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Area Sales Manager International Express or Logistics industry background 2018-Sep-13

Giza , EGYPT | Logistics
Job type:

Full time

Experience :

5 -6 years

Job description :

The Area Sales Manager is responsible for the profitable growth of the Ad-hoc, Small, Medium and Large customer segments for the Region covered within the BU/OU/Country. This growth will be achieved through the execution of the TSM strategic sales plan and customer development in combination with the management and development of all relevant employees with TSM responsibilities.

The Area Sales Manager will be accountable for achieving the following results at regional level:
 Revenue growth against target
 Trading customer growth against target
 New business acquisition against target
 Cross selling and existing customer development target
 Sales activity against target
 Profit development against target
 Increasing CIT penetration
 Ensuring customer satisfaction
 Ensuring employee satisfaction
Key Accountabilities & Activities

Strategic Sales Planning and Deployment
To understand, communicate and deploy at a Regional level the X Territory Sales Management channel strategy to enable the channel to achieve its objectives, targets and strategic goals

 Contributes to the development of the local TSM sales strategy as instructed by the BU TSM Manager
 Develops a local TSM channel business plan to enable execution of the BU TSM strategy within the Region
 Reviews progress of the business plan within the Region at all levels on a regular basis
 Reviews progress of the business plans at all levels on a regular basis
 Monitors Regional and Local revenue and KPI results versus budgets /targets for the sales channel as detailed in the BU plan
 Communicates and gains support from Country and Local management for the achievement of TSM objectives

Effective Performance Management
To monitor, review and manage the individual and team performances of Sales Managers in the Regional TSM Sales Organisation to drive revenue growth forward and ensure KPI achievement across all roles

 Monitors all levels of the Regional TSM sales organization performance through sales reports and business intelligence
 Conducts periodic TSM business review meetings to assess individual and team performance and progress against business plans and targets
 Requests ad hoc analysis as required to investigate performance trends and to identify areas for improvement
 Provides information to the BU TSM Manager to enable them to agree the sales channel budget / revenue / KPI targets for the Region and each sales team
 Ensures corrective action plans are in place to deliver sustainable performance improvements

Creation and maintenance of the optimum sales organisation and infrastructure
Provides local intelligence and information to the BU TSM Manager to enable decisions to be made on the correct sales structures and sales force size to ensure sustainable business growth and an efficient organisation

 Gathers all information related to the efficient management of Ad-hoc, Small, Medium and Large customers
 Proposes at a Regional level the number of required TSM salespeople and portfolios using system data and customer feedback
 Contributes to the development of the BU/OU/Country sales contact strategy based on customers’ needs and ensure compliance in the Region is monitored and corrective action is taken when necessary
 Supports the BU TSM Manager in making decisions relating to TSM structures

Relationship Management
To ensure we win, keep, develop and recover Ad-hoc, Small, Medium and Large customers by building lasting, mutually beneficial relationships

 Forms professional and appropriate relationships at senior level in identified customer organizations through face to face contact
 Forms constructive, open and professional relationships with Management teams of all X sales channels and Head Office as required
 Ensures the correct levels of X Sales Management are forming strong relationships with the relevant managers and decision makers level within customers organizations
 Monitors the development of customer sales relationships throughout the function and at all levels
 Ensures customers are kept up to date with relevant X information and reports, where applicable
 Establishes appropriate relationships and communicates with other relevant functional areas

People Management
To lead, motivate and empower staff through effective and open communication, excellent leadership, regular performance feedback and teambuilding, in order to maximise customer satisfaction, business results and employee engagement

