Sales Manager

Job Description

JOB OVERVIEW Managing the Commercial and Sales Department including Retail customers, Chain Stores, Provincial Sales and Distribution in Iran Specially in Tehran, Largely operating in the food industry focusing on sales achievement of "20% of whole Iran Market share" in a year The job holder is responsible to execute the annual sales strategy and plans for the Commercial and Sales Department specific to retail business customers to ensure alignment with the Department’s and Company’s goals and objectives. Leading sales activities by managing staff, driving sales performance, planning, executing marketing initiatives/ campaigns and optimizing utilization of market potential to maximize business revenue and achieve profits while ensuring high level of customer satisfaction at every step Reports to: General Manager KEY RESPONSIBILITIES Sales Management • Achieving substantial annual sales turnover • Works closely with the line managers in proposing budgets based on the market situation to facilitate setting of annual sales targets for the Sales and Commercial Department. • Develops and implements a sales strategy to achieve the set targets. This includes preparing business plans in view of previous sales, market conditions and customer needs • Assesses market and customer needs to prepare an accurate sales forecasts. This includes developing weekly and monthly forecasts in conjunction with the sales team • Sets team targets on an annual and monthly basis and closely monitors sales process to ensure that team achieves the department’s revenue targets and complies with set sales standards. This includes monitoring monthly sales data in the internal system and analysing it to increase sales and or deep the business as required • Plans marketing activities and liaises with the Marketing Team to agree on the implementation of approved campaigns and promotions • Reviews Sales Department turnover and profitability status, Analyses and evaluates detailed reports monitor progress and ensures department budgets/ targets are achieved leading to the overall company budget achievement. This also includes meeting with the line manager on a regular basis to share current and expected sales status, achievements, action plans, sales projections, market developments and team performance Financial Management • Negotiates final pricing with the Principals or body builders prior to the submitting confirmed orders • Monitors and controls variable costs or department expenses based on the budgets to maximise revenue and profit • Monitors outstanding dues payment to ensure policies are adheres to and payment is done within the allocated period. This includes ongoing coordination with the Finance department to open credit accounts for customers and ensure relevant documentation is completed and approvals are in order Market Research and Analysis • Analysis business opportunities and cultivates keen insight on ongoing projects and consequently close the deals • Produces market reports including customer visiting reports, fleet surveys, and competitor data as agreed with department/ principals • The job holder is requires to be strategic and innovative and should have sound business acumen • Must be proactive and have an in depth understanding of the market • Forward planning is required in terms of annual budget preparation; however progress is monitored on a weekly, monthly and quarterly basis • Sometimes required to travel within the scope of his role to attend conference, seminars, and exhibitions, both domestic and international • The jobholder operates in a highly competitive environment where efforts are mainly required in retaining existing and acquiring new customers • The jobholder is required to put continuous efforts in studying market dynamics, competition strategies and accordingly recommending and/or planning, implementing strong advertising campaigns, initiatives to strengthen the market positioning. Relationship Management • Establishes and maintains effective business relationships with key external parties through regular personal visits in order to identify and acquire potential business opportunities. This includes conducting joint visits with the sales team to assist in closing deals • Partners with the Principal to build mutually benefiting relationships. This includes seeking the team’s support on competitive pricing, incentives, fulfilling ad hoc order requests, providing periodic technical and commercial training to the sales and resolving related issues Stock Management • Plays a vital role in the new ordering process to ensure balancing supply against the demand. This includes reviewing and analysing historical sales data, run-rate, sales forecast, market trends and proposing appropriate quantities and model mix to achieve department’s targets. • Manage inventory function ensuring adequate stock levels are maintained at all times to balance business demand against carrying cost for the purpose of maximizing profits. Customer Satisfaction • Promotes a strong customer satisfaction culture within the team. This includes analysis sales satisfaction survey results / feedback, understands the root causes and ensures actions are in place, to proactively manage the customer expectations. • Reviews and addresses key customer complaints personally and visits them if required to ally their concerns and consequently close the issue to maximise customer satisfaction Policies and Procedures • Ensures Group, company’s and principals’ policies and procedures are appropriately cascaded and implemented throughout the department. This includes ensuring actions of all employees are in compliance and also provides guidance in interpreting those policies. People Management • Provides support and guidance to the team with regard to stock management, new product launches and promotional offers • Manages the sales team movements on daily basis to ensure optimum utilization of sales force and adequate market coverage. Evaluates and manages performance of team based on the feedback received, provides support and guidance to enhance sales performance or overcome challenges faced e.g. visiting customers jointly to close deals or collect outstanding dues • Supports line management in conducting training need analysis by evaluating technical capabilities and skills levels of the team. Creates training plans and programs, ensures their implementation and evaluates training results. All of this will assure presence of a skilled, productive and motivated technical workforce throughout the function for efficient achievement of targets. • Reviews monthly incentives and sales commission payments before forwarding to the GM for approval. Studies, analyses and recommends changes to the schemes for the purpose aligning these schemes with the annual business targets and also increasing staff motivation levels. • Selects staff in conjunction with the HR team to ensure that the candidate is best suited to meet the requirements of the job and organizational culture as well as ensuring qualified staff is on board