Support Sales Manager (Dealer Sales Force) at Schneider Electric Nigeria

Job Purpose:

• To ensure growth and profitability of the business achieved by sales reps in the team.

Principal Accountabilities:

•     Set-up and follow up Sales Reps performance through weekly meeting
•     Adapt/optimize visit-roadmaps (installers’ portfolio/ sales rep, segmentation of installers, frequency of visits and content (weekly brief, monthly commercial focus…)
•     Build individual action plans for the Sales Reps
•     Train Sales Rep on field and monitor compliance with sales processes
•     Identify & implement actions for closing possible results gaps in the concerned POS when they occur.
•     Define guidelines for coverage planning.
•     Follow up of field budgets versus incremental sales per representative.
•     Build excellent relationships with the regional/local responsible manager of the concerned customers.
•     Gather and provide competitive information to headquarters on a regular and continuous basis.
•     Evaluate sales reps on personal performance and contribution based on facts and observable data.
•     Accompany Sales Reps to visit key customers
•     Supervise organisation of trainings for Installers.
•     Set-up and follow up sales rep performance
•     Adapt/optimize visits roadmap (installers portfolio/ sales rep…) & content (weekly brief, monthly commercial focus…)
•     Ensure ambitious target setting & monitor closely for performance.
•     Coach the Field Sales force for performance per the set targets and build a winning spirit within team.
•     Ensure streamlined implementation of the customer strategy at POS in order to further build market share.
•     Prepare and lead the Sales Team Meetings with focus on results vs. targets set.

Education & Experience:

•     A good University degree
•     BSc. Electrical engineering or technical degree
•     Approximately 5-7 years relevant experience

Knowledge

•     Preferably prior field service experience.
•     Preferably with some building industry experience
•     Knowledge of electrical sector
•     Retail business knowledge
•     People / sales force management
•     Experience with Customer relationship management tools.

Skills

•     Excellent communication skills (verbal and written – fluent English).
•     Excellent customer service skills.
•     Developing Customer Relationships.
•     Developing the Customer Development Infrastructure and Organisation.
•     Business Strategy and Formulation.
•     Business Planning and Implementation.
•     Project Management.
•     Change Management.
•     Negotiation.
•     Demonstrate good self control whilst working under pressure.
•     Good self organizational and motivational skills.
•     Commercial awareness.
•     Proficient personal computer skills including electronic mail, record keeping, routine database activity, word processing, spreadsheets, graphics.
•     Customer Management and Selling Essentials
•     Implementing the Customer / Channel.
•     Implementing the Customer / Channel plan.