Responsibilities:
Internal Customer Management
- to contribute directly towards assigned territory revenue and objectives, ensuring delivery of growth rates that enhance market share at planned levels (as per country targets), through effective leadership of designated sales channels.
- to drive sales team's improvement through regionally harmonized processes and procedures in line with company direction.
- to develop a high-performance service culture within the sales team.
- to ensure team members achievements towards KPIs and monitor their development progress.
- to conduct weekly Sales Performance review with team members and the appropriate coaching sessions.
- to identify relevant employee development programs, training needs and conduct appraisals, probation reviews and performance improvement programs.
- to ensure the allocation of appropriate resources and commitment of staff to the achievement of objectives and targets.
- to build sustainable and trusting relationships through a well harmonized & well-developed sales force.
- to conduct joint sales calls with sales teams and support and guide them on best practices.
- to assist sales teams in the development of customer strategies to secure competitor business.
Stakeholder Management
- to collaborate with Country Sales Head in order to deliver industry best in class sales competence throughout the sales team (this includes harmonized processes for competency development, recruitment, induction, objective setting, appraisal, in role development and incentives throughout the country sales organization).
- to implement and ensure full adoption of Salesforce system to drive efficiency and transparency of sales performance within the sales team.
- to collaborate with regional stakeholders in support of sales development programs and initiatives to improve sales efficiencies.
- to work alongside local functional heads on day to day activities and tactical plans to resolve challenges and hurdles faced by the sales team.
- to study and analyze competition sales strategy and provide insights to senior management team to assist in strategic country decisions.
Reporting
- to build a strong territory to ensure accounts perform and grow to their maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
- to continuously develop knowledge of products/services and general commercial awareness to provide the best possible guidance to sales teams.
- to provide feedback and recommendation to further improve business operations.
- to analyze and monitor territory performance data to measure success and identify fluctuations/trends to decide on the relevant actions to be taken.
- to adhere to regional standard profit margins and discount guidelines and account receivables of the sales teams.
- to formulate territory sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing customer base.
- to maintain customer business information and update business activities in CRM system.
Requirements:
- possesses at least a Bachelor's Degree
- able to communicate in English.
- at least 3 years of experiences in leading sales processes and people at multiple levels.
- minimum 5 years of experiences in sales.
- have experiences in leading field sales teams.
- experiences in Field & Telesales process management, Sales performance management, coaching/mentoring sales team.
