Reports to: General Manager Sales

JOB OBJECTIVE: To ensure smooth relations with existing dealers in the assigned region, and ascertain development of relationships with potential dealers for delivery of exceptional service in order to maximize revenue and further organization’s profitability and growth.

In addition, the position would be responsible to ensure resolution of queries from dealers and promote market awareness of Diamond Foam and Spring.

 KEY ACCOUNTABILITIES: Description

• Contribute to the implementation of the Sales strategy and plans in order to ensure alliance with organization’s business needs and objectives. 
• Provide expertise in the implementation of Sales Policies, Procedures, and Guidelines to ensure that all procedural/ requirements are fulfilled while delivering high quality service.
• Ensure identification of new business opportunities and generation of new leads to achieve set targets and enhance organization’s growth and profitability.
• Provide guidance in building a strong dealership base by identifying and reaching different sales channels and identify opportunities for effective market penetration to deliver on revenue, growth, profits and market share.
• Introduce offerings of Diamond Foam and Spring to the District Sales Managers and ensure that they are introduced in the market effectively.  
• Monitor sales performance to keep the General Manager updated on anticipated revenues.
• Provide expert advice and guidance to the District Sales Managers to meet sales targets, as agreed upon, in the most efficient and timely manner.
• Provide trainings to the District Sales Managers on a quarterly basis and ensure that they are well-prepared to take on challenging roles.
• Coordinate with warehouse manager for delivery related matters and ensure that they are resolved in a timely manner.
• Review market reports submitted by the District Sales Manager and ensure that they are aligned with the actual market data.
• Review market activities of the assigned region and ensure that the General Manager is informed accordingly.
• Ensure maintenance of an updated database of existing dealers for the assigned region along with relevant details for review and ease of access at all times.
• Ensure maintenance of key relationships with existing dealers to maximize sales revenues.
• Ensure resolution of issues of dealers within assigned territory in a timely manner and maximize customer satisfaction.
• Provide professional advice to the General Manager on various sales related initiatives and issues to keep him/her informed and abreast of relevant developments.
• Provide market insight to the General Manager for assigned region and ensure that necessary strategies are implemented through District Sales Managers to increase market share of Diamond Foam and Spring. 
• Contribute to the identification of opportunities for continuous improvement of the department’s systems, processes, and practices while taking into account international best practices, cost reduction, and improvement of business processes and productivity.
• Allocate work to subordinates, nominate for training as per organization’s guidelines, conduct performance reviews and manage leave and overtime of staff to ensure efficiency.
• Supervise direct subordinates in their day-to-day tasks and guide them in managing their performance by providing appropriate feedback and counseling. Provide recommendations to the Manager Human Capital on hiring and promotions.
• Direct and manage the activities and work of subordinates by setting individual objectives, managing performance, developing and motivating staff, and providing feedback and appraisal in order to maximize subordinate and departmental performance.

Key Result Areas

• Percentage (%) completion of implementation objectives.
• Efficient and timely contribution towards the implementation of Sales strategy policies and procedures
• Number of new leads generated.
• Clear criteria established for targeting potential business opportunities.
• No: of schemes introduced for dealers.
• Minimal variance between targets identified and met.
• Targets met as per agreed timeline.
• Number of trainings conducted.
• Minimize delays in delivery of products to the dealers.
• Timely review of market reports.
• Regular review of market activities
• Accurate and timely maintenance of database.
• Increase in dealership base due to satisfaction of customers
• Increase in sales revenues
• Adequacy of advice and recommendations provided to the General Manager.
• Number of improvement initiatives recommended and implemented.
• Number of performance reviews conducted and successful management of leave and overtime of staff.
• Quality and timely counseling and recommendations provided to subordinates.
• Professional growth of individuals as well as the department’s business goals.

  COMMUNICATIONS & WORKING RELATIONSHIPS:Internal: Sales department, Warehouse and Factories

External: Dealers FRAMEWORKS, BOUNDARIES, & DECISION MAKING AUTHORITY:

• Verifying authority for the respective department’s Standard Operating Procedures (SOPs) and Policies

QUALIFICATION(S) & EXPERIENCE:

Minimum Qualifications:

• Bachelor’s in Business Administration from a reputable national or international university

Minimum Experience:

• 10 - 12 years of experience in dealing with Sales Management with preferably 2 - 3 years of experience in closing significant sales engagements preferably in the consumer durables industry
• Successful track record of achievement of sales and revenue targets, new accounts and project wins    

COMPETENCIES Technical Knowledge & Skills:

• Ability to devise and implement successful sales plans
• Ability to build and maintain relationships with external stakeholders and dealers
• In-depth knowledge of industry trends shaping the sector of manufacturing and distribution 

Behavioral Skills:

• Effective communication and interpersonal skills
• Proficiency in English and Urdu
• Good business acumen
• Good negotiation skills
• Sound decision making
• Planning and organization skills
• Team-building skills
• Critical thinking and good analytical skills
• High computer literacy skills
• Detailed knowledge of principles, policies, procedures, and internal processes pertaining to the sector’s Sales operations