Responsibilities

Planning

• Accurately forecast annual, quarterly and monthly quota for each assigned territory in support of a national quota
• Develop specific plans to achieve set sales quota in terms of human resources, training, capital and management support
• Develop business plans to ensure revenue growth in all company's products.

Organizing

• Take part in the process of selection and hiring of sales personnel.
• Involve actively in the sales personnel's orientation, training and development initiatives.
• Establish the accounts and activities assigned to each sales person and communicate job expectations clearly
• Set definite schedules/timelines and accountable persons for every activity
• Provide sales personnel the information, tools and equipment necessary for them to perform their job well
• Set and communicate certain standards/expectations to sales personnel in terms of productivity, quality and customer-service standards and work ethics
• Ensure that sales people's work schedule, itineraries, and required budget are prepared accurately and on time
• Help sales personnel manage time, priorities and general work habits.
• Ensure that all significant activity reports submitted by sales personnel are kept and filed for future reference.

Leading

• Help sales personnel resolve operational problems including, but not limited to, the following;
• Products
• Deliver
• Process
• Systems
• Market
• Trading scheme
• competition
• Budget/incentives
• Stimulate and facilitate floor traffic that includes his/her approval of ERM orders as well as by concerned departments
• Develop sales personnel for them to maximize their potential and achieve their sales objectives through regular meetings, coaching, counseling, training, and motivation.
• Achieve forecasted sales by following written plan of action but still open to making adjustments of the plan, when necessary.
• Insure that sales personnel meet or exceed all standards and requirements for prospecting calls, appointments, presentations and proposals to clients.
• Assist sales personnel in establishing personal contact and rapport with accounts' top decision makers
• Assist sales personnel in constructively handling or in supervising the handling all customer complaints and/or make customer follow-up, when necessary.
• Assist sales personnel in surveying consumer needs and trends and in tracking competition and market situation.
• Ensure sales personnel's timely and accurate submission of stocks and sales projections, especially during peak seasons, including those intended for major/institutionalized book fairs/events/
• Educate sales personnel in the followng areas of concern:
• sales of new account;
• growth sales of emerging products;
• sales of multi-products slaes;
• product knowledge
• improved presentation strategies;
• competitive strategies;
• management of distribution/expenses;
• business/financial issues on contracts;
• Company processes/systems;
• Technology
• New process, procedures
• Standards in preparing business correspondence, reports, proposals;
• Strict compliance to relevant office forms, procedures and standards;
• Collaborate with marketing, product and business development teams to develop strategies to improve market share in all product lines.
• Collaborate with finance team to resolve issues of high imporatance, when necessary.
• Interact and cooperate with other departments in terms of organizational communication, feedback and resolution of related issues and concerns.
• Model own personal character, commitment, organizational and selling skills, and work ethics to sales personnel.
• Constantly strive toward own continuing professional growth to improve managerial skills, business skills and product knowledge.

Controlling

• Thoroughly review, screen and filter budget requests, proposals and the like following prescribed forms, procedures and guidelines in accordance with sound judgement or decision making, prior to apporval and endorsement to the senior management.
• Review regularly actual sales performance of the individual and the team versus standards.
• Compare actual performance with standards, analyze variances and take corrective actions.
• Control expenses without sacrificing market opportunities and client relationships, and long-term growth.
• Review and activities and itineraries of sales personnel based on the preIT and actual IT
• Review logged customer's visit/itinerary of sales personnel, as necessary, for trends that indicate where additional assistance might be needed.
• Prepare and/or review post-activity reports arising from sales meetings, book fairs, events and initiate corrective actions on areas for improvements.
• Ensure that the individual and the team adhere to company policies, procedures and business ethics and norms.
• Ensure proper utilization,. maximization of company resources by sales personnel (i.e time, itinerary, equipment, etc.).
• Identify trends and recommend sales system improvements by sales personnel and implement change.
• Review and recommend revision of sales policies, practices and procedures, as necessary.
• Provide timely and regular feedback to senior management regarding individual's and team's performance.
• Ensure strict compliance by sales personnel to certain policies, procedures and standards, including but not limited to;
• Request for payments
• Liquidation of advances
• Reimbursements
• Return of documents (e.g. DR, SI, etc.)
• Contingency fund
• Star card
• Vehicles requests
• Travel Order

Job Requirements

Educational Attainment

• Bachelors Degree is required
• Masters degree in business administration or management is an advantage

Skills

• Above average skills in Microsoft office or google suite

Experience

• Proven track records in sales management through consistent target achievement
• 2 years as sales supervisor or sales manager