Sales Manager

Job Summary:

hitop is looking for enthusiastic professionals, with energy, who are results driven and have can-do attitude, who want to be part of a team of likeminded individuals who are delivering solutions in an innovative and exciting environment. As a Sales Manager, you will be responsible for harmonizing the company’s product, operations, technical and commercial departments and translating these into solid business propositions. The PreSales & Sales is to validate the business case and service description throughout the implementation process and guide/manage the formal agreement with the client.

Duties And Responsibilities:

• Developing and presenting sales propositions
• Preparing Business Cases and related Service Descriptions
• Preparing and maintaining sales presentations
• Coordinating and aligning with product, technical, commercial, finance and legal to prepare winning RFP/RFQ/Tenders responses
• Maintaining the CRM system for Business Development
• Participating in sales meetings and occasionally pitching at the CXO level
• Assisting in market research and competition mapping
• Proactively scoping the technical solution required to address customer requirements, assessing customers met and unmet needs, and recommending solutions that optimize value for both the customer and the company
• Securing input from all necessary solution stakeholders within the client
• Adapting solutions, as necessary, to ensure appropriate support
• Achieve growth and hit sales targets by successfully managing the sales team
• Handle sales proposals as well as inbound and outbound sales with the support of the sales team
• Facilitate fiscal and organizational growth by developing a business plan that covers sales, revenue, and customer acquisition and retention
• Make recommendations on building and restructuring the current sales team to adapt the business better from a strategic sales point of view.
• Develop own recruiting, objective setting, coaching and performance monitoring of sales representatives
• Setting and achieving sales targets and metrics with the sales team
• Coach, mentor, and provide feedback to team members
• Tracking and reporting results as necessary while making recommendations to the upper management in the best course of action for both short and long term plans
• Communicate consistently with upper management. Able to create reports and recommendations as requested
• Build and promote strong, long-lasting customer relationships by partnering with them, understanding their needs, and opening the doorway to committed relationships and long-lasting relationships.

Sales Development:

• Set regional/depot sales targets, develop sales tactics based on past data analytics reports and market trends, in order to achieve market share and sales growth.
• Set sales KPIs (number of customer visits, number of closed deals, productive calls, returns, plan accuracy etc.) and monitor results identifying areas of unsatisfactory performance to capitalize on potential performance improvement opportunities and enhance the regional/Country sales activities.
• Oversee the analysis of regional key accounts businesses and all procurement process for the region, in order to manage the entire sales cycle including client profiling, account planning, lead generation and after-sales services.

Sales Execution:

• Ensure discipline in sales operations and monitor adherence to process and systems to make sales predictable and delivering to the objectives
• Monitor route plans vs achievements and discuss learnings with the team to improve route productivity and load accuracy.
• Monitor market equipment in the region and ensure distribution, upkeep and tracking of all equipment in the region to ensure customer satisfaction and asset safety.
• Device and implement sales execution improvement strategies and tactics to help the team achieve it sales goals
• Ensure Sales Incentive schemes are relevant to the team and work with sales team to ensure they remain relevant
• Work with Regional Merchandising team and Key Accounts team to ensure high quality execution and customer satisfaction