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:

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