 Ensures the compliance to formal recruitment procedures to attract and retain the very best TSM employees
 Manages, coaches and reviews TSM sales management to ensure KPI’s and personal objectives are achieved
 Through Training & coaching, ensures that TSM employees are equipped with the right skills, knowledge, competencies, and empowerment to delight customers and achieve business results
 Implements the approved reward and recognition schemes to create a highly motivated and successful TSM sales management team and sales-force and to reward excellent sales performance through both financial and non-financial means
 Holds regular team meetings to discuss performance, opportunities, objectives and X /customer developments
 Conducts regular coaching to direct reports in a structured, recorded manner to ensure high performances are gained and long term development of the TSM management is achieved
 Participates in the implementation of succession planning and talent management frameworks
 Ensures that management are aware of the needs of employees through the effective management of employee satisfaction surveys and accompanying action plans, and through two-way forums and suggestion schemes
 Completes staff reviews and objective setting in line with the agreed appraisal review cycle
 Complies with all company related policies, procedures and legal requirements

Process Management & Implementation
To deploy and monitor TSM processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer interactions

 Understands the approved X Win, Keep, Develop and Recover Profitable Customers sales processes and communicates the importance of process compliance within the Regional TSM organization
 Ensures correct implementation of new and existing TSM structures, policies and processes
 Ensures continuous improvement in sales performance through the deployment of best practice processes
 Works with cross-functional colleagues to ensure that the TSM and related functional processes are consistently applied and refined to improve the customer experience
 Actively reviews and manages the performance of TSM customers through the effective execution of relevant TSM processes and policies, implementing corrective action planning against performance results, where applicable

Regional specific sales projects
Manages the effective roll out of Regional sales projects that have been approved by the BU KAM Manager, through a contribution of professional expertise, leadership and review processes

 Proposes Regional sales projects, as required, to the BU TSM Manager in line with business requirements
 Ensures effective implementation and execution of BU projects through excellent leadership
 Ensures the involvement in sales projects of those with the appropriate expertise and seniority to ensure success
 Reviews the output and deliverables of Regional sales projects and communicates to stakeholders the business impacts

Cross Functional Relationships
Develops positive relationships with Regional level management in functions that support success in the TSM channel to ensure X’s value proposition continues to meet the requirements of the Ad-hoc, Small, Medium and Large customers

 Establishes potential product opportunities by identifying new developments within the channels customers and competitors in the local markets and actively informs the X product development team
 Works in co-operation with the X commercial department to ensure all customers within the TSM channel are charged the correct rates and price increases are managed as required
 Liaises closely with the X Marketing department to ensure cross functional objectives are co-ordinated and campaigns are executed successfully and efficiently
 Understands the dependencies between the TSM, KAM and SAM channels and manages a productive relationship with relevant KAM/SAM personnel to ensure customer requirements are fulfilled and business opportunities are converted
 Maintains a close relationship with key functional areas such as SpS, customer solutions, commercial, operations, customer service and other departments to ensure all business opportunities are developed and TSM customers receive a consistent, positive customer experience

CSR and Health & Safety
 Complies with the company\'s corporate social responsibility, health, safety and environmental standards and responsibilities as identified within X Express management systems and effectively implement and maintain these management systems

Adverse Working Conditions

 Some irregular hour and out of office working time
 High demand for personal flexibility
 Frequent travel within the Region and occasionally within the BU/OU/Country required
Essential Educational and / or Training Qualifications & Certificates

 Bachelor Degree
Preferred Experience and Knowledge

 At least 1 year experience in a TSM sales management role
 At least 3 years’ experience within a direct sales role
 International Express or Logistics industry background
 Proven people management ability
 Excellent communication and persuasion skills
 Results driven with a track record of achieving sales targets (personal & team)
 Organizational awareness (structure and products & services)
 Strong determination and motivation to lead, succeed and inspire
Necessary Technical / Functional Skills

 Business to business selling skills
 Communication capability at a senior/board level, both internally and externally
 Ability to interpret Sales reports and analysis
 Basic project management skills
 Microsoft Office applications
 Fluent use of written and spoken English

Fixed Competencies

1. Drives for results
2. Drives strategic change and innovation
3. Engages and inspires people
4. Understands customers and markets
5. Demonstrates business ethics

Functional Competencies

1. Assertiveness
2. Progress monitoring
3. Planning and organizing
4. Coaching

Candidate information:

Gender :


Age :

25 -30 years

Skills required :

computer | Professional

Languages :

English | Excellent

Benefits & allowances:


14000-15000 Egyptian pound

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