Current Title: Sales Manager

Department Location: Guyana

Immediate Supervisor: Country Manager

           JOB SUMMARY

Responsible for managing, organizing and motivating assigned sales team to achieve premium pricing and enhancement of bottom line profit for the company. Solicits business from assigned high-priority accounts. Requires advanced selling skills to enhance the customer's supply chain effectiveness with convenient and reliable transportation solutions. Strives to exceed yearly budgetary targets.

           JOB SCOPE

Leads and manages sales team including Sales Representatives and Sales Coordinators. Responsible for recruitment selection, development training and monitoring of sales and telemarketing staff. Prepares and administers departmental budget.

          PRINCIPAL DUTIES AND RESPONSIBILITIES

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• Develops, manages and evaluates activities of Sales Representatives, providing advice, counsel and guidance. Accompanies sales representatives on sales calls, to assist with the development of customer relationships and reinforce basic selling skills
• Solicits business from assigned high priority accounts.
• Periodically visits island markets to assist in the development of relationships with major customers, solicit new business, and gain experience within the local marketplace.
• Interfaces with island and regional management to maximize customer satisfaction, coordinate activities and assist in determining pricing revenues.
• Assists sales representatives in identifying potential profitable business, and developing account strategies and action plans to secure the business. Participates in sales planning, short and long term forecasting, and program evaluation. Prepares sales reports and advises management of issues and progress .
• Reviews sales itineraries, leads, pricing activities, sales call and market reports, and evaluates performance of sales representatives. Measures sales team's time and territory management collection of outstanding receivables, and use of sales training techniques. Ensures team's effective use of SFA/CRM system.
•  Utilizes formal Account Review process, semi-annually, to evaluate sales representatives' knowledge of assigned accounts and to develop account strategies and action plans. Conducts follow-up sessions to discuss progress, activities and strategies. Provides feedback to sales team.
•  Promotes quality processes throughout all aspects of Guyana Sales. Coordinates customer requirements with Operations Department to maximize customer satisfaction with minimal impact on operations. Pinpoints inconsistencies and provides solutions to resolve them.
•  Actively participates in required Sales Training Program, comprehending sales and marketing theory, demonstrating the application of sales techniques in the field. Coach Sales staff in their development to deliver World Class sales service.
•  Assists Accounts Receivable in the collection and settlement of delinquent invoices.

• Directs and manages activities of Sales Coordinators.
• Controls costs within budgetary figures for sales team. Implements and encourages processes that will lead to cost saving within the department Approves sales team's expense reports.
• Recruits and manages training of sales team. Maintains succession plan for each area of team.

MINIMUM EDUCATION. CERTIFICATION. EXPERIENCE AHD PHYSICAL REQUIREMENTS

EDUCATION:

Bachelor's Degree in Business or in a related field

Experience:

Three years’ experience in sales management Five years’ experience in the transportation industry.

 Driver's Permit:

Valid Local Driver's License and Valid Passport

Travel:

20% travel to domestic Tropical locations and 15% to international locations.

Physical:

Office Environment - Manual dexterity to perform repetitive motion tasks on computer.

Ability to bend or stoop to retrieve lower shelf files.

Ability to reach overhead to retrieve upper shelf files.

Ability to sit 1/3 -2/3 of day.

Ability to travel in various modes of transportation (e.g. automobile, airplane, train etc.] Occasionally exposed to outside elements during the course of traveling

LANGUAGE:

(Education and experience minimums can be substituted with any equivalent combination of training and experience]