Job Profile
The Sales Manager work with our key and potential customers / distributor in order to build long-term strategic partnerships.
The Sales Manager is an individual contributor who reports to the Country Manager. The Sales Manager is responsible for attracting and maintaining customers (typically B2B) for the long term. In order to achieve this the Sales Manager works with a variety of internal departments such as product development, technical team, marketing, customer services, pricing, and others. The Sales Manager is the commercial driver (opening doors, closing deals, etc.) and relationship keeper.
Job Description
Accountabilities
Plans how to establish and maintain major account relationships. Participates with other sales/account managers in developing sales strategies for national/global accounts and helps to identify target accounts and opportunities within the framework of the organization-wide strategy and (organic) growth plans.
(Co-develops and) executes the sales plan for the assigned area in accordance with the set objectives and targets. Making sure the sales plans are realized and sales targets are achieved.
Based on his/her knowledge of the market and the market intelligence performed by the Company approaches and acquires new customers in a proactive manner through various means that may include direct visits, phone, references, etc. within delegated authority (within the sales team), in order to retain and grow the customer base according to expectations and to achieve the sales targets.
Establishes and builds strong client relationships over time that allow for continuity and ongoing representation and profitability reinforced by sales support/delivery programs. Monitors competitive activity in each account and ensures that appropriate response strategies are formulated and communicated. Can assess progress within a particular account and make a commercial decision about committing future resources to develop the opportunity. Organizes customized customer seminars and coordinates applicable targeted marketing activities
Asks questions that uncover implicit needs, and which develop those needs. Builds value for the customer by investigation to uncover explicit needs and develop those needs. Demonstrates company’s capability by explaining how the company’s products and services match a customer’s explicit needs
Responsible to coordinate the internal expertise for accounts by collaborating with the Country Manager, Technical Team, Product Development, Pricing, and others. Based on input from the Country Manager, Marketing and Pricing measures, prepares, and quote customers, in order to advise customers appropriately and to conclude the sale of the product. Proactively aligns (demands and expectations) the internal organization and all relevant stakeholders in order to achieve maximum customer satisfaction. Responsible to maintain and build own product and technical knowledge in relevant product categories by taking local & global technical training.
Receives, follow up, and resolves or ensures resolution of customer complaints/queries in a timely and efficient manner, in close cooperation with colleagues in Sales and Customer Services, in order to satisfy customer expectations and ensure customer retention.
Coordinates, executes, maintains, and/or improves various administrative sales processes and systems, in line with the applicable procedures to ensure an efficient and effective sales administration compliant with policies and regulations. Records the outcome of a sales call and plans future actions which move the sale toward a successful conclusion.
Provides insights to management on request, or own initiative, regarding quantitative and qualitative developments within his / her area of sales/expertise, based on reporting guidelines, and ensures all information is appropriately stored and updated so that management and/or relevant stakeholders can make (timely) decisions and determine or adjust sales decisions and strategy.
May participate in various sales and customer service-related projects in his / her area and contributes to project results
Qualifications and experience
In general terms:
Bachelor or Master’s degree (Veterinary Science, Animal Science, or Animal Nutrition) combined with relevant sales training
Years of sales and account management experience in a business-to-business environment
Team player with strong negotiation, presentation, contractual and legal skills
Adept at persuasive selling, sales processes, and tools
In-depth understanding of business environments and sales financials
