Sales Manager

The Sales Manager position is a high visibility position with profit and loss responsibility for the area while directly managing Territory Managers (site level sales representatives). This position will focus on leading and directing the assigned sales team within a country. Manager will work intensely on sales performance management, talent development, account retention and acquisition, developing senior site level customer relationships and meeting sales and margin objectives.

Key Responsibilities

• Command and own any and all programs and items, including sales performance management, taking proactive and responsible steps to improve account profitability and cash-flow. Perform opportunity analysis for margin improvement.
• Establish and drive agreed growth plans for both organic growth and new account acquisition that ensures sales objectives are achieved.
• Lead important customer negotiations.
• Hold regular team meetings or phone conferences to manage working capital, sales funnels, and project completion.
• Develop, retain, and acquire talent by utilizing team development mechanisms and training tools to enhance sales effectiveness. Analyze respective area territory design and sales role assignments while considering market opportunity and available talent.
• Deliver on-the-job sales training and monitor employee performance to ensure effectiveness. Document individual performance problems and work with human resources to ensure the right people are in the right roles and performing according to expectation. And if not, work with your manager and human resources to replace individuals that consistently fail to meet objectives.
• Identify opportunities for sales professionals to grow through existing and new training modules. Be a role model for self-development and learning.
• Compile and deliver area competitive intelligence to the business director and or Sector Leader to inform them about future sales and marketing opportunities.
• Analyze customer information for process and customer experience improvement opportunities. Develop reports as required for your managers, as well as Sector or Marketing leads, detailing: competitive environment; opportunities for sales, product, or service improvement; trends in competitive landscape; and recommendations to improve lead generation, bid, and sales close effectiveness.
• Liaise with TCS to ensure appropriate service support for Area accounts.
• Facilitate the development of key competencies, such as selling skills, technical skills, etc. by following prescribed on boarding programs (new hire training program, ride-with requirements, team installations and selling opportunities, Performance Management Planning) so that Territory Managers are fully trained and capable of performing the role of a Territory Manager (selling and servicing ware washing, laundry and housekeeping accounts).
• Work with Corporate and/or Strategic Account Managers to ensure account management support is delivered by Territory Managers as agreed.
  
  

Job Requirements

• Minimum Education Required: College above, preferably engineer or food science
• Having at least 9 years experiences in field of B2B sales, concept selling, senior relationship management and field sales operation.
• Excellent interpersonal and communication skills (written and spoken). Solid demonstrated presentation skills with ability to convey complex information to a broad audience.
• Strong financial acumen with demonstrated ability to manage a pricing and margins to deliver profitable growth.
• Possession of knowledge and skills needed to resolve wide and varied situations while being able to implement concrete recommendations and decisions.
• Strong organizational and time management skills with the ability to multi-task while being flexible with changing demands.
• Excellent planning, organization, and execution skills.
• Proficient in Microsoft Office applications, especially Word, Excel, and PowerPoint.
• Demonstrated ability to follow processes and programs, as necessary, and communicate effectively to ensure effective implementation.
• Self-starter with the confidence to take calculated risk and work collaboratively transparently with all stakeholders.
• Demonstrated sales skills and/or training with ability to utilize consultative sales techniques and teach these to direct reports.
• Demonstrated persuasiveness and solid negotiation skills and teach these to direct reports.
• Willingness to travel up to 80%.
• Ability to work independently as well as thrive in a cooperative work environment while working confidently with higher management