Regional Sales Manager

Profile Summery

The Regional Sales Manager is responsible for the profitable growth of the Ad-hoc, Small, Medium and Large customer segments for the Region. This growth will be achieved through strategic sales planning and development in combination with the management and development of all employees (direct and functional) with TSM responsibilities.

The Region Sales Manager will be accountable for achieving the following results:

Job Description.

• New business acquisition against target
• Existing business development target
• Profit development against target
• Ensuring customer satisfaction
• Ensuring employee satisfaction

Key Activities / Accountabilities Identification and Management of the Target Market

To identify all accounts that will contribute to the achievement of the revenue and profit budget

• Gathers all information related to Ad-hoc, Small, Medium and Large customers

• Determines at a Region level the number of required territories through the evaluation of the number of weekly, monthly and quarterly:

• Trading customers

• Prospect customers

• Making decisions relating to Territory structures

• Agrees the sales channel budget/revenue targets for each Region / Area / Territories

Strategic Sales Planning and Development

To translate and deploy Sales Strategy for TSM to achieve its budget, revenues and strategic goals

• Puts together a top level business plan for their TSM & Retail sales channel and cascades throughout the function
• Ensures Area business and Branch Level plans fit in with the Region business plan
• Monitors Region, Regional and Local revenue and Gross Margin results versus budgets /targets for the sales channel
• Communicates and gains support from Region & Functional Management for the achievement of TSM objectives

Relationship Management

To ensure we win, keep and develop Ad-hoc, Small, Medium and Large customers through building lasting relationships

• Forms professional and appropriate relationships at senior level in identified customer organisations through face to face contact
• Forms professional and appropriate relationships with the MA Management sales channel
• Ensures to build appropriate contact with the most relevant management level within the customers organisations
• Monitors the development of customer relationships throughout the function and at all levels
• Ensures customers are kept up to date with relevant information and reports, where applicable
• Establishes appropriate relationships and communicates with other relevant functional areas

Marketing / Product support

Supports product development to ensure Vtranss value proposition is meeting the requirements of the Ad-hoc, Small, Medium and Large customers

• Establish potential product opportunities through identifying new developments within the sales channels customers and competitors within the local market
• Supports the introduction of new products through cascading the information and monitoring the deployment throughout the functional teams
• Support in participating in various MICE events for lead generation

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 satisfaction

• Ensures the compliance to formal recruitment procedures to attract and retain the very best TSM employees
• Manages, coaches and reviews employees to ensure KPIs 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 challenging but achievable reward and recognition schemes, in collaboration with Human Resources, which help to create highly motivated TSM staff, and to reward excellent performance through both financial and non-financial means
• Participates in the implementation of succession planning 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
• Conducts regular group review meetings to assess team performance and progress against business plans.
• Promotes the corporate values through active participation in the corporate initiatives
• Complies with all company related policies, procedures and legal requirements (HR, H&S, Security, etc)

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 expectations

• Ensures correct implementation of new and existing divisional TSM structures, policies and processes.
• Ensures continuous improvement in customer experiences through supporting the deployment of best practice processes
• Works with cross-functional colleagues to ensure the TSM and related functional processes are consistently applied and refined to improve the customer experience
• Actively reviews and manages the performance of TSM customer accounts through the effective deployment of relevant divisional policies, accompanied by corrective action planning against performance results, where applicable

Project Work

To contribute to the effective roll out of business unit projects, through contribution of professional expertise and leadership

• Ensures achievement of action points assigned
• Ensures the involvement of those with the appropriate expertise and accountability

Customer Experience

• Design the action plans to embed the strategy and tactics in the area of Customer Experience and lead roll out at a local level.

At any time and any where set the example and perform the activities whilst displaying the behaviors that are designed to deliver a distinctive Customer Experience. These activities and behaviors are highlighted in the "Delighting Customers" core competency and in any additional Customer Experience behavioral guideline applicable to the role.

Encourage, motivate and monitor employee adherence to these activities and behaviors.