Sales Manager
Globe 24-7
- Mendoza
- Permanente
- Tiempo completo
Company Overview
Our client is a global mining technology group that provides advanced drilling solutions, downhole instrumentation, and real-time subsurface intelligence to exploration and mining companies.
Job Summary
Reporting to the Operations Manager, the purpose of this position is to manage and coordinate company's sales function for a specified area including achievement and reporting of sales targets for local team.
This includes marketing and promoting company's products, services, and solutions both for new clients and existing clients whilst working within existing frameworks.
Job Responsibilities
Consultative Selling
Providing input into sales strategy and actively implementing strategy as defined for designated Area to achieve financial goals.
Developing and implementing a client contact plan to communicate product launches and engaging potential clients in relevant sales campaigns to build new relationships.
Guides team to set clear objectives for each sales call or meeting; using appropriate materials to engage with the client; and asking relevant questions to evaluate the client's level of interest and to identify and respond to areas requiring further information or explanation.
Building solutions based on client's aspirations generated from understanding the client's pain points and total business.
Providing feedback to product design teams so that products can be tailored to clients' needs.
Leads the development of sales/service process, plans and strategies in consultation with the team for clients in the Area.
Coaches and mentors team in selling based on analysis of clients' aspirations and on technical knowledge of product capabilities and limitations.
Coaches team in how to customise training and services to suit client's requirements.
Client queries and complaints are dealt with in a timely manner.
Coaches best practice in presenting and closing solution/service offerings to client with a clear rationale and at standard commercial terms aligned to company's strategy.
Participates in the development of best practice sales processes and success measures.
Monitors and coaches team on process for validating opportunities using agreed measures.
Provides channels to share client success stories to increase opportunities for team development and collaboration.
Facilitates cross team and function plans to ensure sales and services are delivered seamlessly.
Preparing customer quotations and reports as required.
Developing a personal network within the sales territory and representing the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
Identifying opportunities for expansion of revenue with existing accounts.
Ensuring alignment with global account management strategies and procedures.
Coaching the team to identify complex standard products and/or services offered by the organization that meet the client's needs, together with quantities and product configurations.
Ensures account is managed in a methodical and timely manner gaining positive feedback from the client.
This includes maintaining the client relationship management (CRM) information.
Schedules follow-up actions and enters relevant information into the client relationship management (CRM) system.
Applies best practice methods for establishing rapport to provide valued interaction with clients.
Works within the company's account management framework and procedures.
Maintains data in relevant CRM in accordance with company's account management procedures.
Prospecting
Developing and implementing a relationship management plan to identify and build relationships with relevant decision makers and influencers in client's organisation.
Securing new accounts, proactively researching new industries to identify needs in the marketplace and ideal client profile.
Identifying new business opportunities and assisting with analysing estimates of business value to the customer.
Analysing and reporting on changing market trends, competitor analysis and client preferences to strengthen the position of company in the local market.
Participates in the ongoing improvement, design, monitoring and enforcement of the pipeline process for recording and measuring details on activities including quality, product margin, timing and supply of product/ services in alignment with company's strategy.
Coaches and monitors the quality of pipeline prospects and activities entered into the CRM.
Coaches and assists team members to develop and detail pipeline activities.
Coaches and assists team in objection handling and closing/negotiation techniques.
Reports on pipeline and account activities.
Value Selling
Understanding how to articulate to customers how we bundle the company's solution sets to demonstrate value in use.
Managing sales and cross selling of products and services.
Managing cross functional experts involvement in a sales process.
Facilitates cross-functional activities to ensure customers have a positive experience with the company and seamless interactions.
Shares and role models best practice solution selling by using appropriate methods and delivery based on foundational value selling methodology.
Sets up and reports on shared success stories/strategies and solutions for team development and company collaboration.
Shares detailed and documented value proposition/opportunities across teams where subject matter expertise is required in accordance with the sales process.
Proactively coach team in value selling tools to ensure team members understand the client aspirations and business prior to client engagement.
Leverages company market and solution information through appropriate mediums.
