Role Summary
Direct the commercial management of a specific region. Plan, organize, support, coordinate and control the sales and targets established to ensure the planification and implementation of results in the sales roadmap. Manage the performance of the sales teams.
Job Responsibilities
Leadership and Direction
Communicate the actions needed to implement the function's strategy and business plan within the team; explain the relationship to the broader organization's mission, vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals.
Organizational Capability Building
Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions to build their capabilities. Provide training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.
Business Planning
Contribute to the development of annual business plans; contribute with developing business cases for key activities/projects and with estimating the financial and human resources required to deliver performance targets.
Performance Management
Develop and propose own performance objectives; take appropriate actions to ensure achievement of agreed objectives, using the organization's performance management systems to improve personal performance. OR Manage and report on team performance; set appropriate performance objectives for direct reports or project / account team members and hold them accountable for achieving these, taking appropriate corrective action where necessary to ensure the achievement of team / personal objectives.
Sales
Sell a range of products and services to significant customers and/or manage a sales team for a given area.
Sales Opportunities Creation
Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
Operational Compliance
Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. OR Identify, within the team, patterns of non-compliance with the organization's policies and procedures, and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.
Customer Relationship Development / Prospecting
Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
Marketing
Execute a marketing plan for a particular product, service or specialty area while working within established marketing systems.
Budgeting
Deliver a budget for an area of the organization or conduct complex analyses on budget progress in other areas of the organization.
Insights and Reporting
Prepare and coordinate the completion of various data and analytics reports.
Education
- Bachelor's Degree or Equivalent Level 6
