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