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| POSITION DESCRIPTION | BUSINESS EQUIPMENT INDUSTRY SEPTEMBER 2008 |
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State Sales Manager |
| Position Code: | 30 | | Career Level: | 6 |
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Responsible for
Controlling the sales activities of the company in a state to achieve revenue and expense targets. |
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Reports To
National/General Sales Manager, State Manager, or Channel Manager. May also include Pre-Sales Support Specialist/Consultant staff. |
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Supervises
A team of Sales staff, often through Sales Supervisors (Team Leaders). |
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Main Activities
Servicing key accounts and negotiating deals within policy guidelines.
Controlling and motivating a Sales team to meet sales targets.
Making a substantial input to forecasting and setting sales and expense budgets for the state.
Controlling the distribution of products within a state.
Recruiting and training Sales staff.
Monitoring and reporting on competitors’ sales and product strategies in the state.
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Key Skills
Knowledge of the products and local market.
Strong personal sales abilities, and proven skills in leading and motivating a Sales team.
Sound administrative skills, together with good analytical and reporting abilities.
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Internal Contacts
Marketing Manager; Credit Controller; Service Manager; Human Resources/Training Manager; Product Managers; Logistics Manager. |
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External Contacts
Key Accounts; Distributors; Government Officials; Customer Complainants; Advertising Agencies. |
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Typical Experience
At least 5-10 years of related Sales/Marketing experience. May have tertiary qualifications in Technical/Business areas. |
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Other Comments
People in this role may spend as much time selling (concentrating on major sales) as managing. |
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