Purpose of role

Responsible for a geographical, industry or channel related sales territory, typically managing teams in excess of 4 people and revenue quotas between $5m and $20m 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
• Increase profitable growth and market share
• Ensure high customer satisfaction and loyalty
• Manage the development plans for the sales team to enhance performance
• Awareness of market position and trends
• Awareness of competitor activities

MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

• Ensures that sales teams are fully compliant to the lead qualification process and response times

 Coverage Studies

• Ensures that sales teams maintain customer and machine population correctly and timely updated in Salesforce.com

 Sales Ground Plan

• Provides input to the design of account lists within their sales teams
• Ensures that amount of individual sales targets assigned amount to the total team target.

 Key Account Planning

• Conducts periodic reviews of Key Account Plans with Key Account Managers and sales representatives: strategies, terrain maps, action plans, results

 Territory Planning

• Prioritise accounts and sales opportunities, alongside 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; 
• Track the quality and effectiveness of the calls and coverage
• Take direct responsibility of the coverage of 3-5 most important customers

Sales Funnel Management

• Applies sales methodology to progress sales opportunities through the sales funnel, in conjunction with sales teams;
• Supervises the preparation of commercial quotations and pricing approvals;
• Responsible for order management functions, including order entry, invoicing and collections;
• Solves customer queries and problems to help progress sales opportunities through the sales funnel

Sales Outlooking

• Provides accurate outlook figures to Logistics and Centres of Excellence

 Development of the Sales team / Self Development

• Conducts detailed one-to-one performance review sessions with each subordinate, at least once a month, and based upon Sales Process metrics (i.e. Sales Effectiveness Tracker ,etc.);
• Conduct an activity review with each sales person at least once a week
• 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;
• Rewards and motivates high performers and shares best practices amongst the team;

 BU Review Sessions

• Actively participate and suggest improvements
• Prepares and delivers presentations on team performance and delivery of activity

Contacts arising from the job

Internal Contacts

• Business Unit Head
• Head of Function
• Sales Representatives and Key Account Managers
• CoE including:- Sales Effectiveness, Strategic Planning, Product Support and Logistics
• BU Support Functions
• Service
• ISR Manager
• ISR’s

External Contacts

• Customers

Does this role require international travel?

• This role does not require international travel other than the occasional Group meeting. Extensive travel in territory will be required.

Does this role involve managing a remote team?

•  Yes

Department: Power Systems

Reporting to (Title): Head of Function

Department: Product Support

BU or Group role: BU

Job Requirements

PERSON SPECIFICATION 

Experience

Essential 

• Previous management or supervisory experience
• Experience in sales of engineering prime products
• Experience of Account Management

Knowledge

Essential 

• Commercial awareness
• Comfortable with and able to analyse financial data
• Good knowledge of sales, market trends and competition

Skills

Essential 

• Excellent customer service skills
• Excellent interpersonal skills with the ability to build and maintain working relationships
• Highly organized with good time management skills
• Strong leadership skills with the ability to 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

Desirable

• Good presentation skills

Job Qualifications

• Degree in Engineering or Business Administration or equivalent

Core Competencies

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

How to Apply

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

Note: Use " Power System Sales Manager" as the subject title of your email!