National Sales Manager
National Sales Manager - Krasnodar
114413-8368-1244
Our client is a well-known international player in grain business.
They are currently seeking to employ a National Sales Manager - Krasnodar.
The role
- To provide leadership and development to our sales team in order to implement our sales and marketing strategy towards farmers in the assigned market.
- This will be accomplished by:
- 1. Developing the skills and abilities of the direct reports;
- 2. Developing and implementing a coherent “route to market” strategy to address effectively every channel/ cluster of partners
- 3. Ensure sales and marketing tools and processes are implemented consistently within the farm services business (e.g. market segmentation, customer relationship management process, services’ portfolio definition, etc).
Requirements:
- University Degree
- Availability to travel
- Management development programs strong plus
- Strong sales education (processes, market segmentation, account handling, selling techniques, etc)
- 3+ years of proven experience in leading and developing high-performing teams
- Min 10 years of work experience, mostly in sales roles
- Exposure to work environment specific to multinational companies
- Consultative selling skills
- Discovering and identifying customer needs
- Coaching skills; strong in developing others and motivating for high performance
- Customer Relationships Management
- Change Management and Project Management
- Strong product knowledge of the various components of possible customer solutions for farmers
- Problem solving
- Decision making
- PC literacy (Microsoft environment)
- Fluency in English
- Driving license
- Develop learning capabilities: strategic business planning, operating in uncertain environment, change management
- Exposure to cross-functional collaboration and develop influencing skills
Responsibilities:
- Provide Sales Force leadership that ensures everyone understands that the achievement of the sales plan targets is the key success measure.
- Provide leadership for measurement, forecasting, and goal-setting processes with the farm services business.
- The National Sales Manager contributes significantly to the development of relevant programs and offerings. Together with the Marketing, Crop input Product line Manager, Grain Oilseeds Product line Managers and suppliers; the National Sales Manager participates in the creation and delivery of innovative value added offerings to customers through the Sales Force.
- Be a champion for strategy execution and change management in leading key initiatives such as grain origination, crop inputs, financial solutions, new product and programs, etc.
- Ensure that the Sales Force is focused on value adding activities that result in superior value propositions for the customers and improved margins for the company. Drive continuous performance improvements in the team. Participate in the definition and deployment of an incentive scheme for the Farm Services Team; maintain this system and ensure that it is properly defined to motivate and compensate performance.
- Promote customer accountability throughout the organization; lead the Sales Force in developing customer-based marketing plans that will allow the country to meet its volume gross margin plans which will result in efficiently achieving the country targets. Accountable to ensure that new customer solutions are being devised, in order to promote company’s strategic objective and improve revenues and PL.
- Ensure we have the appropriate sales force staffing level and structure. Continually be on the lookout for potential candidates both internally and externally that might fit into the sales team.
- Manage a sales process that encourages best sales practices in all the Sales Force including, chosen customer focus, sales call planning, time prioritization, adequate sales call preparation, appropriate amount of time spent with the customer, optimal size and number of customers etc. Perform on going coaching and mentoring for the Sales Force, including through the PMP process. Sales Managers are expected to spend significant time in the field in coaching activities.
- Provide a high motivational environment for the Sales Team that encourages them to excel in their tasks through such methods as team meetings, on-going recognition tactics, continual reminders of the business goals, etc.
- Assume a prominent role in credit management, collections, inventory management and provide accurate sales forecasts.
August 25, 2008
• Tags: Krasnodar Job in Krasnodar, Krasnodarskiy Kray Russian Federation, National Sales Manager • Posted in: General