Closing Date: 23rd October 2024
Vidu are working on a super exciting assignment in the search for an Area Sales Manger to cover the Reading territory on behalf of one of the worlds most renowned logistics companies.
Our client has engaged with Vidu VIP to carry out the initial search process.
Vidu’s team of dedicated consultants will be your first point of contact when applying for this role.
Role Purpose:
To ensure our clients market leadership position in local market across air and road express business, through the management of the sales force, retaining local customers and exploitation of new business opportunities in a profitable way, ensuring local targets are exceeded.
Key activities:
Visit customers as needed to coach the sales executives as part of their continuous development and training plans.
Visit customers as needed to support co-selling as the most senior sales person in the sales territory.
Act as senior local escalation point for customers and sales executives to ensure customer retention.
Performance Assessment and Improvement Activities:
Structured Sales Coaching.
Conduct coaching sessions, organise sales meetings and identify/ recognise good performance as instruments in the procedure “Performance Assessment and Improvement Activities”
Ensure prerequisites to structured sales coaching are in place (sales structure, sales systems and sales competencies)
Establish a clear routine of individual coaching sessions, customer visit accompaniments and team debriefs for all sales executives with the overriding aim of achieving the revenue targets.
Accompany each sales executive minimum once a month to review sales technique and identify areas for further training and development.
Utilise all available sales tools to support the coaching and ensure visible results (Prioritise Customers, Analyse Customer Data, Review Weekly Pipeline)
Analyse Key Areas of Territory Performance (Effective Sharing of Best Demonstrated Practices, Comet usage, Sales Reports)
Identify performance gaps and improvement opportunities from the reviews of sales force activities (at portfolio level) and sales KPIs.
Set/agree performance expectations with each Sales Exec, broken down into agreed activity related targets to achieve revenue targets.
Conduct/Review Sales Force Activity plans on a regular basis, to evaluate efficiency of the Sales Execs.
Conduct Sales Key Performance Indicator reviews to analyse the business dynamics at individual and portfolio level to evaluate the effectiveness of sales resources.
Analyse business results (area, territory) through available sales revenue, margin & activity reports and utilise results for structured sales coaching.
Business Controlling:
Monitor and control sales team cost budget.
Supply requested business controlling reports to Head Office.
Ensure your business is profitable.
Stakeholder – Business roles, Internal functional roles: External.
Ensure responsible and co-operative interface with air and road network operations teams.
Proactively interface with Customer Services and ensure smooth transfer of customer knowledge, co-ordination of CS field visits.
Co-ordinate activities involving other sales channels and ensure sales team respond to internal requests appropriately.
Prepare input / respond as requested for other sales and marketing activities.
Processes:
Sales Management Process:
Utilise our clients sales process to systematically manage all customer opportunities, using the reporting tools to ensure consistent sales approach.
Sales Force Activity Planning:
Implement the country Sales Plan, Sales Strategy and Sales Budget in the designated territory.
Set strategic objectives for growth and increase profitability across the responsible territory using knowledge of local mix of air and road express business.
Use the country Sales Plan and Sales Strategy to achieve local standards.
Produce a Sales Force Activity/Business Plan for the Sales team.
Provide appropriate results as input for review and/or development of the annual Sales Pan and Sales Budget.
People Management:
Create an open environment that empowers your team and encourage constructive challenges.
Coach for success.
Define training and development needs for all direct reports and ensure targets are achieved through regular assessment of their skills.
Ensure co-ordination between the sales executives and the internal organisation.
Mentor new employees – review induction and progress.
Actively discuss succession development/training plan with your team.
Motivate sales team through acknowledgment of achievements and initiative.
Ensure resourcing plans are in place and hiring gaps are minimised.
Develop sales management skills – challenging and developing own sales management skills:
Develop own skills, competencies and abilities in order to act as a leader of the whole sales team.
Create a development plan with your line manager.
Skills/Capabilities:
Customer Orientation:
Sales/Service orientation.
Customer Care.
Quality Orientation.
Building and Managing Relationships:
Transferring/Sharing Information.
Ability to deal with feedback.
Teamwork.
Commitment to Excel:
Goal Orientation.
Ability to work under pressure.
Drive/Persistence.
Cross Border Thinking – Cross Functional Thinking:
Business Acumen – Use of product, process and system.
Following direction and taking responsibility.
Sense of responsibility.
Planning and Organisation.
Impact and Influence.
Constructive Challenge:
Adaptability.
Improving efficiency.
Personal Competencies: Management:
Functional skills and Knowledge.
Methodology skills.
Languages.
Additional Information:
A demonstrable track record in the same of similar type role within the transportation industry or a service related industry.
2-3 years management experience or demonstrated capability.
A progressive and proven track record of leading, managing and developing highly successful sales teams.
Driven, persistent, goal orientated and possess the ability to work under pressure in a fast paced environment.
A proven track record of building & managing relationships internally and externally.
Committed to excel and go over and above.
Excellent organisational and planning skills.
The ability to think outside of the box.
Strong persuasion and influencing skills.
The ability to follow direction & take responsibility.
Minimum HND or equivalent.
Written and spoken English language skills.
Full UK Driving license.
