To develop, motivate and manage distributors and Key accounts in the sales area of his/her responsibility, to drive sales volumes & revenue and to achieve the profitability targets.
DUTIES AND RESPONSIBILITIES
- Identify, develop, motivate and manage a network of Distributors for the sales area of his responsibility.
- Initiate, develop and follow up the Key Accounts for the sales area of his responsibility.
- Coordinate and evaluate the training of the distributors in ORO.
- Establishes, maintains and manages superior customer relationships with Distributors and key accounts at senior management levels to deliver profitable, sustainable & long-term relationships.
- Analyses, reviews and updates the segmentation of distributors & key accounts based on factors that are directly related to the approved Sales Strategy
- Implements all actions regarding the development of detailed sales forecasting, as well as the evaluation and refinement of demand planning figures
- Develop and propose to the Commercial Development Director, the annual budget and the Sales and Marketing strategy for the sales area of his/her responsibility
- Supports the Commercial Development Director in the development of pricing policies for geographies, markets & industries that the Group currently operates, based on the Group’s commercial strategy
- Able to understand key business drivers and to identify long and short-term market penetration opportunities. Monitors competition and trends on all the geographies & industries under his/her jurisdiction and provides input to the Commercial Development Director
- Collaborates with the Digital Marketing, Branding & Communication to identify promotional, marketing & market penetration actions (such as participation in events, exhibitions, conferences, digital marketing actions, etc).
- Ensures the entry of relevant data/information in the CRM to enhance the dissemination & utilization of information. Continuously records & updates Distributors and key accounts data & information, related to progress status, trial/visit reports, promotional & business development activities, for both existing & new customers
- Monitors key performance indicators regarding commercial targets, performance, service level quality, accuracy & client satisfaction compared to the desired target/level per case
- Communicates & resolves administrative – oriented issues, provides input in the development and re-design of processes in collaboration with the Business Process Manager
- Implements, manages, and provides support ad hoc to any other requests from the Commercial Development Director as requested
DESIRED SKILLS / BEHAVIORS
- Technical skills in wrapping systems.
- Strategic Approach
- Effective Communication / Presentation /Negotiation skills
- Team management & coaching
- Interpersonal skills & client relationship management skills
- Results Oriented
- Customer-centric Approach
- Cooperation and teamwork
- Ability to lead change and manage conflict
- Procedures compliance
- Travelling >60%
HOLDER'S PROFILE
- Excellent knowledge of Spanish [native]
- Excellent knowledge of English
- Experience in performance monitoring & evaluation systems
- High degree of competency in MS Office
- Knowledge of CRM
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