Primary purpose of the role

Manages, directs and provides leadership the Company's business development activities for assigned sub region or region to achieve target objectives for revenue and market penetration. Directs sales managers and ensures sales offices take necessary action to develop business consistent with regional sales objectives.  

Key accountabilities

• Provides broad direction to area sales office managers within assigned sub region or region. Monitors performance of sales offices and identifies where performance can be improved through marketing, training and/or motivation. (50% of time)
• Assists sales managers in developing customer relationships to create a competitive edge over the competition. (30% of time)
• Reviews and revises pricing strategies within Company policy and goals.
• Hires, trains and motivates assigned sales managers in accordance with Company guidelines.
• Maintains knowledge of products supported in the Company's inventory.
• Track, analyse and monitor technology & market segment performance metrics.
• Identify new areas of marketing opportunities and create plans to implement.
• Take the initiative in thought leadership, innovation and creativity.

Capabilities of the Role

• A sales background and building a book of business.
• Experience developing a sales team and achieving both individual and team objectives in a sustainable pattern. Customer retention and new accounts are both critical Company Confidential Version 1 measurements of the business. Possess excellent oral and written communication skills.
• BA degree in E&E Engineering or equivalent plus 10 years and above experience managing sales and marketing personnel with a proven record of success.
• Prior experience should include sales leadership and operational execution in addition to exposure to strong P&L leadership activities.
• Key attributes: intelligent, detail-oriented, results-oriented and compliances. 

Measurement of Performance

• Overall Sales KPI responsibility for this organization and drives revenue and margin growth by helping to identify new markets, hands-on management of strategic relationships, as well as by enhancing / developing the full organization from client prospecting to retention relationship metrics based on excellent reputation and referral.
• Development of customer relationships beneficial to the Company.
• Achievement of sub region or regional yield, rental and sales revenue objectives.