Thanks for usingCareesma. Job Offer printed on the 17/10/2018.

Territory Sales Manager

Mumbai, Maharashtra

Wenger & Watson Inc.,

Job Description

Organisational Background Information


BMR title / Role title
Territory Manager

Business Division
Sales

Overall Role Purpose
The job holder is responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), by servicing and retaining existing customers and targeting new business opportunities.



Reports to
Area Sales Manager

Scope of Role
About us:
We represent the top recruitment firm in India- 2015 Wenger and Watson Inc, Bangalore

Organisational Background Information


BMR title / Role title
Territory Manager

Business Division
Sales

Overall Role Purpose
The job holder is responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), by servicing and retaining existing customers and targeting new business opportunities.



Reports to
Area Sales Manager

Scope of Role


Budgeted T/O in m or bn ?

[year]
Number of countries covered [year]
No. Of FTEs

[year]
Direct/Indirect reports [year]





N/A


Size of budget or assets
in m or bn ?
Expected profit of business in m or bn ?
Other relevant dimension
Other relevant dimension







Accountabilities





Key activities
Overall goals / Typical measures


Customer
External




Customers

w This position services an account base not exceeding 120 active (monthly)customers.



wManage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a 'personal service'.



wDevelop an Annual customer call cycle (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved. This call cycle is to be created annually, reviewed quarterly and updated on a monthly basis.



wBuild a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.



wConversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and Development).



wAct as the customers' main point of contact, by liaising closely with the relevant departments to ensure that their queries, problems or issues are dealt with appropriately.



wTo continually develop knowledge of products/services and general commercial awareness in order to provide the best possible solutions to the customers.






8 calls per day



Value of calls



Revenue budget of the territory


Stakeholders
Internal
wEnsure co-operation with other members of the sales team and throughout the sales force.



wEnsure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management's agreement and justifications.



wDevelop a working relationship with the relevant support departments e.g. Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives.



wProduce information for management necessary to evaluate performance vs. key performance indicators



wMeet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.







Process






Reporting and Documentation



wComplete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance.



wComplete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.



wControl all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database.



wAnalyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken.



wAdhere to regional standard profit margins and discount guidelines.



wFormulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing customer base.






Report Submission





Documentation


People - Management
Incumbent has no direct reports

Requirements

Skills

Good communication skills

Excellent interpersonal skills

Self motivated.

Good presentation skills

Display team working skills



Competencies

Impact & Influence

- Uses a range of arguments to reinforce a point or sell an idea

- Uses direct persuasion in a discussion

- Adapts a presentation or discussion to suit the audience

- Tries different tactics when attempting to persuade

- Knows who to approach or contact to get decisions made

- Builds rapport and establishes credibility with colleagues and customers


Self Belief

- Appears confident in person and presents self strongly

- Acts outside own authority in pursuit of business success

- Makes decisions confidently and takes responsibility for the results

- Is open & honest about mistakes

- Expresses own opinions



Negotiation

- Puts forward logical, well-thought arguments which are supported by facts and reasoning

- Presents position tactfully and diplomatically

- Compromises when appropriate

- Expresses disagreement and criticism with respect, tact and sensitivity

- Is persistent in overcoming obstacles and resistance whilst maintaining a positive rapport

- Gains acceptance by others

- Seeks win-win solutions that are mutually beneficial

Communication Skills

- Speaks clearly and expresses self well in groups and one-to-one conversations

- Listens openly to ideas from others

- Is direct and to the point when conveying messages

- Speaks with enthusiasm and expressiveness

- Writes clear, concise business reports

- Prepares and delivers smooth and organized presentations

- Uses appropriate non-verbal communications

- Keeps colleagues up-to-date with information



Passion for Customer Service

- Listens to and empathizes with customers needs

- Reflects our brand values when interfacing with customers

- Understands the customers' business environment

- Remains professional and helpful when interfacing with customers

- Corrects customer problems promptly and in defensively

- Follows through customer inquiries, requests and complaints

- Anticipates customer needs and identifies process improvements to better meet the customer's needs

- Seeks information about the underlying needs of the customer





Achievement Drive

- Demonstrates drive and commitment to get things done (can-do attitude)

- Shows determination to be the best in business

- Keeps finding ways to move forward despite setbacks

- Takes the lead to introduce new methods

- Driven by potential profit from customer business



Planning & Organisation

- Able to structure tasks efficiently to meet targets

- Set priorities and manages time effectively to meet deadlines

- Anticipates obstacles and develops contingency plans

- Keeps track on competed and on-going activities involving customers in portfolio



Initiative

- Is self-motivating / self starting

- Generates suggestions and ideas

- Does what is needed to achieve results

- Is willing and eager to seek and accept increased responsibility

- Anticipates problems and takes appropriate actions



Market Focus & External Awareness

- Stays regularly in touch with key customers to gain real understanding of their concerns and business needs


Budgeted T/O in m or bn ?

[year]
Number of countries covered [year]
No. Of FTEs

[year]
Direct/Indirect reports [year]

Accountabilities

Key activities
Overall goals / Typical measures


Customer
External




Customers

w This position services an account base not exceeding 120 active (monthly)customers.



wManage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a 'personal service'.



wDevelop an Annual customer call cycle (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved. This call cycle is to be created annually, reviewed quarterly and updated on a monthly basis.



wBuild a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.



wConversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and Development).



wAct as the customers' main point of contact, by liaising closely with the relevant departments to ensure that their queries, problems or issues are dealt with appropriately.



wTo continually develop knowledge of products/services and general commercial awareness in order to provide the best possible solutions to the customers.






8 calls per day



Value of calls



Revenue budget of the territory


Stakeholders
Internal
wEnsure co-operation with other members of the sales team and throughout the sales force.



wEnsure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management's agreement and justifications.

Company Description

Wenger and Watson Inc., is a premier provider of senior-level executive search and... leadership consulting services, including board building. Our success stems from sourcing and convincing the very best people to work with our clients.   Read full description

Additional Information

Last updated:
12/08/2018
Job type:
Full time
Position type:
Permanent
Vacancies:
1
Minimum experience:
Two years
Education:
Compulsory Education
Salary range:
₹ 3,00,000 - ₹ 6,50,000 / Yearly (Gross Pay)
Category:
Jobs in Sales / Business Development
Go to Top