Sales Manager
The Sales Manager is responsible for leading and guiding a team of sales executives in an organization. He/ She analyses data, builds sales plans and sets sales targets and goals. He also develops sales processes and enabling tools for the team. He develops creative integrated sales proposals, packaging content across platforms which may incorporate on-air or digital components, promotions, advertising sales, sponsorships and other package deals to meet customer objectives. He analyses sales statistics to determine the sales performance against targets and determine the most effective strategies to meet the plans. He has to listen and respond to the customer’s needs and be able to evaluate sales team's performance and provide feedback for improvement. The work involves leading a team or multiple teams toward the achievement of assigned targets. The work may also involve travel to meet customers and generate prospects. He is able to analyze and interpret complex data to target the focus areas and gaps against the plans and targets. He can inspire his sales team to meet their targets. He has astute analytical and problem solving skills and is required to negotiate and close business deals. He should be able to handle customer complaints and manage stakeholders. He is passionate about helping prospects improve their business.
Skills and Competencies
Technical Skills & Competencies
Generic Skills & Competencies
Critical Work Functions and Key Tasks
• Analyse the market and forecast key trends that may impact the organization
• Analyse opportunities that can be leveraged to benefit the organization
• Keep track of policy changes that may affect the customer’s business
• Familiarize and be up-to-date with relevant laws and any other regulations that can apply to the organization
• Align the key areas of focus and segments for the organization based on the sales and distribution strategy
• Determine if current customer acquisition channels are aligned to the sales objectives
• Develop sales targets for each industry segment that are in alignment with overall sales volumes and product and/or service offerings
leveraging customer insights
• Translate the key metrics to each team to monitor performance against plans and achievement of sales objectives
• Conduct key client presentations to showcase the range of product and/or service offerings across traditional and digital platforms
• Review the sales process and identify areas of improvement
• Oversee the development of sales tools to facilitate the selling process
• Guide pricing and opportunities for package deals on complex and large proposals
• Identify distribution and marketing opportunities by developing plans, liaising and negotiating with sales and distribution agents or companies
to expand the reach to more target customers
• Identify opportunities with new and existing clients to drive the development of integrated sales proposals and packaging of content across
platforms
• Drive discipline within team for timely updates to customer relationship management (CRM) systems with up-to-date customer information
and business details
• Drive adherence to personal data protection legislations and guidelines in dealing with customer data
• Develop customer relationships with past and potential customers to influence them to close deals
• Lead communication of new product/service introductions, features, benefits and prices to customers
• Provide regular financial evaluation and updates for their accounts
• Take ownership in ensuring optimum servicing of accounts and timely troubleshooting of potential problem areas
• Prepare a monthly sales performance report for assigned areas of the business
• Report internal and external factors that may impact sales performance
• Supervise meetings with sales executives to monitor sales activities and to improve performance
• Implement solutions to improve sales performance in specific areas of the business
• Communicate common goals, direction and accountability among staff
• Develop staff by coaching, mentoring and engaging in career discussions
• Exhibit effective performance management practices within department in accordance with organisational policies and procedures
• Monitor budgets, forecasting, work allocations and staffing of the various departments