Job Purpose:
To ensure growth and profitability of the business achieved by sales reps in the team.

Principal Accountabilities:
• Set-up and follow up Sales Reps performance through weekly meeting
• Adapt/optimize visit-roadmaps (installers’ portfolio/ sales rep, segmentation of installers, frequency of visits and content (weekly brief, monthly commercial focus…)
• Build individual action plans for the Sales Reps
• Train Sales Rep on field and monitor compliance with sales processes
• Accompany Sales Reps to visit key customers
• Supervise organisation of trainings for Installers.
• Set-up and follow up sales rep performance
• Adapt/optimize visits roadmap (installers portfolio/ sales rep…) & content (weekly brief, monthly commercial focus…)
• Ensure ambitious target setting & monitor closely for performance.
• Coach the Field Sales force for performance per the set targets and build a winning spirit within team.
• Ensure streamlined implementation of the customer strategy at POS in order to further build market share.
• Prepare and lead the Sales Team Meetings with focus on results vs. targets set.
• Identify & implement actions for closing possible results gaps in the concerned POS when they occur.
• Define guidelines for coverage planning.
• Follow up of field budgets versus incremental sales per representative.
• Build excellent relationships with the regional/local responsible manager of the concerned customers.
• Gather and provide competitive information to headquarters on a regular and continuous basis.
• Evaluate sales reps on personal performance and contribution based on facts and observable data.

Qualifications :    
Education & Experience:
• A good University degree
BSc. Electrical engineering or technical degree
• Approximately 5-7 years relevant experience

Preferably prior field service experience.
Preferably with some building industry experience
Knowledge of electrical sector
Retail business knowledge
People / sales force management
Experience with Customer relationship management tools.

• Excellent communication skills (verbal and written – fluent English).
• Excellent customer service skills.
• Demonstrate good self control whilst working under pressure.
• Good self organizational and motivational skills.
• Commercial awareness.
• Proficient personal computer skills including electronic mail, record keeping, routine database activity, word processing, spreadsheets, graphics.
• Customer Management and Selling Essentials
• Implementing the Customer / Channel.
• Implementing the Customer / Channel plan.
• Developing Customer Relationships.
• Developing the Customer Development Infrastructure and Organisation.
• Business Strategy and Formulation.
• Business Planning and Implementation.
• Project Management.
• Change Management.
• Negotiation.


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