Area Sales Manager

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Job 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

About UPS Supply Chain Solutions-

UPS Supply Chain Solutions is your end-to-end solution. Whether you need freight, customs brokerage or warehousing & distribution services, UPS has it all. We're one of the world's largest providers of transportation and logistics services. Our customers range from small and mid-sized companies up to global enterprises. And each of them — regardless of size — can take advantage of our global expertise, brand stability and leading-edge compliance and technology capabilities.

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

• Bachelor's degree in Business Administration, Logistics, Supply Chain or related field
• Minimum of 12 years of experience in Sales in the Shipping and Logistics Freight Forwarding industry
• Proven track record in developing and executing successful sales strategies
• Strong leadership and management skills with the ability to motivate and lead a team
• Excellent communication and interpersonal skills with the ability to build and maintain relationships with key accounts
• Analytical and strategic thinking with the ability to identify market trends and opportunities
• Proficient in Microsoft Office Suite and experience with CRM software

Employee Type:
 

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