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 Cleaning Equipment, ware washing, laundry and housekeeping applications).
Work with Corporate and/or Strategic Account Managers to ensure account management support is delivered by Territory Managers as agreed.
Education and Experience
Minimum Education Required: College above ( preferably BSC / B-tech + MBA )
Minimum Experience required: 8 years sales experience in same or related industry preferred
Capabilities and Strengths:
Excellent interpersonal and communication skills (written and spoken). Solid demonstrated presentation skills with ability to convey complex information to a broad audience.
Strong business & 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 60%.
Ability to work independently as well as thrive in a cooperative work environment while working confidently with higher management
Essential Behavioral value:
Acts with Strategic Agility
Maintains a broad perspective and in-depth understanding of the market, competition and operating environment
Develops objectives that align with and deliver on long term organizational goals
Adjusts goals and objectives in the face of changes/barriers to performance
Inspires others to work to achieve Companies strategic and competitive vision
Conducts an in-depth analysis of issues and probes for further information to understand problems
Drives Ownership and High Performance
Takes ownership for ensuring goals and targets are consistently achieved or surpassed
Fosters a culture of that promotes high performance, initiative and achievement
Plans and manages resources effectively to deliver on goals
Tackles goals with enthusiasm and removes barriers to success
Displays an owner mentality for the business and takes responsibility for ensuring its success
Delivers Value and Results
From big transnational corporations to fast growing SME's to fledgling start-ups... every corporate body is looking for top talent. All of these are keenly aware that the only real competitive advantage they can have and build in today's flat world is the "human capital".
We are servicing this need for many national and international clients across various domains. We have been helping find a large number of our clients quite a few leaders, functional experts as also emerging precocious talent since 1997.
We credit all our success to three things; customer centric work systems, unflinching belief in our corporate values and our synergy enhancing team. We see repeat business and referral as the operative driver of customer feedback.
For more details on us visit www.vitasta.com Read full description