Posted on :
10 Dec, 2013
10 Dec, 2013
1. Sales Management
Develop and execute the area sales strategy as aligned to the regional strategy.
Generate leads regarding prospective contract opportunities and, together with the Regional sales Manager, drive deal closure.
Drive the area contribution to strategic and operational target achievement.
Contribute to accurate area sales (volume and product) forecasting and ensure alignment to and input into the regional and national planning processes.
Track area competitor activity and performance.
Develop, implement and manage area marketing objectives.
Drive horizontal and vertical growth opportunities.
Constantly analyse statistics regarding the number of sales made in a given time period, the resulting profits, and the need for new clients and products.
Coordinate sales team promotional activities across the area.
2. Customer Relationship Management
Maintain and expand the customer base by building and maintaining good relationships with key customers and recognising new customer opportunities.
Understand key customers’ operations and strategies as well as their requirements and trends.
Gather area market intelligence on national accounts and key regional accounts.
Manage and coordinate area resources in line with customer plans in order to achieve strategic objectives (call planners etc.).
Ensure the customer service policy is rigidly implemented and maintained.
Resolve escalated customer queries and issues professionally and in the best interest of all parties.
3. Supply Chain and Distribution Management
Address area stock availability issues with depots.
Oversee the area order taking process.
Drive the achievement of the area sales budgets in terms of volume.
Control area sales costs.
Ensure the accurate recording and maintenance of all employee information.
Manage delivery against talent management action plans.
Clarify roles and responsibilities for subordinates.
Complete skills and competency matrices for all subordinates.
Formulate/update job profiles for all subordinate jobs.
Coach and mentor subordinates and potential successors.
Develop and drive the training strategy.
Develop and drive progression and career paths for subordinates.
5.Area Team Management
Ensure the sales team creates demand pull.
Plan and schedule team training and monitor impact on performance.
Organise and direct the area team towards the achievement of its targets and together with the team, identify sales goals, create and implement strategies, and evaluate performance.
Accomplish area sales goals by orienting, instructing, assigning, scheduling, counselling and disciplining staff.
Address the job expectations of staff.
Plan, supervise, evaluate job contributions and provide regular feedback.
Manage staff leave and general time management issues in line with organisational deliverables and standards.
Sales team performance
Achievement of operational targets
Number of lost customers
Sales volume / location
Volume and value growth
New business development (horizontal and vertical growth)
Customer contact coverage
Degree in management, business administration and/or marketing
Valid Code EB drivers’ licence
3 to 5 years’ experience in a marketing and sales function that includes coordinating sales teams and managing complex and/or significant customer relationships