Regional Sales Leader
2 weeks ago
The Sales Manager plays a crucial role in overseeing the comprehensive sales operations of Account Managers within their designated territory or sector, aiming to enhance sales performance and profitability. This position involves guiding Account Managers in recognizing, prioritizing, and converting new business opportunities, while also nurturing existing customer relationships through effective cross-selling and upselling strategies. Upholding the core values of Brenntag, the Sales Manager is dedicated to achieving excellence in customer service every day.
Key Responsibilities:
Team Leadership (40%)
- Articulate the sales strategy and expectations for the assigned territory or sector.
- Define and communicate service levels and payment terms, ensuring alignment with established guidelines.
- Set Gross-Profit targets and establish both team and individual performance metrics.
- Inspire the sales team to meet regional performance goals.
- Ensure that all Account Managers develop and present comprehensive sales plans, including mid-term objectives for key clients.
- Guide the team in targeting the right customers and prioritizing new leads.
- Facilitate collaboration with internal teams and product experts to enhance customer solutions.
- Manage underperforming team members and assist in recruiting new talent.
- Promote professional development through training and coaching initiatives.
- Oversee staffing plans, accounting for absences and necessary replacements.
- Ensure compliance with Brenntag's codes of conduct and relevant legislation in all commercial activities.
- Maintain current knowledge of market trends and product developments.
- Identify growth opportunities and collaborate with Product Management.
- Formulate optimal sales strategies considering market dynamics and company objectives.
- Develop strategies for customer retention.
- Contribute to the Sales Management leadership team to shape future sales directions.
- Conduct regular one-on-one meetings with Account Managers to review performance and plans.
- Facilitate coaching sessions to provide immediate feedback and support.
- Organize team meetings to evaluate performance, discuss market changes, and share best practices.
- Coordinate additional sales training with external providers to enhance team capabilities.
- Serve as the first point of escalation for pricing issues.
- Provide guidance on pricing strategies and differentiation.
- Encourage excellence in pricing practices among Account Managers.
- Review pricing decisions to ensure compliance with minimum thresholds.
- Ensure accurate documentation of customer interactions and business cases in the CRM system.
- Monitor team performance through CRM reports and sales campaign metrics.
- Complete sales and revenue reporting and develop action plans accordingly.
- Drive digital transformation initiatives within the sales team.
Education and Experience:
- Post-secondary education in Business, Science, or a related field is preferred.
- Minimum of 2 years of leadership experience in a sales role within the chemical distribution sector.
- Demonstrated management skills with a history of achieving sales growth and meeting business objectives.
- A high school diploma is required; a BSc/BA in a relevant field is advantageous.
Brenntag is dedicated to fostering an inclusive work environment where employees can thrive and develop their careers. We offer competitive compensation, various healthcare options, and opportunities for professional growth.
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