Area Sales Manager-Electronics

About This Role

Designation: Area Sales Manager

This job involves frequent travelling to Saudi Arabia.

Responsibilities:

1: Sales Performance and Target Achievement

• Achieve monthly, quarterly and yearly sales volume & targets as mutually agreed with the reporting manager by generating primary and secondary sales for the assigned region

• Plan, prioritize and manage personal sales activities and customer/prospect contact within assigned region, towards achieving agreed business aims

• Maintain and develop existing and new customers through appropriate propositions and sales methods such as presentations, meetings, follow up calls and relevant internal liaison, to optimize quality of service, business growth, and customer satisfaction

• Keep self-updated on market dynamics by understanding best business opportunities

• Estimate / forecast demand based on market dynamics and past performance of the distributor and dealers and share the prospect list with the reporting manager • Conduct sales presentations and demonstrations for existing and potential customers

• Detailing/presenting product features, operation, support services and outlining the resulting value propositions to new customers • Generate / maintain a potential customers’ database through references, presentations, client visits, competitor analysis etc, utilizing chosen CRM

• Ensure pricing and margins as per company terms and conditions

• Make accurate, rapid cost calculations to provide customers with quotations and negotiate if required for closing sales while ensuring adherence to company norms

2:Sales Analysis

• Analyse monthly product wise distributor and dealer sales in the assigned region and share implications of the same with reporting manager to identify areas of network expansion / correction

• Identify market share for company products within the assigned region

3:Channel Development and Performance

• Coordinate and liaise with the distributor on a regular basis to ensure sales and analyse and evaluate distributor’s performance by monitoring the secondary sales in distributors channel

• Ensure distributor is sharing the company specified margin within his distribution channel i.e., the dealers

• Assist distributor in inventory control and order placement to v, on the basis of key prospects, past business performance and repeat orders

• Management of the channel relationship with all targeted channel customers and prospects during the sales process, including maintaining relationship with contacts within the customer and channel partner, keeping sales / account information up to date for internal records, and attending sales & management meetings relating to the customer

• Introduce new products to dealers, implement new marketing plan

4: Payments and Collections

• Constantly follow up for collections against outstanding payments with distributors • Ensure payments are realized within the credit period Network and Relationship Building • Maintain and develop relationships with existing customers via meetings, telephone calls and emails • Network with the dealers and understand strengths and weaknesses • Conduct regular visits to dealers and distributors

5:Monthly Reports and MIS

• Receive distributor’s sales and stocks report and analyse the same to share implications with reporting manager. • Provide detailed fortnightly status on progress of sales efforts • Receive Dealer sales report from distributor by 15th of every month for analysis of sales data and sharing implications around the same with Reporting Manager

6:Market Knowledge

• Update reporting manager on any forthcoming product developments and special promotions, new product and service opportunities gathered through field activity within the assigned region • Acquire, maintain and analyse data on the market activities, trends and competitor strategies pertaining to related products to understand the changing pattern of competition