|
| POSITION DESCRIPTION | AUSTRALIAN GENERAL INDUSTRY NOVEMBER 2008 |
 | | Position Title: |
Senior Sales Manager - Industry/LOB/Region/Market |
| Position Code: | 1150 | | Career Level: | 6 |
|
|
Responsible for
Controlling the organisation's Sales activities within an industry sector, line of business (LOB), regional location or market segment to achieve predetermined Sales targets from new and existing clients and ensure complete customer satisfaction when dealing with the organisation. |
| |
Reports To
Sales Director, General Manager. |
| |
Supervises
A team of Sales Account Managers, Sales Representatives and Sales Administration Staff. |
| |
Main Activities
Planning and directing the activities of a team of Sales Account Managers and Sales Representatives, ensuring all Staff are motivated to attain predetermined Sales targets.
Negotiating major deals within policy guidelines, maintaining contact with key clients and identifying and steering opportunities for business improvement.
Providing leadership and strategic direction for the Industry Sector/LOB/Products/Region/Market and aligning the Industry Sector/LOB/Products/Region/Market with a broader business plan.
Regularly reporting actual performance to budget, with variance analyses and revised projections.
Significantly contributing to the setting of Sales strategies and related Sales and expense budgets. Monitoring the Sales revenue, margin and expense performance and initiating corrective action where required.
Coordinating the gathering of market intelligence and monitoring competitors' Sales strategies and products, campaigns and events to optimise market share.
Overseeing the recruitment, selection and training of Sales staff.
|
| |
Key Skills
Proven Sales ability including outstanding negotiation skills, persuasive ability and excellent communication skills.
Expert product and industry knowledge coupled with the ability to deal with clients at all levels and translate client needs into a complete solution.
Strategic management, leadership, mentoring, business, accounting and reporting capabilities.
Analytical interpretation and advanced problem solving abilities.
|
| |
Internal Contacts
Executive Sales Management, Sales Administration Staff, Marketing Staff, Customer and Technical Support, Research & Development Staff, Warehouse and Distribution Staff. |
| |
External Contacts
Clients, Distributors, Suppliers, Government Bodies. |
| |
Typical Experience
10+ years of experience, may possess relevant tertiary qualifications. |
| |
Other Comments
This role performs a mix of Sales oriented and Managerial tasks. Alternative titles: Senior State/Branch Sales Manager, Regional Sales Manager. |
| |
| |
| |
