Area Sales Manager Fans

Internal, External)1. Effectively addressing internal conflicts and obtaining internal support, which can consume resources and shift focus away from customer-centric activities. 2. Resolving communication barriers that hamper comprehension of optimal customer offerings, potentially restricting the ability to meet their needs and achieve sales excellence. 3. Effectively handling challenging customer situations resulting from inadequate unit response, potentially affecting customer satisfaction and hampering effective problem-solving. 4. Aiming to meet or exceed sales goals while maintaining profitability and consistent performance of the sales team, even under pressure.03Section Three : Organisation ChartDraw an organisation chart that shows clearly your job, your immediate manager, colleagues who also report to your manager, and your subordinates, giving full titles.
Briefly describe the nature of the reporting relationship which exists between yourself and the manager to whom you are accountable.
The Area Manager has a direct reporting relationship with the Branch Head and matrix reporting with Regional Business Head.
Briefly describe the major responsibilities of your immediate subordinates, indicating their respective team size1. Assess sales performance according to KPIs. 2. Devise effective territory sales and marketing staretgies. 3. Meet with customers to address concerns and provide solutions. 4. Present products and services to prospective customers. 5. Prepare regular sales reports and presentations for senior management. 04Section Four : Dimensions
Provide factual, quantitative and financial information particularly relevant to your job which helps to reflect the scale and scope of the job.
Financial / Annual budgetary amounts (E.g Sales, Profit, Manpower budet, operating budget) with which your job is either directly or indirectly concerned1. Sales Budget 2. Order Input Budget 3. Average Purchase Value 4. Monthly Collection 5. Customer Acquisition Cost (CAC)Staff No. of subordinates (Please mention direct, indirect subordinates separately)Not Applicable
Other key quantitative measures that reflects volume, scale of service or activities relating to your work (For e.g. number of branches, quantity of production etc.)1. New Customer Generation 2. Customer Lifetime Value 3. Existing Customer Retention and Churn 4. Market Share 5. Brand Preference05Section Five: Key Accountabilities "Identify clearly the most significant responsibilities of the job which have a clear end result for the achievement of which you will be held accountable. Frame the accountabilities in the format of Verb - what is done, Object - to what/whom, Approach - how is it done (activities/tasks), Result - with what outcome. When the framing of accountabilities is complete, list the accountabilities in order of importance along with % time spent on each of them"No.Key Accountability Statement% of Time1Sustaining and growing the sales of the companys products.702Creating sales strategies and establishing goals.103Achieving the set targets and goals for the designated region.54Assigning territories to managers for effecive coverage.55Providing reports to higher-level managers.56Building, nurturing, and growing the customer portfolio.506Section Six: Key Decisions
State the key decisions that the role holder is involved in
Decisions made by the Job holder1. Engaging in order negotiation with the supervisor and unit to establish payment terms and pricing, ensuring alignment and optimizing customer satisfaction.2. Participate in technical discussions with clients, leveraging input from the engineering team and unit, to ensure clear communication and comprehension of technical specifications.3. Make administrative decisions for subordinates, including task delegation, workload management, and enforcing company policies and procedures.
Recommendations to Superior1. Offer tender support recommendations with an emphasis on the development of a competitive pricing strategy.2. Suggest improving order processing and fulfillment procedures to reduce errors and delays, enhancing customer satisfaction and operational efficiency.3. Introduce performance metrics and incentives to inspire the sales team and achieve desired outcomes.
07Section Seven : Key Interactions Provide the key working relationships or routine contacts a job holder need to have INSIDE and OUTSIDE the organization to accomplish job and the reason for these interactions.
No.Internal Stakeholders
External Stakeholders1Branch Head: Oversees the overall operations of the branch and provide guidance, support, and strategic direction to the area manager.
Distributors and Channel Partners: Distributors and Channel Partners may help you to distribute and sell your products or services within your assigned territory.2Product Managers: Enagage with product managers to stay informed about product updates, features, pricing, and competitive advantages. OEMs/ KAMs: Co-ordinate delivery schedules, track shipments and ensure timely and efficient delivery of products to customers.3Customer Support and Service Team: Collaborate with Customer Support and Service Team to ensure customer satisfaction, gather feedback, and improve the overall customer experience within your territory.4Divisional Marketing Team: Collaborate closely with the sales and marketing teams within your organization. 5Finance and Accounting Team: Work with the Finance and Accounting Team to understand financial metrics, review sales forecasts, and ensure compliance with financial processes and procedures.
08Section Eight : Knowledge, Skills and Experience
State acceptable proficiency / threshold education, qualifications, training and experience are necessary to enable you to perform the job fully and effectively. Note that this information should relate to the qualifications etc. required for the job Educational qualifications (Threshold educational background required to execute the role)Graduate in any field.Relevant experience (Type/ Nature and years of relevant experience required to execute the role)
1. Should possess exprience of 9 - 22 years in the related industry/ field. 2. Proven track record of increasing sales and revenue; field sales experience is preferred. Threshold skills and capabilities required to execute the role
1. Strong Selling and Negotiation Skills 2. Communication and Interpersonal Skills 3. Technology Proficiency 4. Relationship Building Skills 5. Analytical and Problem-Solving Skills