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POSITION PURPOSE
The Sales Manager is responsible fall aspects of developing managing the day-to-day sales operations BAC business strategies together with team and/his/her distributors. The set up implementation/execution of sales action plans fboth units aftermarket is also one of this person’s responsibilities. Thanks to his/her guidance coaching, the BAC direct independent sales representatives in the country of responsibility can develop realistic goal-oriented business plans should be able to increase sales maintain profit goals. The Sales Manager is also responsible fthe implementation of tactical marketing programs, he/she drives the execution of the global account strategy management in the region. The Sales Manager actively participates in the sales activities within his/her region of responsibility at least 70 % of his/her time.
PRINCIPAL ACCOUNTABILITIES
1. Sales Management
1) Provides strategic input fthe setup of realistic goal-oriented short, middle, long- term business plans. Defines objectives sales targets.
2) Leads, motivates, provides support to the BAC direct independent sales representatives in the region of responsibility, to achieve allocated sales targets, acting upon the requirements of our customers (considering the company’s profit goals). Monitors project flow pipelines.
3) Coaches trains the sales field representatives in both sales technical skills with the assistance of the product applications support team.
4) Supports the local sales as needed to resolve issues, including acting as a bridge towards other BAC departments to insure we meet contract obligations respect corporate policies.
5) Assesses relevant marketing mix (product – price), sales training needs the need fsupport in staffing coordination of executions.
2. Marketing Management
1) Closely works together with the Marketing team to perform a macro-analysis of his/her region optimize the approach fcertain markets.
2) Executes business development strategies business plans fgrowth according to local requirements related to engineering, legal, environmental, cultural issues aligned with the tactical marketing programs.
3) Develops annual forecasts fdefined segments territories by analyzing historical sales profit results negotiates new objectives feach individual sales channel
4) Takes ownership fthe Key Accounts in his/her territory in accordance with established APAC strategies policies. This meansganizing regular follow-up meetings to maintain relationships make sure adherence to the contract is assured.
3. Contract Management a. The Sales Manager plays a crucial role in analyzing, evaluating monitoring the technical contractual terms of all projects.
PERFORMANCE INDICATORS
1) The Sales Manager manages the overall budget fhis region of responsibility, including sales marketing related expenses– He/she manages a business plan with decision making authority fdiscounts (limits authorized by the BD Manager company appointed sales leader) on sales levels.
2) Regular contacts in the job are necessary with different stakeholders: a. All internal departments within the BAC headquarters. b. Salesmen in the region of responsibility (as well BAC direct sales force as independent representatives as Key Accounts) c. Direct contact with customers at all levels from staff to lower- level representatives. d. Competitors through trade associations e. Bankers, auditors, lawyers, insurers to achieve proper control of fiscal legal matters. 3. Adheres to the FCPA regulations.
3) Most important KPI’s are: a. Development of an annual sales budget & territory action plans b. Managing sales performance c. Implementation of marketing tactical programs d. Realization of regional sales budget (orders, sales, price OPEX budget according to plan)