Area Sales Manager REF: scm 635
Area Sales role for a global company in the security/fire safety sector.
This role will be to develop sales in Eastern Europe and Asia for this western France based subsidiary of a global company.
1- Attributions / Key tasks / Responsibilities
a) To promote the company’s range of products and services (customers’ visits, fairs, marketing actions)
b) To submit quotations (tenders, price, delivery terms, payment conditions, various contractual clauses)
c) To negotiate and finalize
d) To drive registering of notifications and purchase orders
e) To check purchase orders’ conformity with submitted quotations
f) To organize Preliminary Design Review (PDR) for project transfer to Project Manager
g) To maintain customers’ relationship during and after project achievement
h) To handle customers’ network including :
- recruit new customers
- limit churn of existing clients
i) To manage representatives’ network including :
- recruitment and qualification of new representatives
- cancellation of inefficient representatives
- perform road-shows with agents
j) To establish annual sales strategy and monitor its completion
Job to be performed with full respect of the company’s rules (ethics, confidentiality, computer systems use) and internal procedures (in particular milestones process).
2 - Competency
a) Training / Experience
- MSC/MBA level with 5 years + experience in export sales
- Fluent in English + at least another foreign language
b) Capabilities
- Basic technical knowledge of fire-fighting trucks
- Negotiations skills
- Project planning skills
3 - Person specification
- Leadership
- Excellent communication
- Determination
- Good analysis
- Practical
- Autonomy
4 - Targets
Performance indicators to evaluate and measure performance :
- number and volume of submitted quotations
- sales in Middle-East (volume and amount) per range of products
- percentage of new customers and percentage of lost customers
Essential Requirements *
- You must be an experience export sales manager.
- You must have sold in the Eastern European and Asian territories.
- Experience of fire safety equipment (trucks in particular) would be a significant advantage in this role.
- You need to be based near Nantes or able to be based there easily (and at your own cost).