Area Sales Manager (Southeast/Midlands) Nottingham, England
Job description
To be fully responsible for all Group wide industrial business in the territory from when an enquiry is solicited to when the company is paid in full.
Additionally:
To aim, meet and surpass the minimum objectives and standards of performance.
To aim, meet and surpass the targets (Forecasts) set from time to time by the company.
To plan and develop as an increasingly effective Area Sales Manager.
Main Duties and Key Features:
1. ATTAINING SALES TARGETS (FORECASTS) AND OBJECTIVES
Standards of performance relating to the above are attained when:
a) Total sales volume and sterling value are in accordance with agreed forecast.
b) Product mix is in accordance with the Sales Team objectives.
c) Total call rate does not fall below agreed minimum standard (4 per/day for 4 days of the week).
d) The employee monitors own performance at least monthly, noting any deviation from plan, and suggesting remedial action to the National Sales Manager.
e) Personal objectives are set superior to those set by the company.
2. COVERING THE TERRITORY EFFECTIVELY
Standards of performance relating to the above are attained when:
a) All existing accounts and prospects are graded by market type.
b) Calls are correctly balanced between existing accounts and prospects.
c) Actual itinerary does not deviate extensively from calling plan.
d) Calls are made on existing accounts according to potential thus
3. REPORTING ON ACTIVITIES AND CONFORMING TO
ADMINISTRATION SYSTEMS
Standards of performance relating to the above are attained when:
a) Reports are neatly and accurately written.
b) Daily customer information is entered onto the CRM database.
c) A weekly plan is entered onto CRM every Monday.
d) Competition reports are sent to the National Sales Manager without delay.
e) Information on large potential contracts is sent to the National Sales Manager.
4. KEEPING ADEQUATE RECORDS
Standards of performance in relation to the above are attained when:
a) Customer records are concisely written and are always up to date.
b) Customer records are consulted before each call to plan sales tactics.
5. UNDERSTANDING FULLY THE PRODUCTS AND SERVICES OF THE
COMPANY
Standards of performance in relation to the above are attained when:
a) The full range of products and services are thoroughly understood.
b) There is confidence in the ability to present, assess, calculate, select and recommend each product skilfully relevant to the customer’s application.
c) Customer queries can be answered quickly and confidently.
d) There is regular analysis to ensure that the full range is offered.
e) Customer offers are prepared in conjunction with or assistance of the Internal Sales staff.
f) Sales orders are successfully negotiated and closed with acceptable terms and conditions agreed.
6. MAKING THE MAXIMUM CONVERSION OF TIME
Standards of performance in relation to the above are attained when:
a) The amount of face-to-face selling time is optimized.
b) Good efficient route planning & overnight “stop over” visits around the territory reduce the amount of driving time to a minimum.
7. HAVING FULL MARKET KNOWLEDGE OF THE SALES AREA
Standards of performance in relation to the above are attained when there is a full knowledge of:
a) All the outlets in the area for the company products and services.
b) The potential of these outlets by product and service.
c) All decision makers and influencers at the customer locations.
d) Major future contracts and tenders likely to come from the area.
e) All competitors working in the area and their market shares.
f) Competitors’ personnel, products and services, and business methods.
9. SELF DEVELOPMENT
Standards of performance in relation to the above are attained when:
a) Product presentation is frequently practiced alone and with others.
b) A continuous program is carried out of reading and other study on salesmanship and subjects related to company products and services.
c) Medium and long-term objectives are set in relation to the job, and these are regularly discussed and assessed with the National Sales Manager.
10. Marketing and Training
Standards of performance in relation to the above are attained when:
a) Trade shows and Exhibitions are set-up, manned, promoted, and packed-up, with the organization and commitment of Area Sales Managers.
b) Customer referral letters and press release application stories are provided when appropriately available.
c) Customers, Distributor employees and fellow Company employees are periodically given, calculation, application and product training. Both locally and at the company offices.
Job Types: Full-time, Permanent
Salary: £28,000.00-£35,000.00 per year
Benefits:
- Company car
- Company events
- Life insurance
- Private medical insurance
- Sick pay
- Wellness programme
Schedule:
- Monday to Friday
Supplemental pay types:
- Bonus scheme
Experience:
- Sales: 1 year (preferred)
Work Location: On the road
