Job Title: COMMERCIAL SALES MANAGER – T2 (South East / Central Area)
Standards of Performance Prerequisites:
• Achieve all targets, sales & margin, for T2
• Effective management of area
• Ensure weekly OSARA plan on time/every time (08:30 Monday)
• Ensure weekly OSARA call reports on time/every time
• Smart Appearance
• Always Punctual – on time/every time
• Strong leadership qualities
• Accurate and on time reports & forecasts
• Excellent presentation skills
Department:FIELD SALES MANAGMENT
Reporting to: National Sales Manager
Area of Responsibility: Responsibility for efficient management of delegated area. Standards of performance to be attained:
• Day to day management of the South East / Central Region
• Productive weekly call plan and reporting procedure
• To ensure an appropriate mix of customer calls to prospecting calls is achieved
• That necessary samples and visual aids are available when required
• To produce accurate monthly sales forecasts for the designated area
• To produce accurate and on time reporting for Senior Management
• To effectively manage your designated sales territory
Market Knowledge:
• Responsibility for continual personal and company update as to the state of the market and its requirements. Performance standards to be attained:
• To be conversant with competition and its products
• To be fully aware of existing and potential customer base
• To be aware of regional variations regarding product suitability
• To provide constant feedback on market information and changing trends.
Administration:
• Responsibility for the maintenance of systems and on time reporting. Ensure standards of performance are attained:
• To concisely maintain customer records on OSARA
• To produce on time and accurate sales forecasts
• Working knowledge of QlikView & ReynaPro software
• Demonstrate an ability to submit and maintain a record of customer correspondence
• Maintain an on-time submission of required monthly reports
• Ensure adequate stocks are held of all relevant sales aids
Sales Skills:
• Responsibility and standards of performance are to be attained for the use and development of sales skills to achieve optimum results:
• A clear objective is set before every call / meeting
• To be able to build and maintain a rapport with the customer
• To be able to communicate effectively the features and benefits of products by good demonstration and presentation
• To be able to effectively overcome objections and gain commitment.
• Build and support strong internal relations
• To develop existing customers
• To prospect and secure new customers
• To effectively manage & develop an agreed customer base
Product Knowledge:
• Responsibility to fully understand all relevant company products and attain standards of performance:
• To advise and demonstrate assembly and fabrication of all products
• To have the ability to understand and communicate product information and interpret product features in customer benefits.
• Within a typical sales call to be able to recall majority of product information with reference.
Targets:
• Responsibility for the ‘on-time’ achievement of agreed targets and that standards of performance are attained:
• Agreed targets are attained or exceeded in line with company Sales budget
• Correct product mix is attained as per company strategy
• Correct margin value is attained in line with Sales budget
Attitude:
• Responsibility is held for the conveyance and maintenance of correct attitudes and required standards of performance are attained:
• Positive
• Enthusiastic
• Responsible
• Sincere
• Motivated
• Empathetic
• Professional