Objectives of the job - Sales manager / sales head
Independently managing sales business, incorporating all the company’s products and services. Making important decisions regarding the sales unit. Achieving optimal utilization of the market, a high level of customer satisfaction and high yields for the department in accordance with the company management goals. Coordinating and managing sales staff
Representing the company and developing permanent business relations and networks in Kerala and Tamil Nadu. Dealing with the market in the assigned sales area whilst maintaining the strategic guidelines issued by the sales organization. Managing employees and controlling business processes in own area of responsibility. Ensuring that service, quality and safety standards are maintained to develop a customer-oriented, profitable and high turnover sales business in new equipment, accessories, attachments and further products and services concerning Material Handling Equipments and allied products and services.
Field of Work:
1. Planning
· Supporting the company management in planning issues relevant to sales, in particular with regard to volume planning and profitability
· Defining market goals for new equipment sales, coordinating these with performance targets stipulated by Management and drawing up a marketing plan.
· Developing concepts to increase turnover and profitability in Sales and reaching agreement on these with the company management
. Compiling resources planning for the new equipment inventory and developing concepts and measures to optimize inventory management
2. Marketing
· Need to plan Quarterly, monthly marketing plan and marketing budget as per sales target as defined by the management.
· Planning and managing/involvement in direct marketing
· Planning and managing/involvement in events
· Planning and managing/involvement in customer loyalty activities
· Determining area covered and, if necessary, expanding it
· Assigning customer groups and/or market areas to the respective Sales staff
. Establishing and fostering contacts to decision-makers and spokespeople, as well as contacting and looking after major customers after reaching prior agreements with company management/with Marketing
3. Operative Management
· Ensuring consistent utilization off all customer contacts
· Ensuring effectiveness and efficiency of customer contact
· Ensuring active presentation of products and services by sales staff
· Ensuring sales staff are aware of the status of the ordering process
· Organizing regular updating of new equipment presentation
· Monitoring equipment orders and deliveries
· Monitoring customers’ outstanding accounts
· Involvement in any necessary demands for payment
· Based on monthly and quarterly sales targets, set individual targets for each sales consultants model wise.
· Define targets for each sales consultants in terms of Enquiries, Orders and deliveries.
· Define qualitative targets for each sales consultants (Data quality, DMS, etc)
· Conduct everyday morning team meeting to review individual sales targets
· Monitor sales officers sales performance on daily, weekly and monthly basis
· On the job Coaching of sales team to improve sales team performance on regular basis
· Support sales team to achieve team targets
· Identify gap areas in each sales consultants in terms of product knowledge, functional skills and basic skills
· Define individual coaching plan to improve sales performance of sales consultants
· Conduct on the job and class room training for team members on product, basic skill, etiquette's as per need basis
· Coordinate with each member of sales team to execute retail sales process from Contact to delivery
· Ensure proper contact management, lead management
· Ensure proper customer contact documentation in enquiry card and DMS
· Support and coach sales team on Sales process implementation
· Handle customers on need basis on behalf of sales consultants in the showroom and in the field
· Coordination with other internal departments (Accounts, Finance, Sales support) to ensure smooth and speedy execution of New equipment delivery process
· Support sales team with all necessary tools and resources for closing sales.
4. Quality Management
· Ensuring processes are defined and upheld and optimizing processes in Sales unit after prior agreement with company management
· Planning and managing customer surveys and other measures in order to assess customer satisfaction
· Putting forward suggestions and implementing measures to increase customer satisfaction
· Ensuring quality and supervising standards are maintained in Sales unit
· Ensuring all potential customers are approached
· Setting an example in terms of friendliness and style of dealing with customers
· Ensuring customer wishes are dealt with and followed up
· Ensuring customers are looked after post-sale for a period of at least 3 months.
· Accepting and dealing with those complaints which sales staff are not able to deal with themselves
· Ensuring customer-oriented problem-solving
· Evaluating incoming complaints and arranging for measures to improve the situation/follow-ups to be carried out
· Observing level of customer satisfaction in individual departments by means of suitable tools and identifying reasons for dissatisfaction
· Developing measures for maintaining and increasing customer satisfaction
5. Information Management
· Ensuring the sales literature, product brochures as well as process documentation and the required software is up to date, complete and available
· Monitoring reports in the media on the brand dealt by the company and on competitors’ product.
· Actively passing on relevant information to employees.
6. Human Resources
· Determining/updating HR requirements for Sales
· Making/supporting initial selection of candidates based on requirements
· Involvement in interviews and decisions regarding employing new staff
· Managing, coaching and motivating employees and thus ensuring a high quality of employees
· Defining target agreements with employees
· Checking levels of target achievement and reaching/agreeing measures to correct these should deviations occur
· Assessing employees and, if necessary, initiating disciplinary measures and regularly carrying out employee discussions
· As part of HR development, ascertaining the employees’ qualification requirements and developing corresponding development/qualification plans
· Together with employees establishing personal development goals and agreeing on means of achieving these
· Fostering team development
· Coordinating and supervising attendance and holiday planning of employees for whom he/she is responsible.
. Questioning employees on their suggestions for improvements, recording these and, if necessary, implementing the ideas.
Job Type: Full-time
Pay: ₹30,000.00 - ₹50,000.00 per month
Application Question(s):
- Are you familiar with Material Handling Equipments, Industry Equipments?
- How many Years of Experience in sales
Work Location: In person
