bottom up target setting
• Business case calculations
• Sales approach definition
Lifecycle Management:
• Customer complaint handling
• Product lifecycle management including: Logistics steering, tracking of business development
• Experience exchanges with colleagues in the META region
Market Reach:
• Understating of the potential for all relevant trades
• Understanding of segmentation, investments & sales
• Propose segmentation opportunities
Systematic Account Dev & Customer centric solutions
• Understanding the customer platform & where focus is needed
• Propose activities to further strengthen account development in trades (Focus selection; planning & execution)
• Trade relevant content creation for direct customer communication
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• Increase Hilti’s share of the specification potential (for both local and international projects) from global engineering and design companies by achieving continued sustainable growth in the following areas.
- Ensuring Company Engineering Standards when specifying Hilti products
- The creation and conversion of specification and sales value
- The range and mix of specified products for all relevant applications
• Drive and negotiate pricing strategies to ensure… Show more

• Increase Hilti’s share of the specification potential (for both local and international projects) from global engineering and design companies by achieving continued sustainable growth in the following areas.
- Ensuring Company Engineering Standards when specifying Hilti products
- The creation and conversion of specification and sales value
- The range and mix of specified products for all relevant applications
• Drive and negotiate pricing strategies to ensure profitable increase of customer share of wallet
• Develop and maintain contacts at all relevant levels to understand and secure the fulfillment of customer requirements
• Utilize a consultative selling approach to solve customer needs and requirements
• Develop the assigned project by creating new opportunities and applications as well increase Hilti’s share of wallet
• Articulate the Hilti value proposition and differentiation to influence decision makers and secure business
• Comply with Project Tracking Process
• Coordinate with Technical Sales Representatives and Consulting Engineers who are dealing with the accounts/customers involved in same project
• Establish and maintain good relationship and provide technical advices to customers
• Identifies marketing opportunities by identifying consumer requirements; defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business; establishing targeted market share
• Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities
• Responsible for relationship management to external & internal partners related to key accounts strategy to support global/region business
• Result oriented steering of the assigned key accounts to produce over proportional Growth in selected Market Segments and relevant Projects Show less

• Outside, face-to-face sales growing a loyal customer base within a designated geographical area while strengthening the company’s position or market share within the territory
• Understanding of using MS Excel/SAP & CRM7 to manage, analyze and develop business plans of salespersons customer database to effectively maintain and grow sales
• Understanding of Time and Territory Management (TTM). Including zoning a territory by customer potential and previous sales, creating/ owning daily… Show more

• Outside, face-to-face sales growing a loyal customer base within a designated geographical area while strengthening the company’s position or market share within the territory
• Understanding of using MS Excel/SAP & CRM7 to manage, analyze and develop business plans of salespersons customer database to effectively maintain and grow sales
• Understanding of Time and Territory Management (TTM). Including zoning a territory by customer potential and previous sales, creating/ owning daily schedule, using sales productivity tools. (example: Salesforce software)
• Basic understanding of working with multiple sales channels
• Basic understanding and/or experience obtaining appointments with entry level decision makers at construction/ industrial companies
• Understand the ability to analyze and identify which customers to target, what criteria to use to select customers, and create business plans to identify customer potential and where product gaps exist in a customer’s current purchasing habits
• Understanding the process of getting things done in a matrix organization
• Demonstrate the ability to work with all departments to be successful account manager (materials management, logistics, credit, marketing, technical services and customer service)
• Understanding of how to work a job-site and ability to identify who key roles are on the project, their responsibilities, and needs
• Demonstrate understanding of the value of participating in construction industry trade organizations to build relationships and network of contacts
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• Processing all calls (inbound and outbound) from customers in an efficient and professional manners
• Daily operations with SAP and CRM7
• Respond promptly to the customer inquiries concerning products, applications, quotations as well as the delivery status
• Ensure excellent standard of service and a high level of customer satisfaction
• Apply a consultative selling approaches to solve customer problems and requirements

• Sell, service, and promote the full Hilti product line directly to walk in customers and smaller field
accounts; create innovative ways to drive sales through merchandising and product demo efforts
• Review and analyze all shipping documents and sales trends; identify and make corrections to
ensure correct inventory levels are on hand to drive sales
• Post receipts, disbursements, and material returns; review reorder recommendations to ensure
adequate… Show more

• Sell, service, and promote the full Hilti product line directly to walk in customers and smaller field
accounts; create innovative ways to drive sales through merchandising and product demo efforts
• Review and analyze all shipping documents and sales trends; identify and make corrections to
ensure correct inventory levels are on hand to drive sales
• Post receipts, disbursements, and material returns; review reorder recommendations to ensure
adequate replenishment of the Hilti Center
• Expedite customer backorders and switch to locations that meet customers’ delivery requirements
with the most cost-effective mode of transportation
• Reconcile opening, closing, and annual physical inventories for the Hilti Store
• Audit Hilti Store cycle counts, backorders, unconfirmed orders, and manual stock status
transactions to ensure inventory levels are correct and consistent

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