Sales Manager

Confidential

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REPORTS TO: Country Manager

 

JOB PURPOSE

Increase sales from business solutions segment, continuously seek new opportunities and grow customer revenue. Support Area Sales and Telesales team through development and coaching

 

KEY ACCOUNTABILITIES

Roles and Responsibilities:

Strategy

  • Develop sales strategy for Business Solutions customers and work closely with team leaders to achieve strategy objectives.
  • Monitor and report current market trends, competition, share and developments to country manager and other stakeholder
  • Ensure customer channel migration in accordance with channel strategy, and seek for opportunities for migration of customers to higher segments
  • Provide recommendations on enhancing incentives schemes for the staff

Team Management

  • Set performance targets for telesales and  area sales
  • Participate in and support/coach critical sales activities of team
  • Monitor overall sales performance (sales performance, visitations, potential/prospect) and KPI
  • Organize regular team meetings

Financial Performance

  • Accountability for delivering sales targets

Planning

  • Effectively plan and allocate needed resources to achieve segment objective.
  • Drive customers to use cost effective service channels and increase use of automation

 

Interaction With Customers

  • Develop strong relations with decision makers on customer side
  • Regularly visit selected customers; especially those that have potential and may migrate into higher segments
  • Bring leads  to be qualified and  generate more business

 

KPIS

 

  • GP Target
  • # of customers upgraded to higher customer tier
  • Customer acquisition cost
  • Share of wallet

 

 

RELATED PROCEDURES

  • Adhere to all related policies, procedures documented and published under InfoHub in the intranet.

 

BASIC/ JOB REQUIREMENTS

  • Bachelor Degree in a related field
  • English proficiency
  • Computer Proficiency: MS office Applications (Word, Excel, Power Point & Outlook)
  • Knowledge of sales in Express, Domestic and Freight
  • Understanding specific business solutions customers.
  • Strong sales capabilities

 

COMPETENCIES & SKILLS

Competencies:

Conceptual Thinking & Innovation

 

  • Makes complex ideas or situations clear, simple, and/or understandable
  • Assembles ideas, issues and observations into a clear and useful explanation
  • Restates existing observations or knowledge in a simpler fashion

 

Achievement Drive

  • “Challenging” means it is a definite stretch, but not unrealistic or impossible
  • Refers to specific measures of baseline performance compared with better performance at a later point in time.
  • Setting out to achieve a unique standard

Developing Others

  • Gives specific positive or mixed feedback for developmental purposes
  • Gives negative feedback in behavioural rather than personal terms
  • Reassures and/or expresses positive expectations for future performance when giving
  • Gives individualized suggestions for improvement

Organizational Commitment

  • Acts to support the organization’s missions and goals
  • Makes choices and sets priorities to meet the organization’s needs and fit with the organizational mission
  • Cooperates with others to achieve objectives in the larger organization

Customer Service Orientation

  • Knows the customer’s business and /or seeks information about the real underlying needs of the customer, beyond those expressed initially

Integrity

  • Publicly admits having made a mistake
  • Speaks out when it may hurt a trusted relationship
  • Relationship Building
  • Builds or maintains rapport with friends or acquaintances
  • Pursues friendly relationships with associates, customers, or others at clubs, restaurants, sports events etc

Leadership

  • Protects the group and its reputation vis-à-vis the larger organization or the community at large
  • Obtains needed personnel, resources, information for the group
  • Provided or secures needed support and development for both the individuals and the leadership team as a group

Teamwork

  • Acts to promote good working relationship regardless of personal likes or dislikes
  • Builds good morale or cooperation within the team, including creating symbols of group identity or other actions to build cohesiveness
  • Encourages or facilitates a beneficial resolution to conflict

Flexibility

  • Alters normal procedures to fit a specific situation to get a job done and or meet company goals

Initiative

  • Acts to promote good working relationship regardless of personal likes or dislikes
  • Builds good morale or cooperation within the team, including creating symbols of group identity or other actions to build cohesiveness
  • Encourages or facilitates a beneficial resolution to conflict

 

Skills:

  • Managing Change in the Workplace
  • Segment based Structure in Aramex and Segment Management
  • Customer Focus (Centricity in Aramex)
  • Communication and Interpersonal
  • Planning/ Organizing + Time Management
  • Multicultural Sensitivity
  • Presentation Skills
  • Negotiation Skills
  • Coaching and development
  • Team Building
  • Leadership
  • Problem solving and Decision Making
  • Finance for non-Financials
  • Creative Thinking and Innovation
  • Strategic and Consultative Selling
  • Market Data Analysis/research

 

Summary

Company

Confidential

Job Level

Manager (Staff Supervisor/Head of Department)

Location

Lagos

Specialization

Sales/Business Development

Job Type

Full-Time

Minimum Qualification

Degree

Preferred Years of Experience

5 - 7 years

Application Deadline

Today