Our Client in the Manufacturing Industry seeks to recruit a Corporate Sales Manager – B2B.
Reporting to: Head of Sales & Distribution
Department: Sales & Marketing
Overall Job Purpose
Implement the sales strategy in line with the overall business strategy in order to achieve the company sales target, growth and profitability.
Key Deliverables for this Position
Achieve corporate sales targets & customer base growth
Achieve cash and stockholding management targets
Achieve Customer service delivery targets
Achieve Route Adherence and Cost targets
ROLE DESCRIPTION
KEY DELIVERABLES
In liaison with the Head of Sales, develop the annual sales forecast numbers as per the company projected growth plans.
Actual Annual Sales plan per product per account.
Develop and manage the implementation of the Pipeline sales plan and ensure the achievement of the set sales targets in line with the overall company budget numbers.
Annual sales roll out plan
Clear sales roll out plans to be shared and updated weekly on the dashboard.
100% sales targets achievement
Managing the P&L for the segment that is in line with established plans and policies of the department and align it to the contribution and effectiveness of segments marketing activities
Annual sales expense budget
Zero variance from the budget
Corporate sales and distribution activities plan aligned to the expense budget and policy.
Implement projected business expansion plans by actively recruiting new customers and ensuring the customer recruitment, retention and relationship is well managed for sustainability and growth of the business
At least 3 new accounts contracts signed off with new Business partners every month.
A minimum of 6 outlets visited on daily basis to generate sales and CRM purposes.
Identify, recommend, manage and drive new product/segments to ensure sustainable and profitable growth in line with business goals.
Identify, recommend, manage and drive new product/segments to ensure sustainable and profitable growth in line with business goals.
Develop and drive product training to the sales team internally and externally as far as B2B line of business is concerned.
Quarterly/half year Training sessions (plant visits )
Align Trade team to help identify opportunities across their respective territory
Provide regular feedback to the Head of Sales and business on competitor activities and developments in the trade arena as well as prevailing market conditions and trends.
Recommend effective actions to be taken and ensure the implementation of agreed actions
Monthly price mapping on competitor pricing and activities
Networking and partnering with other senior managers and directors both internally and externally to identify and generate new business ideas and opportunities for the company.
Monthly Lead generation reports
Clear pipeline sales management plans
Prepare and submit accurate and timely weekly / monthly / quarterly sales reports on actual sales performance against budget and reporting on variance to facilitate a comprehensive sales performance review.
Timely monthly reports on corporate accounts marketing activities vs set sales targets
Clear pipeline sales management reports
Implement a collection plan geared towards ensuring collection targets are achieved and cash flow levels are maximized. Ensure the territory AR is at zero (100% collection) as per the trading terms.
100% compliance on trading terms by timely payment collections.
Zero AR at all the times.
Free cash flow
ACADEMIC & PROFESSIONAL QUALIFICATION
A Bachelor’s Degree in sales and marketing or a business related field.
A professional certification in sales and marketing.
Membership in a sales and marketing professional body
RELEVANT KNOWLEDGE & EXPERIENCE
A minimum of 6 years of working experience in a sales position preferably as a Senior Sales Manager,
Experience in a fast-paced and dynamic manufacturing business environment
Advance exposure/experience in both B2B and B2C corporate sales.
Demonstrated knowledge of effective sales skills and behavior, in order to secure and maintain durable and profitable customer relationship demand.
Demonstrated knowledge and experience of managing customer relationships in order to meet customer requirements and secure profitable business to achieve sales objectives.
Excellent understanding of the impact of decisions and actions on the relevant stakeholders.
FUNCTIONAL/ TECHNICAL SKILLS
Ability to work independently with limited supervision, under pressure and meet deadlines.
Ability to work in a fast moving competitive environment
Excellent communication and negotiation skills
High levels of professionalism with internal and external customers.
Excellent Customer Service, Customer Relationship and interpersonal Skills
Effective analytic, planning and organization skills with the ability to design and execute action plans.
Ability to work in a cross functional team setting.
PERSONAL ATTRIBUTES
Ability to cope with pressure
Strong leadership skills with ability to influence with integrity
Energized, positive, passionate and confident.
Highest levels of personal commitment to results and achievement.
Flexible – Must be willing to work a flexible schedule based on business needs which include evenings, weekends and holidays.
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