Area Sales Manager, Malaysia (Based in Subang Jaya)
About the role
We are seeking a senior leadership role and experienced Area Sales Manager with freight forwarding background to join our dynamic team at Geodis Malaysia Sdn Bhd. This full-time position is based in Subang Jaya, Selangor and will be responsible for driving the Company's revenue growth by leading the sales team, developing sales strategies, and building strong customer relationships.
Reporting to: Sales Director, Singapore & Malaysia
What you will be doing
Area management
- Create annual sales plan and budgets for the Area built bottom up from Territory Level.
- Deliver sales force efficiency and effectiveness that meets or exceeds the budgeted growth in sales and profitability.
Business Development
- Create and maintain profitable and customer-focused organisation with a strong pool of sales talent to contribute to the achievement of the strategic growth ambitions of the region.
- Ensure all sales resources understand and comply with reporting rules principally in the company provided CRM tool.This includes accountability for entering accurate and timely information.
- Measure, monitor and observe directly the front-line selling resources through call observations, accompany on sales visits, reviewing pipeline and territory call planning. Coach, mentor and develop the team to be highly effective and efficient selling professionals.
Financial Management
- Ensure profitability of the country and the achievement of area sales plan and budget.
- Monitor loss making or low yield customers and develop action plans with sales owner to revert.
- Ensure compliance to credit management policies as well as ensuring that the sales owner is involved in actively understanding and communicating with the customer on any delays in payment or collection issues.
Management Information
- Gather, consolidate, analyse and report on area level related to sales performance, to ensure alignment with country sales strategy as well as to ensure realization of national sales plan and budget.
- Ensure all stakeholders/ users are fully trained in CRM system and CRM reporting tools;
Business Planning and Performance Improvement
- Drive behaviour towards productivity in CSA and Field Sales and pipeline size and quality.
- Conduct regular performance reviews of all team members to ensure corrective actions and support is provided to individuals where results are below target.
Process Management
- Manage the standard process for each sales channel as outlined and communicated by the regional sales strategy.
- Implement and constantly enforce agreed company-wide health, safety and security systems that make provision for systematic identification and elimination of hazards.
Organizational Culture
- Create a positive work culture to ensure the commitment of both the staff to the company and vice versa are realized, be the employer of choice.
- Ensure that standards are deployed and used to foster a performance-based culture with clearly defined expectations supported by tools, training and mentoring;
Leadership
Steer, develop and motivate direct reports for individual and company objectives, to ensure the necessary quality and quantity of staffing for current and future needs.
- Initiate and execute Performance Management process, including conducting performance appraisals and midyear reviews against measurable KPIs.
- Identify team and/or individual developmental needs/ opportunities and stimulate and ensure follow-up and execution.
Meetings
- Lead & organise weekly de-brief meetings with the team to discuss activity, opportunity pipeline & support required.
- Update monthly performance status to Regional Field Sales Director during Monthly Review Meetings.
People Management
- Support and implement programmes and activities for efficient people management covering the entire population in line with the global HR policies.
- Ensure the team has meaningful and achievable objectives aligned to company's strategy.
- Ensure all employees are equipped, trained, qualified, motivated, developed and empowered to provide high levels of customer satisfaction as measured in regular surveys.
- Train, coach, encourage and develop management and all staff to continuously review our people strategies and management effectiveness to improve employees satisfaction;
- Encourage employees to offer suggestions for improvements, influence on team decisions, and act on these as appropriate with feedback/feedforward;
What we are looking for
- Minimum 7 years experience with documented sales record.
- Sales experience and working knowledge of the international transportation and logistics industry.
- Familiarity with the financial aspects of the relevant local economy as well as international market conditions and trends, and international business issues, including currency factors and cultural differences.
- Good computer skills, familiarity with Microsoft office etc
- Fluent in local language, comfortable in English and other languages that the job requires to manage customer and other contacts.
- Presentation techniques, comfortable with meeting and presenting for groups 2-3 people.
