Area Sales Manager/ Regional Manager West
1 week ago
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Job Description:
POSITION DESCRIPTION
POSITION: AREA SALES MANAGER –
Area Sales Manager is a middle management position that's responsible for the sales and business development in a particular region. They manage and support the various sales teams in their region, ensuring that they reach their sales targets and remain motivated. This position requires exceptional analytical, problem-solving and customer centric skills. Area Sales Manager develops an overall business plan, including sales strategies and Sales Plan & activities
Purpose / Objective
- Business development through new customers acquisition and existing customers development to achieve assigned Sales Plans
- Increasing business opportunities through various routes to market
- Setting sales targets for individual reps and the team as a whole
- Developing sales programs that maximize sales from assigned accounts to target accounts.
- Overseeing and conducting market research to develop and implement sales initiatives.
- Developing and implementing sales strategies and product knowledge
- Delivering presentations to potential and existing customers
- Recruitment and training/ development of Team, Field Sales and Sales support team.
- Preparing concise sales reports
- Coaching group and individual sales reps for product and sales techniques
Primary Activities / Responsibilities
- Create and implement plan for revenue generation by addition, penetration & retention of customers through the sales team.
- Leading and motivating sales teams to achieve sales targets and revenue goals.
- Analysing market trends, developing sales strategies, and identifying opportunities for business growth
- Developing an overall business plan, including sales strategies and Sales activities
- Managing, training, and providing overall guidance to the sales team of an assigned region
- Setting reasonable sales targets to be achieved by the sales team.
- Improving sales targets within the assigned geographical location
- Building brand awareness, Create & enhance brand image of the company with existing & new clients through regular planning, monitoring, directing & motivating the team.
- Monitor service rendered to clients regularly & get feedback from the customer on a regular basis.
- Liaise regularly with clients for better understanding of their business needs & new requirements.
- Ensure submission & collection of bills.
- Ensure proper implementation of Contract Operating Procedure across the zone for each client.
- Monitor any leakage in the revenue.
- Create and execute initiatives to improve revenue churn.
- Conduct service reviews with customers based on Service Level Agreements.
- Review and appraise performance of team periodically.
- Coach and develop/update skills of team.
Performance Indicators
- New Business Generation: (Increase Market Share) by acquiring new customers and expanding territories
- Customer retention: A strong indicator of customer satisfaction, loyalty, and ongoing revenue generation
- Sales cycle length: The time it takes for potential customers to go through the various stages of the sales process until they become a successfully closed deal
- Upsell and cross sell rates: Help improve average order value, generate revenue and profit at a lower incremental cost
- Churn rate: The percentage of customers who fall off the file during a given period of time
- NPS (Net Promoter Score): Indicates customer satisfaction and the likelihood of customers to recommend your products or services to others
- Team Management – Sales team management and development
Competency/Skill Requirements
Main Competencies Required
- Customer service: Prioritizing customer needs throughout the sales process.
- Communication skills: Coaching and training sales teams to build relationships with clients
- CRM: Monitoring and administering interactions with customers.
- Account management: Retaining loyal customers and creating connections with new customers.
- Emphasis on customer relationships: Building and maintaining constructive customer relationships
- Leadership: Managing, motivating, and empowering team members
- Project management: Facilitating customer satisfaction and leading staff training efforts
Skills & Knowledge
- 8 – 10 years sales experience in logistics industry, out of this at least 4 years of team handling experience
- MBA / Graduate in any field with relevant experience in Freight Industry
- Skilled in MS office and Power BI
Employee Type:
UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.
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