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Hallmark

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INDUSTRIAL SOLUTIONS & ICT BUSINESS

Hallmark Limited is looking for an individual to own the Industrial Solutions & ICT business in the Central Region end-to-end, driving revenue, margins, client relationships, and cash flow. The role will focus on building recurring annuity revenue through managed services, licensing and support contracts, rather than relying on one-off supply sales.

Key Responsibilities

• Own the Industrial Solutions and ICT revenue, margin, client relationships and cash for the Central region.
• Grow recurring, annuity-style revenue through managed services, licensing, support and maintenance contracts.
• Prepare and issue quotations within approved margins, working with Operations for cost/lead time and Finance for margin.
• Own the portfolio's debtor book jointly with Credit Control, ensuring the number credits when collected.
• Grow average deal size and convert pipeline opportunities from Business Development and the Bid Office.
• Own client relationships across institutional, government, industrial and corporate accounts.
• Give every logged client issue a response, diagnosis and committed action plan within 24 hours.
• Coordinate technical and engineering response through the relevant supervisors and keep clients informed to closure.
• Manage contract renewals, upselling and account expansion so no contract expires unnoticed.
• Execute the client-visitation programme and submit daily call reports, including nil entries.
• Supply client-specific and commercial content for bids and tenders within internal deadlines.
• Pass qualified referrals to other Solution Lines and report competitor activity and client feedback to Market Intelligence.
• Maintain accurate client records, contacts and pipeline data in the group system.

Qualifications & Experience

• Degree or diploma in engineering, information technology, business or a related discipline.
• At least one current relevant vendor sales or technical certification is an added advantage.
• Valid driving licence.
• At least three years selling industrial equipment, ICT infrastructure or managed services to institutional or corporate clients.
• Demonstrated experience building support, licensing or maintenance annuity revenue.
• Sound understanding of margin, lead time and debtor management, not price alone.
• Comfortable carrying a number and being measured against it.

• Own the Industrial Solutions and ICT revenue, margin, client relationships and cash for the Central region.
• Grow recurring, annuity-style revenue through managed services, licensing, support and maintenance contracts.
• Prepare and issue quotations within approved margins, working with Operations for cost/lead time and Finance for margin.
• Own the portfolio's debtor book jointly with Credit Control, ensuring the number credits when collected.
• Grow average deal size and convert pipeline opportunities from Business Development and the Bid Office.
• Own client relationships across institutional, government, industrial and corporate accounts.
• Give every logged client issue a response, diagnosis and committed action plan within 24 hours.
• Coordinate technical and engineering response through the relevant supervisors and keep clients informed to closure.
• Manage contract renewals, upselling and account expansion so no contract expires unnoticed.
• Execute the client-visitation programme and submit daily call reports, including nil entries.
• Supply client-specific and commercial content for bids and tenders within internal deadlines.
• Pass qualified referrals to other Solution Lines and report competitor activity and client feedback to Market Intelligence.
• Maintain accurate client records, contacts and pipeline data in the group system.

• Sales
• Client Relationship Management
• Negotiation
• Quotation Preparation
• Debtor Management
• Pipeline Management
• Technical Sales
• Managed Services Sales
• Licensing Sales
• Support Contract Sales
• Vendor Certifications (advantageous)
• Driving License

• Degree or diploma in engineering, information technology, business or a related discipline.
• At least one current relevant vendor sales or technical certification is an added advantage.
• Valid driving licence.
• At least three years selling industrial equipment, ICT infrastructure or managed services to institutional or corporate clients.
• Demonstrated experience building support, licensing or maintenance annuity revenue.
• Sound understanding of margin, lead time and debtor management, not price alone.
• Comfortable carrying a number and being measured against it.