Продажи и услуги
Sales Cluster Manager, East
MAIN RESPONSIBILITIES
Sales Management activities:
- Liaise and work with senior management to set forecasts, budgets and targets as well as supporting high level Sales Area business objectives and financial controls.
- Ensure strong financial discipline within assigned geographical territory, balancing sales results and managing Administrative and Sales (A&S) expense.
- Ensure attainment of assigned geography’s budgeted sales value, volume and/or profitability (subject to the specific goals set by management) from direct and end customers as well as channels.
- Develop and implement local strategy and execute Sales Area sales and marketing plans in the assigned geography to achieve Coromant goals and objectives.
- Conduct sales calls in conjunction with assigned sales teams to key clients and high potential deals, and oversee high growth strategic projects.
- Keep abreast of customer needs and concerns regarding price, delivery and product offerings in order to best serve the customer and obtain the most business for Coromant.
- Ensure that end-user, customer relations are effectively managed. Maintain active involvement as needed with particularly valuable relationships and/or with relationships that may be at risk or vulnerable.
- To manage and control sales channel strategy and develop business relations with channel partners.
- Coordinate and secure first line tech support at customers and ensure that Product & Industry Segment support function is fully used when needed.
- Oversee the design and implementation of appropriate actions necessary to meet competitive activity within the assigned geographical territory.
People management activities:
- Manage the First Line Sales Managers’ performance and results.
- Ensure that any newly hired or promoted First Line Sales Managers are properly on-boarded, trained, motivated and rewarded.
- Establish overall market budget and cascade to individual First Line Sales Managers’ goals and objectives; monitor results against these objectives and provide appropriate feedback.
- Coach and provide on the job training and development.
Other Management activities:
- Provide senior management with accurate and timely market information for customers, distributors and competitors.
- Drive and apply Sandvik Core Values and Code of Conduct in all business and personal dealings, drive team to adopt and apply the Safety first culture and Core Values at all times.
REQUIRED COMPETENCIES
Competencies are a group of behaviors that encompass knowledge, skills, abilities and
personal characteristics that, together, drive performance. In addition to exhibiting the main competencies held by their direct reports, sales managers should also exhibit the following competencies to successfully perform this role:
- Lead and develop business and people in line with Sandvik Leadership Model and Sandvik Core Values
- Capability in Performance Management and Accountability
- Building talent
- Team development
- Change leadership
- Resource optimization
- Strategic and execution capabilities
- Strong communication and presentation
EXPERIENCE
- Knowledge and experience of managing external and internal customer relationships.
- Five to ten years’ experience in sales and marketing management with engineering cutting tools skills and knowledge.
- Proven track record in delivering good business results
- Successful experience from negotiations of commercial terms and conditions with industrial customers.
- Relevant experience from Account Management or Sales Management. People management experience is of advantage.
- Understanding and utilization of Sandvik Coromant Business Tools and Concepts such as PIP, PA, CVF, Manufacturing Economics, Selling Higher and etc.
- Relevant University degree in Engineering and equivalent experience.