Territory Sales Manager

Sales :

Marketing management:

- understand the structure of the markets: size, technology, segments, route to market, price levels, competitors strengths & weaknesses, and keep track of significant evolutions.

- build and manage the communication actions to enhance the Socomec brand awareness in the UPS space.

Sales management:

- build the sales strategy: targeted segments, route to market, product and price positionning, territory coverage.

- define the desired organization of the SPS team and conduct the needed change management to make it efficient and flexible, and keep it on a permanent improvement path.

- identify and develop the right channel partners.

- put in place the right project team, so as to guarantee the best quality of execution and minimize the risks.

- lead the team towards achievement of Orders and Sales budget every year.

- control the price and margin level to ensure achievement of our profit rate target.

- carefully manage the contractual aspects so as to minimize the risk exposure of the company.

Service management

- follow up the installed base, source of the service revenue: locate the products, keep track of their status

- manage the service sales team towards higher efficiency, in particular increase the coverage of the installed base.

- optimize the mix of the service business: contracts, repairs, batteries, ...

- keep improving the quality of our team of service technicians, both on technical aspects as well as on quality of service to the customer.

- adjust the team to have the right coverage of the territory and the installed base while optimizing our resources.P&L and WC management:

- conduct the planning cycle for the Critical Power Department: plan, budget, forecast.

- follows up monthly the evolution of the P&L and the Working Capital; identify and explain gaps to budget, propose and implement corrective action plans.

- ensure good monthly forecast feedback to the Group and regional Supply Chain

Appraisal criteria

- top line growth

- profitability and cash flow

- level of understanding of the market

- relevance of long term sales and service strategy

- cooperation with other Business Units, other functions and with the European Head Office

Education & Background

Requirements

1. 10 to 15 years of experience in business development and/or Sales in LV Power Distribution.
2. Minimum 3 to 5 years’ experience in Regional Channel animation with exposure to Direct Sales management of a small team
3. An Experience and taste for Indirect Sales business model would be ideal.
4. International openness and exposure is required, as well as ability/willingness to travel if needed to any ASEAN country in the scope.
5. Academic background can be either technical (if balanced by personal management and negotiation skills) or sales & marketing oriented (balanced by a good understanding of technical products and markets), process-minded, structured and able to self-organize priorities and tasks
6. Candidate who possesses the following technical skillsets will be advantaged:

7. Good understanding of IEC and specification activity.
8. Good understanding of Electrical Fundamentals & Applications.
9. Good understanding of Electrical Single Line Diagrams
10. Attitude needed to fit in the team: strong team spirit, hardworking, committed to results and with a taste for change and new challenges…
11. Family owned business : expect uncomplicated & down to earth communication style
12. Skills

    Requirements

13. 1. Adequate level of technical knowledge in UPS, Static Switch, Auto Transfer Switch and Power Quality Monitoring
14. 2.Able to lead sales team with pursuit plan (technically) throughout sales cycle
15. 3. Market intelligence and knowledge in UPS industry
16. 4. Able to lead by example
17. 5.Exercise impartiality and objectiveness in dealing with matters
18. 6.Patience and care to guide employees
19. 7.Share plans and information with +1 and -1
20. 8.Enable inclusivity and teamwork
21. 9.Quick and sound decision making

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