JOB DESCRIPTIONJob Title : Regional Sales Manager Job Summary He or She shpould be able to manage a team to enable them to achieve the results associated with its mission.
Help and contribute to the performance of the team to achieve the results associated with the team missionResponsibilities Employee enhancement Communicates expectations and objectives providing ongoing feedback and addressing shortcomings.
Balances he workload, commitments, and priorities of individuals vs the company when setting expectations and assigning work.
Monitors and ensures the efficient and appropriate use of resources, tools. Uses individual as well as group goal setting to maximize performance.
Challenges rules or practices that present inappropriate barriers to independent action and decision-making. Brings excellent performance to the attention of the larger organization.
Seeks resources that will enhance the team's productivity. Develops and supports employees' career plans and learning opportunities.
Applies company policies and procedures in managing direct reports’ performance. Coaches in different areas, identifying training and development needs to support professional growth.
Leads by example and fosters an environment of mutual trust through clear communication, open dialogue, and consistent behavior.
Customer satisfaction Responds to customer / internal partner needs in a timely, professional, helpful, manner, regardless of the attitude.
Shows customer / internal partner that their perspectives are valued. Adapts to the different working styles, personalities, and cultural backgrounds of the people they work withNegotiates at senior level on technical and commercial issues, to ensure that customers, suppliers, and other stakeholders understand and agree what will meet their needs, and that appropriate service level agreements are defined.
Initiates improvement in services, products, and systems. Supports business change, acting as a single point of contact for senior stakeholders, facilitating relationships between them.
Empowerment Delegates authority to match responsibility, holding staff accountable for agreed upon commitments. Supports staff in taking independent action, providing coaching along the way.
Delegates responsibility rather than taking charge or micro-managing when staff have the capability. Territory Management Makes forecasts and revenue projections for territory.
Develops and maintains long-term territory plans.Negotiating Supports business change, acting as a single point of contact for senior stakeholders, facilitating relationships between them.
Creates an open and constructive environment for negotiation, assuring all parties that a fair solution will be attained.
Persuades others to review their demands and reconsider their positions.Expresses ideas / solutions in an appropriate manner to over come resistance, complaints and frustration from others.
Builds rapport with the other parties to foster positive and productive relationships.Creates value based on shared interests to produce win-win outcomes.
Selling process is adapted according to customer Adapts / improves the implementation of the sales process to each customer.
Involves the customer as a partner in the sales process.Identify emerging opportunities and use market knowledge and leverage IT systems (SFDC).
Identifies value adding products / services / process, by customer, and exercises consultative problem-solving skills to create new or customized solutions for your customers and / or End-users.
Business Partnering is developed Forms alliances with people in different organizational units Persuade others to review their demands and reconsider their positions towards mutual objectives.
Demonstrates knowledge of the partner’s territoriesBuilds rapport with the other parties to foster positive and productive relationships.
Product & Service technical knowledgeMatches product / service to obvious customer needs.Locates and uses expertise of others to improve product knowledge.
Displays knowledge of how products / services compare with those of the competition. Customer Value ManagementSupports new business opportunities by developing and analyzing business cases, market strategies, deal requirements, business potential, and financials.
Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization’s objectives.
Revenue and profitability ManagementCoordinates planning activities with other functions and stakeholders within the organization.
monitors key performance indicators and is responsible for implementing corrective measures, when appropriate, to maximize performance and achieve revenue and operating income budget.
Professional CompetenciesCustomer Service Relationship Selling Process Time and,Territory Management negotiating Product & Service and Technical KnowledgeDecision making Managing conflict Teamwork Global Business Perspective - Business Acumen Developing Empowered People and Teams Driving Customer Satisfaction, Employee Fulfillment & Business Results