2018-19RS034 - Sales Manager

Our client, a famous European company, is looking for their Sales Manager to maximize sales on the company in terms of revenue and/or market share. He/She leads the sales organization (account managers and account support) with all its sales related activities. His/her main task is to reach the revenue/sales targets for the market he/she is responsible for.

Key responsibilities

1.  Define Sales Strategy and Policies
-  Define yearly “Corporate and Trade “Sales plan and Distribution strategy
-  Contribute actively to incentive policy and corporate policy definition
-  Ensure local application of guidelines for Distribution, Pricing and the company contracting
-  Ensure and verifies account plan formulation by the account managers with the aim to establish long term win-win partnerships

2.  Managing sales activities
-  Ensure adequate sales processes and usage of sales tools
-  Monitor and steer sales calls planning with the ambition to maximize results and capture new opportunities.
-  Steer team to ensure competitiveness and continuously identify new revenue opportunities
-  Maintain relationships with most important corporate accounts and tour operators, in order to support account managers where useful to maximize results.
- Ensure consistency with the company’ commercial policies

3.  Setting targets and managing performance
-  Determine the yearly sales targets (portfolio targets) for the Account managers and other staff
-  Ensure continuous monitoring and analysis of results, including adequate alerts on team/individual performance, market developments and competition.
-  Develop- and lead by example- a team culture where sales team members (both indoor and outdoor) constantly hunt for new business opportunities
-  Actively monitor and steer the allocated incentive budget to ensure effective and cost-efficient steering 

4.  Managing and Building the Sales Team
-  Ensure optimal training and development
-  Coach account managers on the job in all key sales processes 
-  Deliver (mid) yearly assessment of targets, skills and competencies for members of his/her team
-  Responsible for co-creation and follow up of each sales staff member’s Personal Development Plan
-  Join the account managers regularly during customer’s visits in order to support and enhance their skills

Job-Requirements: knowledge, learned disciplines, experience:
-  Sales knowledge, either by education or experience 
-  Commercial understanding (Pricing, Distribution, Digital)
-  Fluent in English 
-  Managerial experience

Job-Requirements: competencies:
-  Results and commercial orientation
-  Goal Setting
-  Providing direction
-  Motivating others
-  Innovation
-  Building and maintaining relationships
-  Problem Analysis
-  Impact

 

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