Purpose of role

Holds the overall responsibility for Profit and Loss within the respective sales division. Plans, directs and controls sales activities for selling machinery. Manages the adequate utilization of Sales Processes, leading sales teams to achieve targets, maximising market share, profits and stock turnover. Partners with the ISR Manager in the attainment of targets.

 The Head of Function typically manages teams between [5 and 30 people], with revenue quotas between [$5m and $100m] per year. 

Key Objectives

• Successfully lead, train and coach the sales team to achieve the agreed Sales Effectiveness targets
• Achievement of sales targets with set profitability
• Development (in collaboration with CoE) and execution of functional strategy within the territory
• Drive profitable growth and market leadership
• All new team members to receive effective on boarding
• Lead Customer Experience Management to ensure high customer satisfaction and loyalty
• Drive quality coverage and performance manage the sales team
• Drive the effective utilization of the RUN model
• Ensure optimal mix of SEM offerings in function of customers’ application 

MAIN DUTIES & RESPONSIBILITIES

Strategy

• Monitors key economic indicators (e.g. GDP, inflation, currency movements) and understands their impact on the business
• Works with Centre of Excellence and Strategic Planning to annual and 5-year strategic plans
• Develops and drives actionable plans to deliver agreed strategy

Competitive intelligence

•  Accountable for competitive intelligence in the territory, tracking competitors’ strategies, product solutions, pricing
• Ensures that all competitive quotes and activity recorded in SalesForce.com and analysed on the regular basis
• Works with Centres of Excellence to develop competitive strategies in the territories, including product strategies, key customer strategies, identifying key customers to target and action plans

Customer Experience

•  Drives customer focused culture to deliver a great best-in-class experience to customers
•  Makes extensive use of Customer Experience tools and processes available, such as loyalty surveys, customer complaints and communication collaterals
• Actively collaborates with other sales divisions, service and support functions to maximise sales opportunity and customer satisfaction

Prospects Acquisition

•  Works with marketing teams and CoE in the creation of campaigns, management and value realization of campaigns which the aim at bringing new customers into sales coverage and generate incremental sales;
• Ensures that sales teams are fully compliant to the company’s lead qualification process and meet required response times to turnaround sales leads;

Coverage Studies

• Participates in the development of Sales Coverage Studies in collaboration with Sales Effectiveness teams, Centres of Excellence
•  Manages the process of generating prospect customers in the assigned region through the management of the market coverage and study in order to maximise the customer’s database and profits
• Pursues the optimal use of the various sales channels and best in class sales operations cost for delivering required targets of sales, participation and PINS/DCAL;
• Ensures that sales teams maintain customer and machine population correctly and timely updated in Salesforce.com;

Sales Ground Plan

• Drives compliance of division Sales Ground Plans to Group Coverage Guidelines, both in terms of number of customers and type of accounts per sales representative;
• Makes adequate use of all of the available sales channels for customer coverage: key accounts (KAM), territory accounts (TSR) and internal sales (ISR);
• Manages assignment of individual sales targets in function of account lists potential and division sales targets – guarantees that total value of individual sales targets distributed amount to more than the Business Unit sales target;

Key Account Planning

• Manages Key Account Planning process for Business Unit’s Key Accounts within the respective division;
• Conducts periodic detailed reviews of Key Account Plans with sales representatives encompassing account strategies, customer terrain maps, action plans, current results and outlook;
• Develop holistic and cross functional customer strategies by working with Product Support and other departments

Territory Planning

• Supports the sales team in identifying the key sales opportunities, infrastructure projects, and other revenue generating events within their respective account lists;
• Prioritize accounts and sales opportunities, along the actions required by each sales representative to meet their sales targets;

Call Planning

• Ensures that minimum PAR (planned annual rate) standards for calls per customer and average call per day are delivered by the sales team;
• Guides sales teams in optimal use of selling time for coverage, call preparation, and engagement with key decision makers;

Sales Funnel Management

• Applies company’s sales methodology to progress sales opportunities through the sales funnel, in conjunction to sales teams;
• Supports sales representatives to correctly locate where customers are located within the decision cycle, and the what are the best strategies to move them forward;
• Supervises the preparation of commercial quotations and pricing approvals;
• Responsible for order management functions, including order entry, invoicing and collections;
• Manage the escalated customer’s complaints through the collaboration with the concerned departments in order to maintain the customer’s satisfaction and loyalty

Used & Rental

• Conduct quality checks on used machines condition, appearance, service hour metre, model and year of production. Follow up on payments, invoices, delivery terms and conditions to select best fit machine meeting the company Quality Standards and identify re-sale opportunities to generate revenue and reach optimum customer experience
• Manage the rental fleet

Sales Outlooking/Working Capital Management

• Commits on future sales figures based upon sales pipeline data and adequate utilisation of the company’s sales methodology;
• Keeps outlook error to a minimum amongst sales teams, both in terms of overestimating and underestimating sales;
• Provides accurate outlook figures to Logistics and Centres of Excellence, driving inventory costs to an optimal level;
• Manages the working capital, ensuring that there is enough inventory on the ground
• Drives collection of receivables in the territory, controlling and reducing receivables balance

Developing the Sales team / Self development

• Conducts detailed one-to-one performance review sessions with each subordinate, at least once a month, and based upon the company Sales Process metrics (i.e. Sales Effectiveness Tracker, etc.);
• Devise action plans in agreement with subordinates to deliver consistent levels of performance and achieve annual revenue targets;
• Provides coaching and mentoring to sales representatives, in addition to the review of sales process metrics;
• Ensures that low performers are put under strict performance turnaround plans;
• Ensures that approved sales positions are occupied at all times by high-performing individuals with the correct skillset. This includes recruitment, on-boarding, career development, and performance management;
• Rewards and motivates high performers, shares best practices amongst the team;
• Utilises the company training resources for continual self-development

 Mid Year Business Unit Review Sessions

• Monitors and evaluates market situation, opportunities and competition and recommends action plans to suit market conditions;
• Provides regular updates on the performance of the function to the BU Head and the Head of CoE
• Provides narrative for sales process metrics, past results and sales outlook within respective division;
• Accountable for functional P&L and operating profit in the territory, including meeting revenue targets, managing gross profit against targets, controlling expenditure and costs related to their area of activity

Reporting to: Business Unit Head

Department: Construction Equipment, Machines & Power Systems

Job Requirements

Qualifications

• University degree in Engineering, Business Administration or equivalent

Experience

• Previous management experience (this may be desirable dependent on the territory)
• Extensive experience in sales of engineering prime products

Knowledge

•  Commercial awareness with a demonstrable track record of maximizing productivity and sales
• Comfortable with and able to analyze financial data
• Thorough knowledge of sales, market trends and competition
• Knowledge of the company products

Skills

• Good numerical skills with the ability to understand financial reports
• Excellent interpersonal skills with the ability to build and maintain excellent working relationships with customers and staff
• Strong leadership skills; able to manage, coach and motivate sales teams
• Strong written and verbal communication skills
• Strong negotiation and influencing skills
• Proficient in the use of Microsoft Office including Word, Excel, PowerPoint
• Good English language skills

Additional training /Certification or membership of professional Bodies

• CAT certification for:
• SEP
• PKA
• PAIS

CORE COMPETENCIES

• Customer Focus
• Emotional Intelligence
• Innovation
• Leadership
• Strategic Awareness
• Planning, Organising & Controlling
• Focus on Business Results

How to Apply

Interested and qualified applicant can send their CV:  international_construction@ethiojobs.net