1. Sales Management
\nDevelop and execute the area sales strategy as aligned to the regional strategy.
\nGenerate leads regarding prospective contract opportunities and, together with the Regional sales Manager, drive deal closure.
\nDrive the area contribution to strategic and operational target achievement.
\nContribute to accurate area sales (volume and product) forecasting and ensure alignment to and input into the regional and national planning processes.
\nTrack area competitor activity and performance.
\nDevelop, implement and manage area marketing objectives.
\nDrive horizontal and vertical growth opportunities.
\nConstantly analyse statistics regarding the number of sales made in a given time period, the resulting profits, and the need for new clients and products.
\nCoordinate sales team promotional activities across the area.<\/p>\n
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2. Customer Relationship Management
\nMaintain and expand the customer base by building and maintaining good relationships with key customers and recognising new customer opportunities.
\nUnderstand key customers\u2019 operations and strategies as well as their requirements and trends.
\nGather area market intelligence on national accounts and key regional accounts.
\nManage and coordinate area resources in line with customer plans in order to achieve strategic objectives (call planners etc.).
\nEnsure the customer service policy is rigidly implemented and maintained.
\nResolve escalated customer queries and issues professionally and in the best interest of all parties.
\n3. Supply Chain and Distribution Management
\nAddress area stock availability issues with depots.
\nOversee the area order taking process.<\/p>\n
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4.Budget Management
\nDrive the achievement of the area sales budgets in terms of volume.
\nControl area sales costs.
\nEnsure the accurate recording and maintenance of all employee information.
\nManage delivery against talent management action plans.
\nClarify roles and responsibilities for subordinates.
\nComplete skills and competency matrices for all subordinates.
\nFormulate\/update job profiles for all subordinate jobs.
\nCoach and mentor subordinates and potential successors.
\nDevelop and drive the training strategy.
\nDevelop and drive progression and career paths for subordinates.<\/p>\n
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5.Area Team Management
\nEnsure the sales team creates demand pull.
\nPlan and schedule team training and monitor impact on performance.
\nOrganise 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.
\nAccomplish area sales goals by orienting, instructing, assigning, scheduling, counselling and disciplining staff.
\nAddress the job expectations of staff.
\nPlan, supervise, evaluate job contributions and provide regular feedback.
\nManage staff leave and general time management issues in line with organisational deliverables and standards.<\/p>\n
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2. KPI\u2019s
\nArea customer
\nsatisfaction rating
\nSales team performance
\nIn-store management
\nAchievement of operational targets
\nNumber of lost customers
\nSales volume \/ location
\nVolume and value growth
\nCost management
\nNew business development (horizontal and vertical growth)
\nCustomer contact coverage<\/p>\n
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