Area Sales Manager/ Regional Manager West
1 month ago
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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