Sales Manager

Job Description

Purpose Sales manager sets short term and long term sales and customer relationships targets aligned with the unit’s overall sales targets. Sales manager leads the sales process and sales team to achieve the sales targets by coaching and developing the sales team. Ensure to increase the Order Bookings / Market Share with improved price realization. Roles & Responsibilities Customer relationship management: - Accountable for developing GOLZAR ETTESAL’s position and customer base in the market - Ensures development of customer relationships, profitability, customer loyalty and satisfaction. - Approves and follows up customer plans in his area of operations. - Identifies and builds relationships to key decision makers, potential new targets and influences. Sell: - Accountable for leading the Sales process - Accountable for ensuring results (orders, contracts, profitability and market price development) - Sets sales targets according to market potential and FL unit guidelines - Ensures sales result from his/her team short and long term - Ensures the correct value propositions by his/her team - Executes and advises pricing guidelines for his/her area - Approves tenders and orders above sales persons limits - Utilizes global processes and tools for local benefit Budgetary: - Prepare the annual sales budget for the branch. In this regard the following is to be carried out- a. Estimate the market size. b. Estimate market share by collecting information on competitors. - Prepare yearly, quarterly and monthly sales forecast/plan for the branch. Operational: - Develop a market strategy through- - Identification of the market segments for penetration - Conduct internal meetings with the sales team to evolve sales strategies. - Responsible for achieving budgeted sales targets of the Branch. - Generate inquiries by covering the entire market segment. - Evolve procedures from inquiry stage to order booking stage. - Deal with customer inquiries. - Analyze offers and carry out technical and commercial negotiations. - Process the orders received and ensure that the order abstract is prepared. - Analyze the reasons for order lost. - Assist the Installation Supervisor during site inspection. - Responsible for collection of payment from the customer. - Maintain customer relationship on a continuous basis by ensuring our sales person are having continuous communication till handing over. - Responsible for evolving sales promotion strategies like- a. Having periodic meetings with the customers and making presentations. b. Arrange for sign boards to be displayed at sites and completed buildings. c. Obtain appreciation letters. - Keep track of activities of the competitors through- a. Keeping record of the competitors’ products b. Obtaining technical details of the competitors’ products c. Collect information from the order lost. - Organize and conduct weekly sales meeting with the sales engineers and discuss and clarify doubts in inquiries, orders and collection. - Provide feedback to his Manager through- a. Weekly reports on inquiries and orders b. Monthly reports on offers and orders lost. c. Report on contract date expired d. Report on orders received but drawing not approved e. Report on missed offers f. Report on penalty jobs g. Customer contact report - Maintain records / statements of the Order. - Co-ordinate with Sales & Marketing Manager regarding Marketing inputs. Leadership / People Management: - Leads and coaches the sales team, manages the performance of the team through Performance Management Process. - Ensures adequate resources to achieve the short and long term targets. - Develops the competences of the sales team. Identifying training needs and imparting them in the training programs. - Selects/appoints local team members to manage the strategic / core 1 customer relationships Performance Indicators: - Order Received vs. budget, discounts / market price development, - Development of GOLZAR ETTESAL position and market share in the local market. - Customer feedback, satisfaction and loyalty (net promoter index) - Value of the sales funnel, and opportunity-to-order hit Customer visits, customer facing time - Accuracy of reporting and forecasting - Development of customer portfolio - Contribution to team result (sharing leads, opportunities, working in account teams)