Area Sales Manager - Chemical

The Area Sales Manager position is a high visibility position with profit and loss responsibility for the area while directly managing Territory Managers (site level sales representatives). This position will focus on leading and directing the assigned sales team for a specific geographic area within a country. Manager will work intensely on sales performance management, talent development, account retention and acquisition, developing senior site level customer relationships and meeting sales and margin objectives.

Job Role :

- Command and own any and all programs and items, including sales performance management, taking proactive and responsible steps to improve account profitability and cash-flow. Perform opportunity analysis for margin improvement.

- Establish and drive agreed growth plans for both organic growth and new account acquisition that ensures sales objectives are achieved.

- Lead important customer negotiations.

- Hold regular team meetings or phone conferences to manage working capital, sales funnels, and project completion.

- Develop, retain, and acquire talent by utilizing team development mechanisms and training tools to enhance sales effectiveness. Analyze respective area territory design and sales role assignments while considering market opportunity and available talent.

- Deliver on-the-job sales training and monitor employee performance to ensure effectiveness. Document individual performance problems and work with human resources to ensure the right people are in the right roles and performing according to expectation. And if not, work with your manager and human resources to replace individuals that consistently fail to meet objectives.

- Identify opportunities for sales professionals to grow through existing and new training modules. Be a role model for self-development and learning.

- Compile and deliver area competitive intelligence to the business director and or Sector Leader to inform them about future sales and marketing opportunities.

- Analyze customer information for process and customer experience improvement opportunities. Develop reports as required for your managers, as well as Sector or Marketing leads, detailing: competitive environment; opportunities for sales, product, or service improvement; trends in competitive landscape; and recommendations to improve lead generation, bid, and sales close effectiveness.

- Liaise with TCS to ensure appropriate service support for Area accounts.

- Facilitate the development of key competencies, such as selling skills, technical skills, etc. by following prescribed on boarding programs (new hire training program, ride-with requirements, team installations and selling opportunities, Performance Management Planning) so that Territory Managers are fully trained and capable of performing the role of a Territory Manager (selling and servicing Cleaning Equipment, ware washing, laundry and housekeeping applications).

- Work with Corporate and/or Strategic Account Managers to ensure account management support is delivered by Territory Managers as agreed.

Education and Experience

Minimum Education Required : College above ( preferably BSC / B-tech + MBA )

Minimum Experience required : 8 years sales experience in same or related industry preferred

Capabilities and Strengths :

- Excellent interpersonal and communication skills (written and spoken). Solid demonstrated presentation skills with ability to convey complex information to a broad audience.

- Strong business & financial acumen with demonstrated ability to manage a pricing and margins to deliver profitable growth.

- Possession of knowledge and skills needed to resolve wide and varied situations while being able to implement concrete recommendations and decisions.

- Strong organizational and time management skills with the ability to multi-task while being flexible with changing demands.

- Excellent planning, organization, and execution skills.

- Proficient in Microsoft Office applications, especially Word, Excel, and PowerPoint.

- Demonstrated ability to follow processes and programs, as necessary, and communicate effectively to ensure effective implementation.

- Self-starter with the confidence to take calculated risk and work collaboratively transparently with all stakeholders.

- Demonstrated sales skills and/or training with ability to utilize consultative sales techniques and teach these to direct reports.

- Demonstrated persuasiveness and solid negotiation skills and teach these to direct reports.

- Willingness to travel up to 60%.

- Ability to work independently as well as thrive in a cooperative work environment while working confidently with higher management

Essential Behavioral value :

Acts with Strategic Agility :

- Maintains a broad perspective and in-depth understanding of the market, competition and operating environment

- Develops objectives that align with and deliver on long term organizational goals

- Adjusts goals and objectives in the face of changes/barriers to performance

- Inspires others to work to achieve Companies- strategic and competitive vision

- Conducts an in-depth analysis of issues and probes for further information to understand problems

Drives Ownership and High Performance :

- Takes ownership for ensuring goals and targets are consistently achieved or surpassed

- Fosters a culture of that promotes high performance, initiative and achievement

- Plans and manages resources effectively to deliver on goals

- Tackles goals with enthusiasm and removes barriers to success

- Displays an - owner mentality- for the business and takes responsibility for ensuring its success

Delivers Value and Results :

- Constantly seeks opportunities for growth and adding value to the business

- Has a clear understanding of key factors that drive profitability, competitive advantage and organizational value

- Anticipates and delivers on customers current and future needs

- Ensures the delivery of a high quality service that fully meets customer and business needs

Builds Collaborative Relationships :

- Acts with diplomacy and maturity in intense interactions, ensuring any tension is resolved tactfully

- Creates and encourages a climate of team work and collaboration across Organization and acts as a visible role model for these behaviours

- Relates well to people at all levels, quickly building credibility and respect

- Consults with others to achieve mutually beneficial outcomes

Is Decisive and Mobilizes Action :

- Conducts an in-depth analysis of available information prior to making decisions

- Can act promptly when urgent decisions are required, taking calculated risks and making clear decisions

Moves promptly into action when decisions are made to keep plans on track