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Territory Sales Manager

Closing: Apr 11, 2024

This position has expired

Published: Mar 27, 2024 (26 days ago)

Job Requirements

Education:

Work experience:

Language skills:

Job Summary

Contract Type:

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What we are looking for
Critical Knowledge:
  • Strong interpersonal skills and an ability to build rapport with customers.
  • Previous operations experience and an organized approach to work.
  • Hardworking with a strong work ethic.

Critical Experience:

  • Previous experience working in Sales and Stock management
  • Team Leadership
  • Creating or managing P&L Accounts

Functional Competencies:

  • Must be a good team player, must be innovative and proactive
  • Must be customer service oriented
  • Target driven and proactive
  • Technology savvy
  • Good people skill with ability to communicate effectively
  • Excellent Communication Skills

Leadership Competencies and Behaviors
Vision and Purpose:

  • Constantly ensure stickiness with Customers
  • Know the business and its trends
  • Creative

Leading People:

  • Communicate clearly and effectively
  • Mobilize people
  • Inspire commitment

Driving For Results:

  • Strong Business Foresight
  • Autonomous and Accountable for his/her actions
  • Result Oriented
  • Leading Change
  • Build trust and get people’s buy-in
  • Challenge and be open to be challenged
  • Motivate

Critical Success Factors and Compliance with the Group Rules:

  • Strong communication skills
  • In depth understanding of sales and marketing principles
  • Experienced user of sales ordering tools
  • Proven Retail Sales experience

Organizational Structure:

  • Directly reports to Customer Relationship Manager
Responsibilities
What we are looking for
Critical Knowledge:
  • Strong interpersonal skills and an ability to build rapport with customers.
  • Previous operations experience and an organized approach to work.
  • Hardworking with a strong work ethic.

Critical Experience:

  • Previous experience working in Sales and Stock management
  • Team Leadership
  • Creating or managing P&L Accounts

Functional Competencies:

  • Must be a good team player, must be innovative and proactive
  • Must be customer service oriented
  • Target driven and proactive
  • Technology savvy
  • Good people skill with ability to communicate effectively
  • Excellent Communication Skills

Leadership Competencies and Behaviors
Vision and Purpose:

  • Constantly ensure stickiness with Customers
  • Know the business and its trends
  • Creative

Leading People:

  • Communicate clearly and effectively
  • Mobilize people
  • Inspire commitment

Driving For Results:

  • Strong Business Foresight
  • Autonomous and Accountable for his/her actions
  • Result Oriented
  • Leading Change
  • Build trust and get people’s buy-in
  • Challenge and be open to be challenged
  • Motivate

Critical Success Factors and Compliance with the Group Rules:

  • Strong communication skills
  • In depth understanding of sales and marketing principles
  • Experienced user of sales ordering tools
  • Proven Retail Sales experience

Organizational Structure:

  • Directly reports to Customer Relationship Manager

About the Job
Role holder is responsible for:

  • Developing an in-depth knowledge of core products via successful completion of required sales training program, and utilize this knowledge to successfully lead Sales Support operations.
  • Analyse performance metrics data and leverage it to effectively coach and develop the Sales Support team
  • Effectively manage Sales Operations expenses to ensure delivery of internal gross margin goals.
  • Responsible for the development and implementation of new processes and procedures for effective and efficient team operations.
  • Remain knowledgeable of key processes, business initiatives and internal resources in order to assist the sales team and recruitment in accomplishing company goals.
  • Work closely with Sales Managers and the Pricing Analysts to address contract issues or concerns and to ensure timeliness of contract review.
  • Approve expenses and manage profitability reporting as it relates to field metrics.
  • Identify opportunities and weaknesses within outlets and makes proposals to create value and increase operational efficiency.
  • Continuously research and remain knowledgeable of industry trends and competition.
  • Complete sales forecasts and sales activity reports and presentations in a timely manner

What You'll be Doing
Build direct relationship with Channel Partner and monitor operational excellence:

  • Ensure Channel Partner compliance with LafargeHolcim (LH) requirements (e.g. making sure that CP exclusively sells LH cement)
  • Record CP performance against pre-determined KPIs (LH truck CICO <6 hours, CP dispatches orders in <1 day etc.)
  • Daily alignment with CP on orders to be dispatched and drafted route plans
  • Address CP concerns or complaints and document issues for further resolution
  • Coach external field sales team lead on effectively managing the external field sales force
  • Conducts trainings on 5 Steps of Call:
    • Effective Sales Presentation
    • Identifying opportunities
    • Stock taking etc.

Manage collection and integration of data:

  • Perform daily CP account reconciliation and data control
  • Supervise data quality of aggregated order information in LH ordering tool
  • Authorize addition of new outlets/deletion of closed outlets in the LH ordering tool
  • Check stock in CP warehouse and record daily updated with LH ordering tool
  • Responsible for the creation and maintenance of healthy P&L account for Channel Partner

Organize and track weekly activities of external Field Sales force:

  • Announce any trade promos, new products, etc.
  • Supervise sales leaderboard and KPI tracking
  • Supervise hiring of new Field Sales Agents
  • Lead sales excellence trainings and create quarterly job reviews for Field Agents and Team Lead

Who you'll work with:
Indirect People Relationship:

  • Weekly meetings with Field Sales team to track performance
  • Weekly check in with Zonal Sales Manager to highlight urgent issues and receive any key announcements
    • Prepare and present weekly CP performance update
    • Align on objectives/strategies to drive CP performance KPI Responsibility - Responsible for Inventory Management/ Sales KPIs
  • KPI Responsibility
    • Responsible for Inventory Management/ Sales KPIs

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