Sales Manager

Ethiojobs Recruiter

Fulltime
Addis Ababa
Posted 2 weeks ago

Job Features

Job CategoryEngineering(Architecture/Environmental/Chemistry/Geo-technical/Survey/Maintenance/Electrician/Sanitation/Technician/Adviser), Sales Marketing
Job LevelMid Level(3+4)
DeadlineJan 15 2021

Job Description

Purpose of role

Responsible for a geographical, industry or channel related sales territory, typically managing teams in excess of 4 people and revenue quotas between $5m and $20m per year

Key Objectives

  •  Successfully lead, train and coach the sales team to achieve the agreed Sales Effectiveness targets
  • Achievement of sales targets with set profitability
  • Increase profitable growth and market share
  • Ensure high customer satisfaction and loyalty
  • Manage the development plans for the sales team to enhance performance
  • Awareness of market position and trends
  • Awareness of competitor activities

MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

  • Ensures that sales teams are fully compliant to the lead qualification process and response times

Coverage Studies

  • Ensures that sales teams maintain customer and machine population correctly and timely updated in Salesforce.com

Sales Ground Plan

  • Provides input to the design of account lists within their sales teams
  • Ensures that amount of individual sales targets assigned amount to the total team target.

Key Account Planning

  • Conducts periodic reviews of Key Account Plans with Key Account Managers, sales representatives: strategies, terrain maps, action plans, results

Territory Planning

  • Prioritise accounts and sales opportunities, alongside the actions required by each sales representative to meet their sales targets

Call Planning

  • Ensures that minimum PAR (planned annual rate) standards for calls per customer and average call per day are delivered by the sales team; 

Sales Funnel Management

  • Applies  sales methodology to progress sales opportunities through the sales funnel, in conjunction with sales teams;
  • Supervises the preparation of commercial quotations and pricing approvals;
  • Responsible for order management functions, including order entry, invoicing and collections;
  • Solves customer queries and problems to help progress sales opportunities through the sales funnel

Sales Outlooking

  • Provides accurate outlook figures to Logistics and Centres of Excellence

Developing the Sales team / Self Development

  • Conducts detailed one-to-one performance review sessions with each subordinate, at least once a month, and based upon Sales Process metrics (i.e. Sales Effectiveness Tracker ,etc.);
  • Devise action plans in agreement with subordinates to deliver consistent levels of performance and achieve annual revenue targets;
  • Provides coaching and mentoring to sales representatives, in addition to the review of sales process metrics;
  • Ensures that low performers are put under strict performance turnaround plans;
    Rewards and motivates high performers and shares best practices amongst the team;
  • Utilises both the training resources for continual self development

Contacts arising from the job

Internal Contacts

  • Business Unit Head
  • Head of Function
  • Sales Representatives and Key Account Managers
  • CoE including:- Sales Effectiveness, Strategic Planning, Product Support and Logistics
  • BU Support Functions
  • Service
  • ISR Manager
  • ISR’s

External Contacts

  • Customers
  • Representatives the company 

Additional training /Certification or membership of professional bodies

  • SEP
  • PAIS

Core Competencies

  • Customer Focus
  • Emotional Intelligence
  • Innovation
  • Leadership
  • Strategic Awareness
  • Planning, Organising & Controlling
  • Focus on Business Results

Job Requirement

PERSON SPECIFICATION

Qualifications

  • Degree in Engineering or Business Administration or equivalent

Experience

Essential 

  • Previous management or supervisory experience
  • Experience in sales of engineering prime products
  • Experience of Account Management

Knowledge

Essential 

  • Commercial awareness
  • Knowledge of  products
  • Comfortable with and able to analyse financial data
  • Good knowledge of sales, market trends and competition

Skills

  • Excellent customer service skills
  • Excellent interpersonal skills with the ability to build and maintain working relationships
  • Highly organised with good time management and prioritisation skills
  • Strong leadership skills with the ability to coach and motivate sales teams
  • Strong written and verbal communication skills
  • Strong negotiation and influencing skills
  • Proficient in the use of Microsoft Office including Word, Excel & PowerPoint

Desirable

  • Good presentation skills

Core Competencies

  •  Customer Focus
  • Emotional Intelligence
  • Innovation
  • Leadership
  • Strategic Awareness
  • Planning, Organising and Controlling
  • Personal development/Job knowledge & Business sense

How to Apply

Interested and qualified applicant should apply by sending your CV to the email below

international_construction@ethiojobs.net

Please mention the position title on your email subject line.


Apply Online
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