The Area Sales Manager is responsible for Customer Service sales development, driving the business to achieve the target in terms of products and services aftermarket sales. He/she manages the business with the objectives of growing the penetration liaising with dealers and customers.
Key activities and responsibilities:
- Achieve quarterly and yearly sales targets in turnover and margin for his/her area.
- Explain, share and sign with dealers the yearly Contract
- Provide to dealer鈥檚 regular follow-up on results and manage incentive programs to guarantee results in line with targets.
- Analyse sales trends and share KPI with dealers (sell-in, sell-out, stock management, performance by commodity and by channel, competitor benchmark.
- Build and follow-up, together with dealers, sales & marketing action plans to develop parts and service business for each sales channel of the dealer (starting from the assessment of the business potential of dealer area up to the definition of a customer prospecting plan).
- Take the ownership for all sales opportunities and issues identified by dealers with strong focus on incremental business.
- Coach and support dealer aftermarket sales force monitoring their visit plan and building with them a customized action plan (weekly business calls and monthly meetings with dealer parts manager and the dealer salesforce).
- Schedule visits to dealers, sub-dealers, workshops and local OEMs with a regular calendar.
- Provide regular sales forecasts to the management identifying risks/opportunities and deviations from the plan, explaining causals and finding alternative plans to achieve target.
- Contributing to understand competitive positioning and providing input for future product needs as well as industrial footprint to meet customer鈥檚 demand.