Commercial

Territory Sales Manager

Lead Level   •   BGC, Taguig

Job Description

The Territory Sales Manager is responsible for the profitable growth of the Small, Medium and Large customer segments for the company. This growth will be achieved through strategic sales planning and development in combination with the management and development of all employees (direct and functional with TSM responsibilities).

 

Key Activities/Accountabilities:
 
Identification and Management of the Target Market
To identify all accounts to be focused on that will contribute to the achievement of the revenue and profit budget
  • Gathers all information related to Small, Medium and Large customers
  • Determines at a National level the number of required territories through the evaluation of the number of weekly, monthly and quarterly: Trading customers / Prospect customers
  • Agrees the sales channel budget/revenue targets for each Field Sales Executive
Strategic Sales Planning and Development
 
  • To translate and deploy the company’s sales strategy for TSM to achieve its budget, revenues and strategic goals
  • Puts together a top level business plan for their TSM Management sales channel and cascades throughout the function
  • Reviews the business plans at all levels on a regular basis
  • Monitors revenue and EBIT results versus budget/target for the sales channel
  • Communicates and gains support from management for the achievement of TSM Management objectives
Relationship Management
  • To ensure we win, keep and develop Small, medium and large customers through building lasting relationships
  • Forms professional and appropriate relationships at senior level in identified customers organisations through face to face contact
  • Forms professional and appropriate relationships with the Enterprise Sales Channel
  • Ensures correct levels of Entrego Management are in contact with the most relevant management level within the customers organisations
  • Monitors the development of customer relationships throughout the function and at all levels
  • Ensures customers are kept up to date with relevant company information and reports, where applicable
  • Establishes appropriate relationships and communicates with other relevant functional areas
Marketing/Product Support
  • Supports product development to ensure Entrego’s value proposition is meeting the requirements of the Small, Medium and Large customers
  • Establish potential product opportunities through identifying new developments within the sales channels customers and competitors within the local market
  • Actively informs the divisional product development team on a regular basis
  • Supports the introduction of new products through cascading the information and monitoring the deployment throughout the functional teams
People Management
To lead, motivate and empower staff through effective and open communication, excellent leadership, regular performance feedback and teambuilding, in order to maximise customer satisfaction, business results and employee satisfaction
 
  • Ensures the compliance to formal recruitment procedures to attract and retain the very best TSM Management employees
  • Manages, coaches and reviews employees to ensure activity standards and personal objectives are achieved
  • Through training and coaching, ensures that TSM Management employees are equipped with the right skills, knowledge, competencies and empowerment to delight customers and achieve business results
  • Implements challenging but achievable reward and recognition schemes, in collaboration with Human Resources, which help to create highly motivated TSM Management staff and to reward excellent performance through financial and non-financial means
  • Participates in the implementation of succession planning frameworks
  • Ensures that management are aware of the needs of employees through the effective management of employee satisfaction surveys and accompanying action plans, and through two- way forums and suggestion schemes
  • Conducts regular group review meetings to assess team performance and progress against business plans
  • Promotes the corporate values through active participation in the corporate initiatives
  • Complies with all company related policies, procedures and legal requirements (HR, Security , Legal, etc.)
Process Management & Implementation
 
  • To deploy and monitor TSM Management processes (CRM), policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations
  • Ensures correct implementation of new existing divisional TSM Management structures, policies and processes
  • Ensures continuous improvement in customer experiences through supporting the deployment of best practice processes
  • Works with cross functional colleagues to ensure the TSM Management and related functional processes are consistently applied and refined to improve the customer experience
  • Actively reviews and manages the performance of TSM Management customer accounts through the effective deployment of relevant divisional policies, accompanied by corrective action planning against performance results, where applicable
Essential Educational and Training Qualification:
  • Degree Level
  • Preferred Experience and Knowledge
  • 10 year experience in sales/marketing management
  • Express or Logistics Industry background
  • Proven people management
  • Proven track record of achieving sales targets (personal & team)
  • Organisational awareness (structure and products & services)
  • Good industry sector awareness including supply chain structures, developments and requirements
Necessary Technical/Functional Skills
  • Business to business selling skills
  • Communications capability at a senior/board level, both internally and externally
  • Recognized general and people management skills
  • Ability to interpret and apply Value Based Management principles, financial reporting
  • Project management skills

Application Process

1 Resume Screening

Send it to
hr@entrego.com

2 Online/Phone Screening

Attend the orientation and submit the requirements

3 Onsite assessment and interviews

Answer our online analytical assessment