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Job Summary (Purpose of the job)
Accountable for the achievement of territorial sales budget so that sales and earnings are maintained and increased in consistent with or better than the company's objectives through proper execution of the sales and territory plan, and effective control of assigned territories.
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Major Duties Performed (Main Functions)
Territory Management
- Responsible for sales target in the area & product line assigned.
- Establish realistic expectations with all contacts within assigned accounts, based on a clear understanding of their market potentials.
- Evaluate the customer potential and criteria for investment (CME and Sponsorship).
Sales Planning
- Manage the account planning and strategy process including development, review, establishing goals, objectives, and strategies and assigning tactics, resources and timeframes.
- Identify areas of underdeveloped business and formulates a strategy to capture increased market share.
- Provide accurate forecasting of sales potential on a monthly basis.
- Knowledgeable of geography and plans travel to maximize sales and minimize expenses.
- Updated Monthly Travel Plan.
- All traveling must be accompanied with Trip Objective and Target Marketing List and need to be approved by respective supervisor.
- Sales appointment and promotional record are input on daily basis.
Implementation
- Communicate regularly with A, B customers regarding product promotion & update, stock availability, deliveries status and etc.
- Manage contracts and agreements within assigned accounts to ensure that consistent expectations are being established and communicated appropriately.
- Efficiently implement marketing strategies and activities in responsible area
- Monitor and evaluate tender invitation for participate the tender
- Ensure that all activities align with compliance and ethics policy
- Clearing borrow goods aging not more than 6 months
- Feedback & solve problem bill report.
Review
- Submit trip report a week after returning from trip.
- Review regularly with the sales supervisor, as to facilitate the development of evaluation and implementation plans that will meet the defined needs and requirements of the customer/prospect.
- Advise management routinely of problems and opportunities in the region attempting to solve issues and maximize opportunities on own
- Responsible for providing feedback from the market to Product Management regarding products including coordinating gaps between product functionality and market/customer demands.
- Maintain an accurate, timely and documented pipeline of all opportunities, contacts and account history and provide appropriate communication of such to supervisor.
Competitors Profile
- Ensure that key information on key competition is being reported to supervisor & Product Management
- Track the movement of key competitor as to safeguard our business interest.
- All information on competitors needs to be shared with the rest of the team in the Division during Monthly Sales Meeting.
Training, Meeting & Report
- Meet regularly with sales supervisor, producing accurate updates on prospecting activity, sales performance, outside appointment and event recaps, and account management.
- Provide monthly reports by describing details of activity within his/her market – submit to supervisor.
- Attend and actively participate in all meetings and training courses organized by the company and division.
Marketing Implementation
- Responsible for providing support to Product Management during trade show (exhibition) and other key events and promotions such as AA Program, company receptions, and other community outreach efforts.
- Ensures that key information and enquiry (pre and post) regarding events is being disseminated to supervisor & Product Management
Customer Intimacy / Service
- Build trust and credibility with customers.
- Provide outstanding customer service and follow-up with current and prospective.
- Prompt Complaints handling – all complaints must be recorded and reply accordingly.
- Assisting customers in inventory planning – forecast stock need and requirement based on the market feedback and quotation participated.
- Monitor order fulfillment and on time delivery.
- Emergency delivery
Teamwork
- Demonstrate commitment to teamwork and ability to adhere to company policies and procedures. Contributes to building a cohesive team spirit.
- Participate in company and division functions and activities and contribute actively.
Performance Standards To Be Achieved (Key Accountabilities)
Key Performance Indicators in both the Divisional and Individual Balance Scorecard
- Annual sales target, Growth, and Market share
- Individual and team marketing activities and quality of the report
- Total expense and/or Return on Investment
Quantity and Quality of report implementation and result (SFE report)
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