District Sales Leader
Date Posted: 08/02/2010 12:44:02 PM
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Organisation Description
Working for a leading Global Oil & Gas Company, Leading the Sales team to achieve individual annual bookings, revenue and gross margin plan through the implementation of collective sales team plan (identify new market opportunities, increasing market share and revenue).
Job Description
1. Sales Management Develop sales plans and budgets, establish sales targets and goals consistent with direction from the DGM and other stakeholders Lead the development of the sales strategy Provide input for the annual business plan (AOP) Effectively establish sales and marketing alignment through the development of the companyâs initiatives that focus resources in areas of greatest sales opportunities and service conversion Actively participate in winning key orders by working with the sales representatives, prospects, subcontractors and other influencers. Spend at least 50% of time actively participating in sales pursuits with the sales representatives by participating on sales calls, presentations and other activities Ensure margin requirements are met by reviewing, modifying and approving price quotations ensuring adherence to pricing procedures and appropriate material and labour rates 2. Customer Relationships Contributes to establishing and maintaining effective customer relations by personally, or in conjunction with other departments resolves problems or responding to enquiries. Focus on the importance of exceeding customer requirements and maintaining a satisfied customer base Develop high level relationships with existing and potential key district customers Support major opportunities arising in the district in conjunction with the regional account management sales team Network effectively both internally and externally to develop strong relationships with end users and business contacts. 3.Business Development Assist in the negotiation and close of large sales and contract escalations Coordinate with FSLs, PMLs and DGM to ensure Effective selection of targeted sales opportunities that will lead to profitable service Timely and thorough sales to operations handovers Effective key account management 4.Sales Tools and Processes Lead the local implementation of standard sales processes and tools to attain the appropriate product sales mix, grow key revenue elements and maximize margin and booking objectives Provide team performance reports to district general manager, regional account management sales leader and the other district sales leaders (for district roll-up). 5.People Management Lead and manage the sales team in the effective adoption, implementation and compliance with the companyâs policies, processes, tools and best practices Monitor, organise and supervise the daily activities of the sales team members. Conduct one-to-one sessions, review sales playbooks, assist with the selling process disciplines, provide guidance on product and service applications and monitor sales performance against plan Conduct performance reviews for all sales representatives and establish development plan for each sales team member
Person Specification
Education level and/or relevant experience(s) BS degree or equivalent Sale management experience Proven track record in sales and team leadership within similar organization Experience in supervising a diverse group of employees Knowledge and skills (general and technical) Ability to effectively negotiate and multiple levels, both commercial and technical Commitment to customer satisfaction Ability to build an understanding of the customerâs business, industry and commercial environment (identify viable opportunities) Cognitive skills: analytical and problem solving skills, as well as the ability to provide sound and reliable judgment in complex situations Ability to motivate and build high performance teams Ability to give (critical) feedback and coach employees Ability to work collaboratively in a matrixed team environment Ability to successfully lead the implementation of change Financial knowledge and budget management Results driven Flexibility and resilience, including ability to adapt to changing/uncertain conditions Ability to acquire and apply knowledge of the companyâs sales processes, tools and techniques Ability to manage sales activity, budgeting and forecasting (more...)
