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9 Sep 2010
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Area Sales Manager (- / Senior)
 
     
 

 

Role Title: Area Sales Manager (- / Senior)         Reporting to: RSM / GSM

Business Unit: Kirby

Department / Section: GCC – Sales                 REV2- 17.11.09

 

ROLE & CONTEXT

Purpose:

  • To lead a group of sales engineers / tech reps in his area to increase Kirby market share / coverage and profitability.
  • To ensure full respect to Kirby values , policy and procedures in his office during the daily, pre-sale and after sale activities.

Context:

  • Kirby sales function operates through several sales offices in different regions.
  • The ASM leads a small office or part of the activities (territory) in big offices (need to discuss!)

ROLE ACCOUNTABILITIES

Overview

  • Responsible to achieve / exceed Kirby Target in his area at the highest possible margin.
  • Ensure excellent services to Kirby customers especially key / strategic accounts and get involved to solve any customer complain.
  • Work with management to register Kirby with all major organizations / companies which require Kirby products.
  • Propose new ideas / marketing tools to increase Kirby exposure in the market.
  • Track and report competition activities / price trend / opportunities and risks in his territory.
  • To ensure full respect and compliance to Kirby policy / procedures in his office daily activities, all pre-sale and after sale activities and report any violation.
  • Follow up and provide necessary guidance to his team to increase efficiency and profitability.
  • Prepare Three month sales forecast, weekly sales reports, and weekly job status reports, sales presentations of his office and update the quote status / lost quote reports.
  • Follow up with his team all projects quoted and assist in closing.
  • Review all contracts / prices/ discounts / special approvals from management before signing the contracts to ensure effective and proper pre-sale activity management within Kirby policy.
  • Follow up / coordinate all crucial communications with head office (discounts / credit / scheduling issues) to ensure smooth execution to his projects and proper planning/ releases to the plant and on time shipping.
  • In addition to the above, the ASM is also a sales man, who performs by himself all sales activities from prospecting to closing.

EXPERIENCE AND QUALIFICATIONS

Minimum Experience & Essential Knowledge

  • Bachelor in Civil Engineering is preferred and could be in Mechanical Engineering (some universities only).
  • Good command of English is a must in addition to Arabic or Hindi or XXX.
  • Good knowledge of computer applications (MS, Internet).
  • MBA will be an additional advantage.

Minimum Entry Qualifications:

  • 2-3 years experience in engineering applications (Design / Construction).
  • 7-8 years experience in selling PEB / SS.
  • Minimum two years in a similar position as ASM.

 

 

KEY PERFORMANCE INDICATORS

  • Hit rate % to measure qualifications of projects and accuracy of forecast.
  • Achieve / exceed Kirby budget in volume and GM (profitability).
  • Expand his Builder’s network and increase their business volume.
  • Improve the performance of his team (to measure empowerment / coaching).
  • % of major projects booked.
  • % of repeated customers to measure customer satisfaction.
  • % of new customers to measure network coverage.

KEY RELATIONSHIPS & DECISION MAKING

Reports to:  RSM/ GSM

Network:
RSM/GSM/GM/Engineering/Credit functions and all other departments on as needed basis.
All current and potential customers/ contractors/ consultants/Engineering and Purchasing units in all government and public sector departments.

Decision making authority
Kirby standard matrix / offer.

Business impact of role
Medium – High.

 

SKILLS

Technical & non technical

  • Engineering / IT skills / English Language.
  • Good mathematical logic (Has good sense of numbers).
  • Managerial skills / experience.

 

 

 

 

 

 

 

 

 

 

Other:

  • Presentable
  • Credibility
  • Competent.
  • Confident.
  • Optimistic and enthusiastic.
  • Goal oriented and readiness to take calculated Risks.
  • Good sense of humour.
  • Excellent communication and negotiation skills.
  • Proactive, positive thinker and good ability to solve Problem.
  • Self motivated and ability to motivate others.
  • Creative.
  • Ability to train and transfer work experience to others.
  • Good analytical skills and market intelligence.
  • Customer centric.
  • Ability to work professionally under pressure.
  • Organized in mind and in his work style.
  • Ability to liaise at all levels.

APPROVED:

Direct Superior:

Date: ___/___/____

Human Resources

Date: ___/___/____
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