Develop and implement approved sales & marketing strategies for all products & services in an effort to achieve the sales and profitability goals of the assigned territory, while remaining within budget limitations.
Sales Strategy (20%); develops and executes sales strategies that deliver profitable growth in the assigned territories for all products/services, contributing towards Business Positioning and clearly defined Plans for the assigned region, with emphasis on achieving the greatest possible sales volume and associated margins.
Sales development and execution (60%); achieves annual Products and Services Orders and Revenues Plans by proactively identifying business opportunities, developing, negotiating and closing commercial deals with new or existing customers. Develops and maintains an ongoing, effective key account development planning program (exploiting VFE & IOP techniques) that provides business leaders with measurable goals, objectives, strategies, tactics, programs, and other pertinent information on selected key account customers. Maintains accountability for all commercial proposals issued in relation to the region including, but not strictly limited to; bids, proposals, tenders, etc. Develops, maintains and directs a dedicated regional sales team. Works closely with the Product Managers and Marketing Specialists to develop marketing programs designed to give TDW a position of leadership within the industry, and implements such programs in the region to ensure sustainability. Manages handover of customer orders for fulfillment, then monitors the execution of customers orders and enforces delivery when necessary, ensures all customer complaints are addressed. Plans TDW participation in trade association meetings/fairs and represents the company to promote products and services. Monitors accounts receivables and follows up with customers on payment delays.
Business rhythm (20%); provides timely forecasts that identify the opportunities and prospects within the region and their likelihood to reach an award (and the likelihood that the award will be made to TDW) – provide a forward look to the coming month’s revenue and likely quarterly and year-end revenue position, together with the manner in which backlog will be built and depleted through the year. Assumes delegated responsibility, when asked to do so, as Region Leader, and ensures administrative tasks are handled to keep records of appropriate correspondence and requests and to maintain current information on sales activities. Develops and maintains strategic market intelligence of competition’s product/service offerings, ensures the information is shared within the organization and recommends changes to maintain a competitive position. Prepares all necessary reports, forecasts and other reports as requested by the management in a timely and accurate manner, with input from the sales team, Business Development Managers and Commercial Operations.