Sales Manager

Ethiojobs Recruiter

Addis Ababa
Posted 8 months ago

Job Features

Job CategoryEngineering(Architecture/Environmental/Chemistry/Geo-technical/Survey/Maintenance/Electrician/Sanitation/Technician/Adviser)
Job LevelSenior Level(5+9)
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


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

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 and 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; 
  • Track the quality and effectiveness of the calls and coverage
  • Take direct responsibility of the coverage of 3-5 most important customers

Sales Funnel Management

  • Applies the company 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

Development of 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.);
  • Conduct an activity review with each sales person at least once a week
  • 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 and training resources for continual self development

BU Review Sessions

  • Actively participate and suggest improvement
  • Prepares and delivers presentations on team performance and delivery of activity

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

Job Requirement



  • Engineering degree or equivalent qualification 



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



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


  • Knowledge of products


  • Excellent customer service skills
  • Excellent interpersonal skills with the ability to build and maintain working relationships
  • Highly organised with good time management 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


  • Good presentation skills

Core Competencies

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

How to Apply

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

Please mention the position title on your email subject line.

Apply Online
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