Territory Manager - B2B Sales - Logistics/BFSI/Telecom

Territory Manager - B2B Sales

Key Responsibilities:

- This position services an account base not exceeding 120 active (monthly) organization's customers. Person would be responsible for B2B Sales and corporate sales.

He/she will have to perform the following key activities:

- Manage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a 'personal service'.

- Develop an annual customer call cycle created annually, reviewed quarterly and updated on a monthly basis (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.

- 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 develops and penetrates existing accounts (Retention and Development).

- Act as the customers' main point of contact, by liaising closely with the relevant departments within the organization to ensure that their queries, problems or issues are dealt with appropriately.

- To continually develop knowledge of organization's products/services and general commercial awareness to provide the best possible solutions to the customers.

- Ensure co-operation with other members of the sales team and throughout the sales force.

- Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management's agreement and justifications.

- Develop a working relationship with the relevant support departments e.g. Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives.

- Produce information for management necessary to evaluate performance vs. key performance indicators.

- Meet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.

- Complete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance.

- Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.

- 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.

- Analyse and monitor customer data to measure success and identify fluctuations/trends to decide on the relevant actions to be taken.

- Adhere to regional standard profit margins and discount guidelines.

- Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing customer base & Incumbent has no direct reports.

Skills Required: Good communication skills, Excellent interpersonal skills, Self-motivated, Good presentation skills, Display team working skills, Working knowledge of organization's Products & Services.

Profile Requirements: (Experience/Certifications/Qualifications/Licenses):

- Minimum 3 years sales experience

- Graduate, MBA Preferred