Manage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a personal service’.
Act as the customers’ main point of contact, by liaising closely with the relevant departments within the company to ensure that their queries, problems or issues are dealt with appropriately.
Work as a customer contact with the user departments in key account customers, feedback the user situation to National Customer Channel for the formation of account strategy
2. Internal :
Area Sales Manager : Produce information for management necessary to evaluate performance vs. key performance indicators
1. Sales Pipeline Management and Development
Develop an Annual customer call cycle (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved.
Complete GSP sales reporting requirements in a timely manner, which includes Productivity This Week , Productivity Next Week and New Business Commitments Gained .
Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.
2. Profit Margins Assurance : Adhere to regional standard profit margins and discount guidelines.
3. Sales Deployment
Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing customer base.
Build a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
Conversion of qualified leads into customers (First Time Buyers) and develop and penetrate existing accounts (Retention and Development).
Continually develop knowledge of company’s products / services and general commercial awareness in order to provide the best possible
solutions to the customers.
Ensure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too.
Any deviations from this tariff require management’s agreement and justifications.
4. Information Management
Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database.
Analyze and monitor customer data to measure success and identify fluctuations / trends so as to decide on the relevant actions to be taken.
5. People - Management : Incumbent has no direct reports and authority over the country line and functional personnel. Nevertheless, he / she must be able to demonstrate the ability to influence decisions / actions.
Communication skills, spoken and written, Vietnamese & English
Competency segment 'Business'
Analysis : Breaks down a problem, situation or process into its component parts, separates the main issues from side-issues, understands the nature of parts and their relationship to one another.
Seeks out and critically evaluates both numerical and narrative information. Draws accurate conclusions.
Planning & Organizing : Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved.
Is structured with good personal organization. Schedules time effectively and use efficient work methods and tools.
Decision Making : Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty.
Anticipates the impact of decisions and plans on how to manage risk.
Results Orientation : Continually seeks to accomplish critical tasks with
measurable results. Overcomes obstacles and makes adjustments to achieve
results. Focuses self and others to achieve targets aligned with business goals.
Competency segment 'Leadership'
Teamwork : Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.
Competency segment Personal’
Accountability : Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies, procedures, and agreements.
Builds others' trust in own professionalism, integrity, expertise, and ability to get results.
Communication : Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools, and mode to the needs of others.
Listens attentively, and summarizes or asks questions, when needed, to clarify information.
Self Management : Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive.
3. Expected years of experience : 3 years experience in sales
43% monthly incentive; attractive quarterly incentive