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Area Sales Manager

cap LP & Associates' client

location Ho Chi Minh City / Ha Noi

post time Posted 31 months ago

 Role title: Area Sales Manager

Overall Role Purpose: Ensure sales revenue objectives are met through the management of skills and efforts of the Sales Force. Specific roles within management may entail direct or indirect sales management.

Reports to: Relationship Sales Manager

Accountabilities

 

Key activities

Overall goals / Typical measures

Customer

- External

 

 

 

- Internal

Customer

Develop proposals for performance improvement work based on customers‟ needs

Operate as a lead consultant to manage and deliver customer-focused service offerings

Sales Manager Relationship Sales

Assist the Sales Manager Relationship Sales in the development of customer strategies to secure competitor business in major and key account portfolios.

Country Sales Function

Perform regular co-visits/calls with members of the sales team to monitor development of skills and to identify further areas for training and development.

 

Meet revenue targets

 

Meet revenue targets of company core products

 

Improve market penetration

 

Meet customer satisfaction targets

 

Meet profit target

Stakeholder

- External

- Internal

Chambers of Commerce

Country office (other departments)

Develop working relationship

Company Network

Marketing

Actively support with Marketing function to implement Global, Regional and Country marketing campaigns and initiatives

Work with Marketing function to implement margin improvement projects

Provide the data accuracy of customer master file with CMF team

Actively collect competitor‟s pricing, marketing and service intelligence to counter threats

Finance

Work with Finance function to reduce Days Outstanding for improving corporate cash flow and bad debt

Work with Finance function to develop acceptable billing cycles and formats of customers

Customer Service

Work with E-Com to install SPS on key customer‟s sites

Conduct customer visits responding to customer complains received by Customer Service function

Country Sales (other than Taiwan)

Spport the inquiry from other country for the service, communication,

 

Direct revenue responsibility

 

Number of Attendance of Company sponsored activities

 

Company brand awareness in Taiwan

 

Achievement / completion ratio of projects

 

Data accuracy and consistency of customer master file

 

Meet Days Outstanding targets

 

Meet customer satisfaction targets

 

Meet targets of COA and Time in Bond

 

Number of Non-billing IMP

shipment and credits of ISR to Taiwan

Process

Efficiency Enhancement

Increase time at POS through reducing/minimising “time stealers” and ensuring selling time is correctly allocated at POS between maintenance and unplanned maintenance plus new business development calls.

Sales Pipeline Management and Development

Ensure all standard processes are completed in Sales Pipeline

Profit Margins Assurance

Adhere to regional standards on profit margins and discount guidelines.

Sales Accounts Management & Development

Manage a rigorous follow-up process aimed at building relationships with customers

Ensure country sales strategy is incorporated into all major targets set for the sales force.

Monitor Account Executives utilisation of the Pipeline Forecast and ensuring that business from new and existing customers is successfully negotiated in a timely manner. (Tactical Checklist and Pipeline Forecast tools and methodology)

Ensure all aspects of the GSP programme are well understood and implemented across all sales territories and that the regional objectives of both sales force effectiveness and efficiency improvement are achieved. As a result, the company offering will be truly differentiated through the industry leading professionalism that is delivered at point of sale.

Ensure all regionally determined call targets are met by the Account Executives and all sales territories utilize an annual call cycle, which is reviewed quarterly and updated monthly.

Service Quality Assurance

Ensure all customers are serviced effectively by the sales force and that Up-Selling and Cross-Selling opportunities are identified and negotiations commenced. Each sales territory should include the Brick Wall and Relationship Balance Sheet methodology and improved targets must be continually sort.

 

Number of customer calls recorded in C-View (Comat)

 

Ratio of Acquisition and Development Call (Acquisition Call: 40%, Development Call: 40%)

People - Management

Develop a high performance service culture within the functional department.

Plan, organise and direct an efficient and effective functional department.

Develop IKOs/KPIs with team members and monitor individual performance.

Conduct performance appraisal: define training & development plans for all members of the sales team and ensure targets are achieved through regular assessment of their skills.

Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets.

Identify training needs and opportunities to develop a highly skilled functional department.

Employee satisfaction.

Unplanned staff turnover.

Employee development.

Succession planning.

Employee accountability and performance.

 

Skills / Qualifications

Skills

Communication skills, spoken and written (excellent)

Competences

Competency segment „Business‟

Customer Orientation: Is focused on identifying and understanding each customer‟s needs. Expresses and acts on desire to assist customers in an efficient and friendly manner.

Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools.

Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk.

Competency segment „Leadership‟

Developing People: Facilitates the development of others through personal involvement in coaching, mentoring and sponsorship. Creates an environment that fosters learning, growth and development to improve company's capability to achieve the strategic vision.

Building and Leading Teams: Knows the talent* needs of the team. Attracts and develops the people who can meet those needs. Encourages effective cooperation among team members and between teams. Inspires team spirit and the commitment to achieve high standards of performance.

Competency segment „Personal‟

Influencing: Persuades others of the value of an approach or idea. Gains commitment and support and gets others to willingly take action.

Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information.

Commitment to Excel: Challenges self and others to exceed standards and achieve extraordinary results, striving for best in class. Is not easily deterred when obstacles or delays are encountered.

Expected years of experience

5 years experience in sales and marketing in the transportation or service industry. A progressive and proven track record of marketing and sales success.

Experience of building a sales team.

Experience of business consulting and project management techniques

Experience of company operations preferred

Educational Qualifications

Degree in Business

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company detail


Over 500


Logistics / Freight Forwarding / Courier Services


Sales


Full Time


Ho Chi Minh City / Ha Noi


English


Manager


Vietnamese, English


144 Phung Van Cung Str., Ward 4, Phu Nhuan Dist., HCMC.


Ms. Lan Phuong


Tel: (+8428) 22532930 , Ext : 605


phuong.lan.nguyen@natopjobs.com.vn recruitment@natopjobs.com.vn lanphuong@lp-a.com.vn nhuthuyen@lp-a.com.vn