Area Business Manager

The job is to sell Canon Office Imaging Products and Solutions to Enterprises, which includes- Copiers, Scanners, Multi-Functional Devices, Software Solutions & Manage Document Solution (MDS), Network Surveillance Cameras and related S/W solutions, through a team of sales staff.

Detailed:

Account planning & Management – understand customer business, assess business potential, and manage customer complaints and deal closure. - Maintain healthy pipeline of validated prospects - Coverage Plan with timelines: accounts, horizontal within an account including CIO, pitching all product and solutions - Distribution of accounts/ territory to salesperson for maximum efficiency (distance, route plan, capability to manage independently) · Operations Management- - Manage customer visits and document challenges, feedback and opportunities. - Discuss with RMs issues that need to be taken up for work practice/ process changes - Cross functional engagement and maintain strong interpersonal skills · Team Management - Ensure each team member performs as per their task plan, maintain and grows business - Act as a mentor to new hires · Field Coaching and Development - Customer visits with new hires and low performers - Close large/MDS deals at prospect validation and closure stage with team - Observe team at various stage of sales cycle and share feedback. Create IDP - Develop competency in each team member to manage operational issues independently · Sales Process Management and monthly reporting - Review Standard decks on BI on defined metrics - a) Call quantity, coverage b) Call Quality c) Prospect ratio d) Closure analysis e) Post order processing f) Business results.