Budgeting and Reporting
Reviewing sales performance against predefined forecasts and reporting on variances.
Assisting with forecasting and annual budget creation.
Monitoring warehouse stock levels as required.
Monitoring costs
Monthly sales reports are generated for:
Sales performance against area budget.
Individual product sales against product budget.
Market data is collected and analysed so that a highly detailed picture of future potential sales of all company products can be incorporated into the budget forecast.
Cost variations to budget are investigated, controlled, or fixed
Leadership and People
Communicating the vision to create a shared sense of purpose about the future.
Ensuring staff are engaged and competent to perform their tasks and compliant with all group policies, procedures, and regional regulations.
Taking accountability for results, good or bad and uses 'lessons learnt' to improve future delivery.
Celebrating their own achievements as well as those of others.
Delegating significant responsibility and authority to appropriate staff, allowing others to make substantive contributions.
Seeking different perspectives openly, consistently follows through on commitments and shows consistency between word and actions.
Providing formal, concrete feedback to own team members through regular reviews around progress and to recognise high performance.
Adapting one's behaviours when interacting with others to show maturity and consideration for the situation.
Team members understand their contribution to the vision and the strategic milestones that show progress towards the vision.
Employee engagement levels increase annually through investment in people.
Adopting a stance even when seen as unpopular by others, for the benefit of the company.
Building an environment of consultation by promoting shared goals and works to break down 'siloed' mentality.
Recruiting talent based on capability requirements.
Offering development like project assignments, formal mentoring, and/or other experiences to increase team's learning and company's capability base.
Performance and Development Reviews (Achievement and Development Reviews ADRs) on direct reports completed, ensuring cascade to full region.
Poor performance issues addressed in a timely manner.
Supporting direct reports to create and action development objectives.
Health, Safety and Environment
Ensuring the availability of resources essential to establishing, implementing, maintaining, and improving the Quality, Health, Safety and Environment (QHSE) management system.
Ensuring risk management activities are implemented within area of responsibility, including the identification, development and implementation of any site-specific measures required to eliminate or reduce risk in their area.
Ensuring employees are provided with the necessary personal protective equipment (PPE), instruction, information, training, and supervision to enable work to be carried out safely.
Ensuring employees are inducted, trained, and supervised on all Health, Safety and Environment (HSE) matters, as necessary.
Completion of hazard and aspect identification and elimination/reduction programmes for team.
Effective incident reporting.
Regular workplace inspections conducted.
Safety meetings conducted.
QHSE matters reported to senior management as required.
Site activities comply with workplace health, safety, and environmental legislation and the company's QHSE management system.
Employees and QHSE Representatives consulted with regarding any QHSE issues.
Initiating, recommending, or providing solutions to actions resulting from complaints, product non-conformity, safety meetings, inspections, emergency evacuation, identified hazards or environmental concerns.
This shall be maintained utilising the 'Quality Alert' system.
Risk and Compliance
Leading regular discussions with teams across the work group on the identification and management of risks and compliance requirements.
Implementing strategies to embed the reporting and resolution of potential non-compliance and misconduct.
Providing visible leadership on positive risk and compliance behaviours to the work group and colleagues.
Ensuring the compliance of the work group with company risk and compliance policies, local laws, and other relevant standards.
Implementing and maintaining effective risk management and regulatory compliance processes for the work group in alignment with company's standards.
Behaviours that do not align with the Company's Code of Conduct are challenged.
Qualifications, Skills and Experience
Essential
Completion of Secondary education level.
At least 7 years' experience in a sales position, preferably in the Mining industry.
At least 2 years' team management experience in a similar position.
Experience working with client relationship management systems (CRM).
Understanding of relevant industry processes and experience including drilling and mining.
Understanding of drilling optimisation, rock knowledge and data analytics.
Understanding of specific and companion company's technologies (e.g. Gyros/Fluids) and their applications.
Experience leading sales processes such as pipeline management.
Desirable
Financial budgeting experience
The Rewards
The position offers a competitive remuneration package
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