Position Description
Title:
Technical Sales Manager – Air Conditioning
Department:
Consumer – Home Appliances
Position Reports to:
Product Sales Manager – Heat Pumps
Location:
Christchurch
Status:
Permanent, Full Time
Direct Reports:
N/A
Job Description Updated:
April 2012
Position Purpose
The purpose of this position is to assist the Divisional Manager and Product Sales Manager –
Heat Pumps in ensuring inventory, sales revenue and margin targets are achieved in line with
departmental and organisational objectives, whilst also providing technical support/backup to
dealers, service centres and end user customers.
Financial Dimensions
Sales Revenue (annual):
$
Margin (annual):
$
Operating Budget (annual):
$
Reporting Structure
Direct Reports
N/A
Indirect Reports
N/A
Key Accountabilities
KPI
Sales & Margin
Targets
Objectives
1. Analyse sales figures on a weekly basis to ensure emerging
market trends and key accounts are identified early, progress
against annual sales targets is closely monitored with corrective
action being taken where appropriate and sales opportunities
are maximised.
2. Work with dealers as business partners, by planning and
securing the sale of Panasonic Air Conditioning products and
servicing customer requirements via regular contact, sales
promotions (eg, trade shows) and regular face to face meetings.
3. Develop and maintain key accounts in order for sales
opportunities to be secured for the long-term.
Dealer
Relationships
1. Agree appropriate call cycles for dealers based on the business
potential of each dealership in the territory, and whether or not
they represent a key account.
2. Rigorously maintain call cycle, reporting weekly on calls made
and product ordered.
Product Training 1. Plan and deliver product training to dealers so they can
effectively demonstrate the features and benefits to the end
user.
2. Ensure dealers have appropriate marketing material when
available.
3. Ensure own product knowledge is current, undertaking training
on new product and refresher training when necessary.
Brand Marketing
Activity
1. Plan and advise promotions specifically targeted at the Air
Conditioning dealers, in consultation with the Product Sales
Manager – Heat Pumps and Advertising & Marketing Manager,
ensuring integration with other promotional campaigns where
appropriate.
2. Work closely with dealers to develop an annual plan for
promotions and advertising campaigns for the fiscal year,
ensuring dealers understand the best means of merchandising
product to exploit each promotion to the full.
3. Ensure dealers have access to appropriate stock levels to meet
additional demand generated by promotions, where practical.
KPI
Objectives
Manage
administrative
tasks in a timely
manner
1. Manage product issues such as recurring faults at individual
Dealer level, arranging credits, replacement stock etc as
required, with decisions being made within the approved level of
delegated authority, ensuring that a positive relationship with the
Dealer is maintained. Provide feedback to the Product Sales
Manager – Heat Pumps where a recurring fault is resulting in
product returns or ongoing servicing and repair problems.
2. Authorise and allocate transit damage rebates and credits
effectively, efficiently and within Company guidelines in order to
maintain a positive relationship with Dealers whilst maximising
profitability.
3. Manage expense budget in line with levels agreed with the
Product Sales Manager – Heat Pumps reporting monthly on
expenditure. Maximise the use of the expenses budget in terms
of developing and maintaining Dealer relationships through
recommendations for Dealer entertainment and attendance at
Panasonic Corporate functions.
Key Relationships:
Internal
External

Management team

Dealers

Sales & Marketing staff

End user customers

Finance and Logistics staff

Service centres

Customer Support staff

Service Department

Spare Parts
Competencies
Core Competencies
Job Specific Competencies

Commitment to our Customers

Commercial acumen

Continuous Improvement

Cultural and protocol awareness

Taking Initiative & Getting Results

Facilitation and coaching skills

Planning & Organising


Flexibility & Adaptability
Results focus,
motivation

Teamwork

Relationship management

Business Orientation

Project management

Effective Communication


Problem solving and decision making
skills
Relationship Building


Customer service focus
Decision Making


Technical training and presentation skills
Technical Competence

Extensive technical knowledge of the
product
initiative
and
self-
Desired Experience & Qualifications


Previous experience in a technical sales role
Trade qualification in refrigeration or air conditioning
Please note: the statements contained within this position description outline the general
nature and type of work to be performed in the role; they are not intended to be an exhaustive
description of all the responsibilities, duties, accountabilities and skills required. From time to
time, as required, incumbents may be required to perform duties outside the scope of their
normal activities.