Area Sales Manager
Achievement of key Company business indicators on accountable territory: • Increase of active subscriber base, sales’ volumes and Company revenues through effective management of direct and indirect sales channels on accountable territory; • Ensure achievement of sales and service targets in the distribution channel, regional GSM chains, in the specialized telecom retail - an exclusive channel, national chains. Accountable territory and regional sales team management: • Exclusive channel, Distributors, national and regional GSM chains development on accountable territory. • Plan the entrusted team’s work to achieve goals for accountable territory: put oral and written goals to the team – to ensure effective sales and maximize effectiveness of all activities, provide the regional sales team with all the necessary resources; • Ensure the appropriate level of communication and interaction between the entrusted team, other functions of the company and Partners involved in the process of implementation of company’s products and services to achieve Company’s goals; • Ensuring of Distributors business activities compliance with the established requirements; preparation and implementation of Development plans for Partners, if needed • Analysis and evaluation of Partners’ tasks fulfilment. Partners’ tasks adjustment in time. • Evaluation level of skills in active sales team and, if necessary, together with the coach drawing up an individual development plan for the Partner’s employee to improve the level of skills to achieve the objectives and tasks on accountable territory. • Organization and implementation process of obtaining knowledge through internship and training to ensure the required level of knowledge and skills of regional sales team and Partner’s teams of active sales. • Provide in time filling of vacancies together with the HR Business partner; • Ensure correct interpretation and implementation of company’s strategy by the entrusted team on the accountable territory; • Ensure compliance with all procedures, policies and Company’s management directives by the team; • Maintain the necessary level of motivation in the team and involvement in the process of achieving Company’s goals; • Promote teamwork and a certain level of healthy competition. Analytics and reporting: • Evaluation of performance results: Analysis and assessment of team tasks performance. Timely adjustment of team targets; Analyze targets for Customer base, Revenues, achieving presence Standards, knowledge, merchandising, participation in loyalty programs, customer service level, trade marketing / other activities and take the necessary actions to increase the performance growth. • Monitor and analyze the competitors’ activities, market trends, customer behavior, take preventive actions, promptly provide information to the Company’s management; • Ensure timely submission of accurate information in all the reports prepared by the entrusted team. Creation of positive Company’s image and increase of Company’s competitiveness. Analysis and study of prospective customers’ segments, use this knowledge to develop and implement direct and indirect sales channels development and new customers acquisition strategies. Interaction and cooperation with the various functions of the Company to: improve the quality of customer services, direct and indirect sales channel efficiency, increase competitiveness. Development, implementation and continuous improvement sales management algorithm to improve the efficiency of the sales teams. Predicting performance in terms of all planned KPIs on a monthly, quarterly and annual basis. Ensure all activities within the business according to defined strategies and targets, monitor the compliance with operating principles. Preparation of reports on the results of the accountable territory. Full individual financial responsibility of received (accepted) goods, values and equipment. Managing the team: • Monthly, quarterly, and annual sales targets share with the team. • The channels are correctly distributed to the right of the target. • Follow regularly team performance, give timely feedback, coaching. • Setting goals and tasks and controlling of performance. • Determine training needs of the team will share with their respective teams. • Distribution of Key Account database by segment, planning team members workload. • Development of professional skills of team and individual development plans, monitoring and analysis of results. • Team motivation. Other • Planning of the budget usage. • Business continuity keeps under control as aware of events that can interrupt, it takes measures to mitigate the impact. • Alternative plans should be prepared in advance. • Access to critical documents and data should be ensured continually.
Education Level Higher Area Any Working experience: 7+ years (Sales, Marketing) Other requirements Language skills Ukrainian, Russian- fluent PC Skills MS Office Driving license B category, 2-3 years of experience Specific knowledge/ experience areas • Good knowledge of telecom industry and good understanding of working aspects • Experience in managing sales team • Excellent presentation and negotiation skills • Ability to proceed with multitask activities • Good managing skills • Excellent in time management, client relations
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