You manage and lead the Sales team. You will drive overall top-line goals by maintaining and growing strategic and national accounts. You will be responsible for achieving optimum budgeted sales on a National, Global and/or Strategic level, consistent with budgeted profit and selling expenses.
You will coordinate the day to day activities of the local sales team and manage selected Customers. You are responsible for driving sales and Total output, maintaining customer policies and procedures, and providing market perspective and competitive intelligence.
You will have 1 Key Account Manager and 1 Senior Sales Executive reporting to you. You will report to the Regional Business Manager, who is based in HCMC.
You will be based in Hanoi.
YOUR RESPONSIBILITIES WILL INCLUDE:
Own selected Customers – account planning, selling and negotiation, customer relationships
Responsible for all account activities related to the largest, most important client(s)/customer(s) in their designated territory.
Call on named major accounts to cultivate relationships, identify opportunities and increase sales. Often coordinates the organization's entire sales efforts toward these customers.
Develop sales plans and budgets for achieving sales goals in conjunction with subordinate sales positions.
Establish pricing programs and strategies. Secure optimum product positioning within target accounts - new products, price terms, bonus discounts, service.
Implement value-enhancing service initiatives which will strengthen customer dependency.
Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value).
Sell and negotiate supply agreements, value added services. Manage Price and Mix, if required
Resolves issues at accounts as the one-up manager.
Evaluate and negotiate commercial complaints as necessary
Spend 50% of their time in the field to address customer and account management opportunities and issues.
Understand and communicate customer and end-user needs and wants.
Identify medium/long term trends that the Customer will focus on/investments that Customer is planning/implementing Co-ordinate the identification and development of new solutions (product/service) for Customer, based on strategic direction of customer
Maintain alignment with the local DC, if present, on service performance, quality, capacity/stocks
Provide exceptional customer experience for business partners and prospects to develop long-term business opportunities.
Co-ordinate day to day activities of local teams– refer to BM (Regional BM) as necessary
Coach and mentor junior colleagues
Train and provide development opportunities for staff. Ensure annual goals are complete and communicated. Ensure Global Performance Management System is up to date and regular feedback is provided to staff members.
Monitor and evaluate team members, and adjust training where needed.
Attract, retain and develop high potential talent.
Act as a team role model and change-agent.
Positively lead and influence team members to partner together to achieve individual and business goals.
Coordinate team efforts, create and manage a regional strategy and team operating plan.
WHAT WE WILL BE LOOKING FOR IN YOU:
Bachelor’s degree required.
8+ years related experience with Account Management exp.
Team handing exp is a must.
Experience in Packaging/Chemicals/Ink/Labels/Digital Printing/Paints/Manufacturing is preferred.
Skilled in effectively coaching, teaching, and developing solid Sales and negotiation skills within the sales team.
Solid business acumen; ability to understand short and long-term consequences.
Skilled in conducting required territory analysis and planning.
Skilled in developing sales penetration and growth strategies at targeted accounts.
Excellent customer needs assessment skills.
Expert negotiation skills/experience.
Excellent financial skills and business acumen.
Skilled in conducting territory analysis and planning.
Ability to work independently with little supervision.
Broad-based understanding of how to manage territory business.
Skilled in communicating effectively with all levels of management on complex business issues.
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