Travis Wentzel

Experience

• 

  DORMA

  Jan 2005 - Jan 2013

  Role purpose and key responsibilities:Management and development of the Automatics and Service divisions of DORMA South Africa. • Focus on sales of automatic operators into the South African market• Focus on selling service agreements and responding to customer needs• Establishing, maintaining and enhancing client relationships• Management of automatics and service teams• Sales and technical support to sales staff and consultants• Responsible for identifying and analysing trends, monitoring competitor activities • Sales presentations • Internal sales and technical training – upskilling of DORMA employeesOutcomes and skills• Management of an extensive team• Strategic sales and leadership skills• Successful and compliant implementation of DORMA policies and procedures within the automatics and service division• People management• Project management • Market analyses Show less Role purpose and key responsibilities:Head of Technical - Point of contact for all DORMA technical enquiries, ensuring that customers and installers are provided with industry leading support. Technical support to sales teams providing solutions for challenging applications. Business development - Focus on developing lasting relationships with our network of distributors and Key Accounts. • Product training to all customers as well as DORMA staff• Specification support to consultants, architects, fabricators and engineers • Onsite technical support • Spearheaded campaign to train all carpenters and installers affiliated with the large construction companies in South AfricaOutcomes and skills• Extensive technical knowledge of DORMA products• Problem solving and critical thinking • Product training and presentations • Sales and relationship development• Understanding of architectural and engineering requirements pertaining to DORMA products Show less Role purpose and key responsibilities:Relationship development with architects focusing on obtaining building plans and door schedules and writing hardware specifications on behalf of DORMA for the architect. • Cold calling• Relationship development with architects• Consulting with architects on the DORMA product and specification service offering • Hardware scheduling• Project management Outcomes and skills• Sales skills • DORMA Product knowledge• Consultation and presentation skills• Specification writing• Understanding of South African construction industry • Project management Show less

  • AUTOMATICS & SERVICE MANAGER SOUTH AFRICA

    Jan 2010 - Jan 2013

  • HEAD OF TECHNICAL & BUSINESS DEVELOPMENT

    Jan 2007 - Jan 2010

  • Architectural Consultant

    Jan 2005 - Jan 2007
• 

  Dormakaba

  Jan 2013 - now

  DVP Lead Global Accounts - Responsible for the leadership and management of the dormakaba global accounts team, with a focus on defining, executing, and coordinating a winning global strategy for the optimal market development of dormakaba's complete range of products and solutions within the lucrative space of Global Accounts (GAs), striving for the attainment of sales and revenue objectives to maximize contribution to the company’s top and bottom lines.Key Tasks: • Plan global sales initiatives to deliver sustained profitable revenue growth from a defined base of Global Accounts customers.• Identify a base (list) of GA customers and align with all Market regions Presidents and in-country heads of Project & Solutions sales to develop sales strategies that foster cross-segment sales growth and create pull.• Ensure definition and implementation of a Strategic Account Plan for each and every relevant GA customer.• Influence of global sales community of at least 150 employees• Define relevant KPI’s and keep improving cross-markets dashboard to track GAs performance in total and per GA customer.• Define and maintain a comprehensive GA toolbox (SharePoint) for the specific accounts allocated to help local organizations. • Support local organizations in GA execution including review of sales processes, account profiling/mapping (at all levels) and coordination, assessment of project management capabilities and proposal of improvement plans, mapping of service capabilities and assistance with contract writing and negotiation.• Partner with heads of Projects & Solutions sales to identify opportunities for acquisition of new GA accounts and to ensure successful onboarding of new GA through the sales and service organizations.• Partner with SBO and Training teams to identify, appoint and bring up to speed local installation & service partners in countries no dormakaba organizations exist to support GA deployments. Show less Role purpose and key responsibilitiesLeadership and management of consultants, BDM's, technical manager and specifiers.Key account management.Product sales management.To manage, maintain and grow specification and scheduling levels by both volume and value in line with growth targets. Collaborate with relevant departments enabling seamless engagement with Architect(s), Main Contractor(s), Project Manager(s) and relevant Customer Groups.Maintain an overview of national product, systems and services portfolio and the architectural recourses to both support and promote the portfolio. Grow and develop relationships with key stake holders. Managerial and Coordination function:• Develop solution approach for the market • Select the product portfolio to be sold on the local market based on dormakaba global product portfolio• Quantitatively assess market needs, distribution channels and set go-to market strategy • Set prices based on market prices and derive price points by channel & manage profits • Lead all quote and pitch activities for the business • Foresee changes in competitive environment, identify technical trends as well as design trends and derive marketing mix; manage regulatory environment. • Specification, Service and Customer training and support. • Liaise and coordinate with Specification, Operations and Service Teams to grow market presence and to deliver projects in full on time and in spec. • Responsible leadership function in projects (market launch, product development) • Produce and maintain market intelligence on competitors, including detailed product benchmarking and overall market size and analysis.• Manage product life cycle in local markets (launch, growth, phase-out). • Manage inventory including providing sales forecasts, managing inventory (working capital) management of slow and obsolete stock • Encourage a vital and productive atmosphere in working team. Show less Development and implementation of regional marketing strategies with a focus on product, price, communication and sales facilitation. • Compilation and delivery of presentations- CPD presentations - Solution presentations provided to corporate and professional teams (Architect, QS, Contractor, developer)• Client relationships- Fostering trust to enable business opportunities and ensure long standing client relationships- Development of new client relationships - Negotiation and dispute resolution• Project facilitation- High level support to sales staff and consultants ensuring projects are secured and successful - Project consultation and negotiations with stakeholders and professionals• Marketing communications- Internal & external news letters- Social media campaign - Advertising & media exposure• Product management- Analysis of product movement and margin- Pricing strategies - Product launches• Development and design of SSA architectural product catalogue & sales brochures• Market and competitor analyses- Deep understanding of market and competitors enabling me to contribute to company strategy • Expos- Vetting - Event management and coordination• Design and supervision of partner showroom displays• Team dormakaba mountain bike initiative- Using sport to generate exposure and provide a unique platform to further develop relationships with clients - Strategy development and implementation- Client event coordinationOutcomes and skills• Experienced product marketer• Strategic planning and leadership skills• Implementation of marketing strategies encompassing sales, pricing, product, and relevant market research• Project management• High level presenting and public speaking• High level sales support & negotiation• Management of external consultants• Budget creation and responsibility• Knowledge of business fundamentals and the importance of cooperation between sales, marketing, finance and operations. Show less

  • Deputy Vice President - Lead Global Accounts

    Nov 2023 - now

  • ARCHITECTURAL SALES MANAGER

    Feb 2020 - Nov 2023

  • REGIONAL SALES & MARKETING MANAGER SUB-SAHARAN AFRICA (SSA)

    Jan 2013 - Jan 2020