Our client is a well established multinational automotive company specializing in trucks and buses. They wish to recruit an experienced candidate for the position of Sales Manager / Commercial Manager whose main responsibility is to manage the overall sales activity within the sales department at the retail operations. This includes planning, analysing and developing the sales business as well as coaching, supporting and developing the sales team in order to reach targets and deliver value to customers contributing to the profitable growth of the company.

KEY DUTIES AND RESPONSIBILITIES

Set and execute sales strategies – Develop, set and execute strategies, business and market plans to fulfill defined targets, securing resources

• Align sales strategies with Business Unit and overall company strategy and targets.
• Establish the organisation and resources needed (i.e., head count and competence) to fulfill the strategy and targets.
• Break down the sales strategy to activities for the sales team and ensure individuals understand how their work contributes to fulfill goals in the sales strategy.
• Communicate the strategy and its objectives to the sales organisation
• Monitor and analyze market and competitor activity, trends and demands, act on it.
• Take responsibility for achieving set sales objectives and operational costs targets.

Structuring sales operations – Create and maintain a structure for the sales team to confidently operate within, enabling a structured sales process and proactive sales

• Establish and uphold a structured sales process and make sure that conscious and proactive decisions are taken throughout the process
• Set sales policy, sales handbook or similar for the sales team – or implement company’s set policies and practices
• Ensure efficient allocation of tasks and resources in order to improve sales performance
• Ensure a systematic approach through segmentation in order to identify new customers and sales potential with current customers.
• Secure a systematic approach for documenting and updating customer information and sales activities.
• Prepare and confirm that product & service packages are available, and that the sales team has the prerequisite to sell its content
• Promote and work with the Company’s Dealer Operating Standards (DOS) to ensure uniform quality standards in all areas of the business

Coach and steer the sales team – Lead, motivate and manage the sales team in order to improve the overall sales performance

• Coach individuals in the sales team on a regular basis, tailored to the individual need and focused on improving competence used in the daily work
• Set KPIs, FDIs and individual targets for the sales team and follow them up on a regular basis
• Establish and uphold a meeting structure where performance is followed-up, information is exchanged, and improvements take place
• Ensure that there is a remuneration system in place that promotes working according to the set strategy, values and principles (if captive, done by Distributor)
• Ensure that the sales team promotes the Company’s products and services to new and existing customers, while working in accordance with agreed strategies.
• Spread the right attitude: a stress proof goal getter.

Create and maintain collaborative sales – Organize the sales team to cooperate with other departments, ensuring a conscious and proactive approach

• Ensure full transparency with all sales functions through regular cross-functional sales meetings and information exchange.
• Enable and promote cooperation and a team selling approach with other departments, including a common view on each customer, taking the total business and profitability into consideration
• Secure continuous coordination and cooperation with sales back-office and other support functions
• Act as the sales team’s link to the workshop and to the distributor organization
• Ensure that there is a structured information exchange between management and employees

Innovation and improvement work – Enable and encourage an innovative sales approach, identify, and share ideas for developing new ways of working

• Encourage innovation within the sales team and the individual salespersons
• Ensure that the organisation is working in accordance with the principles of SRS and that improvements are a natural part of the daily work
• Identify and investigate deal level challenges and share lessons learned
• Ensure best practices are documented as standards and shared within the organisation
• Ensure employees share information to facilitate improvements.
• Involvement and support in bigger deals

GENERAL SKILLS, KNOWLEDGE AND EXPERIENCE

• Higher education in sales discipline or equivalent experience
• Relevant work experience in sales
• Sales management experience
• Driver’s licence (C, C1)
• Retail Sales Management (RSM)
• IT and Sales tools

Personal Competencies

• Communication. Listening and communicating openly, honestly and respectfully with different audiences, promoting dialogue and building consensus
• Customer Focus. Providing service excellence to internal and external customers
• Ensuring Accountability. Holding yourself and others to high standards of accountability and creating an infrastructure and transparent corporate culture that supports and measures personal and organizational responsibility and accountability.
• Inspiring Others. Energizing and inspiring others to strive for excellence and commit to common goals and purposes, creating a sense of self-efficacy, resilience, and persistence in followers.
• Problem Solving. Identifying problems and the solutions to them
• Result orientated. Demonstrates the effort, willingness and ambition to achieving results. Meets objectives and responds proactively to avoid disappointing results.

APPLICATION INSTRUCTIONS

If your profile matches the requirements of this position, please submit a copy of your detailed curriculum vitae (summarizing your career profile, academic & professional qualifications, testimonials and contact details) and a cover letter to [email protected] on or before 23rd May, 2022. Ensure you indicate your current or past monthly salary in your cover letter. Indicate the Job Title as the subject of the email.