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Area Sales Manager at a Global Package Delivery Service Company - Hamilton Lloyd and Associates

Posted on Wed 23rd May, 2018 - hotnigerianjobs.com --- (0 comments)


Hamilton Lloyd and Associates - Our client is a global package delivery service company. Due to internal vacancies, they are looking to hire the services of:

Job Title: Area Sales Manager

Location
: Lagos

Job Summary
  • The Area Sales Manager (ASM) is responsible for volume and revenue growth for new and existing accounts within an assigned sales territory.
  • He/she engages with sales team members to develop robust account strategies and to ensure effective application of sales and negotiation skills.
  • This position drives results in key areas of the business plan, including profit, revenue growth, people development, and reporting.
  • The ASM manages the Middle Market Senior Account Executives and Patch of Land Account Executives.
Job Responsibilities
Manages Account Executive Sales Performance:
  • Engages in formal and informal account strategy development with team members to build sales planning skills.
  • Provides behavior specific feedback to demonstrate the effective use of sales and negotiation skills.
  • Communicates market trends and competitor information to support the sales team in opportunity development.
  • Shares feedback on market issues with senior management to identify local volume development opportunities.
  • Discusses sales results with team members to create a comprehensive sales team action plan to measure improvement.
  • Trains Account Executives (AEs) and/or Inside Sales Representatives (ISRs) to review customer information and understand customers’ account status using the Customer Relationship Management (CRM) application.
  • Monitors account performance information to track sales performance to objectives.
  • Reviews established sales metrics to assess individual and group performance.
Provides Feedback and Models the Way:
  • Performs pre-call sessions with sales team to review objectives and expectations for sales calls.
  • Reinforces the use of an established sales process to ensure the sales team effectively uncovers, qualifies, and engages with prospects to make the most of available opportunities and drive growth.
  • Role-plays tough customer situations with team members to help manage tension and develop negotiation skills.
  • Participates in customer meetings to present and review proposals with clients and position the value of solutions.
  • Conducts post call reviews with sales team to discuss observations.
  • Develops joint action plans with sales team to improve performance in key areas. Trains the sales team on pull-through techniques for various products and services (e.g., small package, freight, etc.) to ensure successful penetration and execution of contracts.
  • Conducts customer calls to model sales techniques and share sales and negotiation expertise with the sales team.
  • Reviews plan versus actual to support sales team performance and create action plans to improve sales results.
Drives Sales Growth:
  • Manages and communicates sales strategy initiatives to drive total revenue growth across all products and business units.
  • Monitors performance measurement tools to determine the achievement of sales goals.
  • Monitors established sales reports to determine sales trends and identify opportunities for growth.
  • Uses performance quality measures to evaluate sales team and individual performance levels.
  • Drives the business plan to support targeted sales opportunities, account penetration, and sales growth strategies.
Provides Customer Support Internally/Externally:
  • Facilitates training for the sales team on new products and sales campaigns.
  • Shares information on sales solutions and best practices to help win new opportunities.
  • Participates in setting the departmental budget to ensure the guidelines are realistic and achievable.
  • Shares complex experiences with the operations teams to provide awareness on recurring customer issues.
Collaborates Across Functions:
  • Collaborates with cross-functional groups (e.g., Customer Solutions, Marketing, operations, etc.) to develop solutions for customers.
  • Facilitates meetings with personnel (e.g., Business Center Managers, operations, billing, etc.) to determine corrective actions and resolutions to customers’ issues.
  • Participates on cross-functional committees (e.g., claims, damage reduction, etc.) to provide subject matter expertise.
Manages and Develops Other:
  • Manages resources and people processes (e.g., Performance Management, Career Development, Training, Staffing, etc.) to ensure the day to day administration of processes and formal procedures.
  • Identifies individual and team skill gaps and developmental opportunities (e.g., training, special assignments, conferences, projects, etc.) to facilitate individual and team development.
  • Ensures that direct and indirect reports have documented career goals and detailed plans for achieving these goals to develop them personally and professionally.
  • Conducts frequent performance evaluations in a consistent, fair, and objective manner to facilitate open communication and encourage continuous performance improvement.
  • Holds others accountable to established performance levels to achieve individual and group goals.
  • Resolves individual and group performance issues in accordance with the company’s policies and procedures in a timely manner to motivate and foster teamwork.
  • Coaches others and provides on-going feedback and support to improve performance.
  • Identifies opportunities to involve others in new and challenging work assignments and/or rotations that advance the skills and capabilities of individuals and the organization.
  • Makes salary recommendations to reward employee performance.
Requirements
  • Education : A degree in any relevant course.
  • Experience: Minimum of 7 years’ work experience
Additional Requirements/Skills:
  • Business, Financial, and Industry Knowledge
  • Coaches Sales Team Members
  • Conducts Competitive Analysis
  • Conducts Customer Analysis
  • Creates Account Strategies
  • Negotiation
  • Solves Customer Problems
  • Strategic Customer Partnerships
  • Supply Chain Management.
Application Closing Date
30th May, 2018.

How to Apply
Interested and qualified candidates should forward their CV's to: [email protected] kindly make the "Job Title" the subject of the mail.

Note: Only successful candidates will be contacted.

  

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