Area Sales Manager: Crane Rental
Focus: Hunting (50%) + Farming (50%)
Reporting line Regional Sales Manager
Experience: ~10-15 years
Target Approach: Team Target (Roll up) + Individual
Location: Chennai(1) , Hyderabad(1) , Noida (1) , North-East(1)
Financial Perspective:
• Responsible for achieving assigned sales target for its region, segment, clients etc.
• Business development and expansion of market share through generation of new leads, cold callings servicing existing clients (upselling), etc.
• Execute the regional sales strategy developed for his area/region drive revenue, market penetration and market share
• Lead, negotiate and support contracts, and implement pricing models that enhance profitability
• Drive timely collection of outstanding payments from clients with the region/clients to maintain cash flow and minimize credit risk. (as per the escalation matrix)
Customer/Client Perspective
• Client servicing and Account management building a strong relationship with the client
• Responsible for establishing early connects, develop early rapport with client by actively involve in identifying potential new clients
• Improving customer retention rates, Sales Net Promoter Score (NPS), and retaining and enhancing customer wallet share
• Supporting the regional sales manager with updated local market insight, future risks. Customer insights, competition insights
• Conduct one on one meetings with clients, give presentation to the client regarding company, products, and offerings, understand the requirement, involve in initial level of negotiations of terms, condition, contracts, provide support in closing the deal
Process Perspective:
• Follow the SOP's and process, also support the AASM on the same
• Providing the required details, to sales excellence for SAP entries of inquiries, quotation, SO and other updates
• Conduct daily cadence to discuss day's agenda and follow ups
• Maintain and review sales pipeline, target achievement for himself and team members and sales calls database
• Collaborate with pre-sales team for revetting of monthly, quarter, yearly sales target and forecast (budgeted vs achieved) for the review meeting, in collab with sales excellence team
• Coordination with internal team
• Provide work support and training (buddy up) to new ASM and AASM