DM SALES HEAD
at IResource Consulting in Philippines - Makati City

DM SALES HEAD at IResource Consulting in Philippines - Makati City

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Posted on January 6, 2017

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5. JOB SUMMARY:

Assumes responsibility for the overall management of the Dealers Market Sales as follows:

- Develops, implements and monitors the Annual Sales Plan.

- Evaluate GP contribution by area in order to allocate manpower and other resources to more profitable areas.

- Closely coordinates with the Group Marketing Director in the following areas:

o Market Data Gathering/Market Intelligence.

o Consolidation of Sales Performance of Dealers Market per manager per salesman.

o Develops and expand the Galvaforce Center and ensures increasing growth of market.

- Reactivates dormant accounts, grows existing active accounts and develops new dealers.

- Develops good long-term relationships with the owners and/or officers of all key accounts and decision makers of the Dealer's Market.

o Ensures that efficient services are delivered to customers.

o Visits Key Customers to establish long term business relations.

o Does field visits to assist Sales Managers and Salesmen in addressing sales related problems that are encountered.


- Develops suppliers for finished products to be imported to include plant visits to supplier's facilities, decides trial volume, and ultimately accreditation.

- In coordination with Purchasing, recommends to the COO the proper volume of material and finished goods that are needed to meet Sales Targets and issue the necessary Purchase Requisition form.

- Determines relevant data to be gathered on competitors' pricing, and submits to Marketing Department for analysis and pricing recommendation

- Ensures compliance to approved selling price and credit guidelines prior to giving approval to sales orders

- Recommends to the Credit Committee appropriate credit lines for the Dealers Market.

- Assures achievement of the DM Sales Target and institutes actions to correct underperformance of each of his managers and salesmen on a monthly basis.

- Decides, at the end of each month, what actions to take for all undelivered orders.

- Coordinates with the Group Training Manager to ensure that all Sales Managers, Salesmen and Sales Support Staff are properly equipped with the skills needed to competently perform their duties and responsibilities.

- Assures that Sales Managers and Salesmen maintain a high degree of integrity and honesty in the performance of their duties and responsibilities.

- Initiates monthly coordination with Credit and Legal departments on problematic accounts receivables and monitors status of legal cases.

- Ensures that the Division is adequately manned at all times to be able to achieve the sales targets


6. DUTIES AND RESPONSIBILITIES


DAILY :


- Ensures the effective implementation of the approved Sales Plan.

- Assures achievement of the DM Sales Target and institutes actions to correct underperformance of each of his Managers/Salesmen.

- Supervises the Key Accounts Managers on the following:

o Conduct of data gathering, analysis and continuous monitoring of market situation to formulate counter strategies for the following:

  Competitor's Product Specification Testing in the store

  Competitor product positioning

  Competitor activities and their pricing strategies

  Competitor organization structure

  Competitor distribution network

o Monitors sales performance of the Key and Regular Accounts.

- Ensures compliance to approved selling price and credit guidelines prior to giving approval to sales orders.

- Recommends to the Credit Committee appropriate credit lines for the Dealers Market.

- Assures that KASS/Sales Representatives will provide regular feedback to Ads and Promo that all merchandizing and promotional materials placed with the Dealers are in good condition; ensures that needed replacement are provided by Ads and Promo for installation by the Sales Representatives.

- Ensures all activities of the entire division are consistent with the Company's Code of Conduct.

- Assures that Sales Managers and Sales agents maintain a high degree of integrity and honesty in the performance of their duties and responsibilities.


WEEKLY :


- Submits reports to the COO for monitoring of sales, collection, competitive activities, inventory/raw material requirements and other reports as required.


MONTHLY :


- Analyzes verified pricing data and recommends pricing strategies for approval of the Pricing Committee.

- Initiates monthly coordination with Credit and Legal departments on problematic accounts receivables and monitors status of legal cases.

- Reviews and manages the Sales Budget.

 

QUARTERLY :


- Recommends to the COO the correct volume of finished goods and raw materials needed to meet Sales target.


 ANNUALLY :

- Develops the Annual Sales Plans together with the Key Accounts Managers and Area Sales Managers for recommendation to and approval by the COO.

- Jointly responsible with the Group Marketing Director in the development, implementation and success of Advertising and Promo programs for his product lines and the development of the Annual Marketing Plan for recommendation to the COO.

- Develops new policies, reviews on a yearly basis existing policies for improvement and implements all existing policies, systems and procedures related to Sales & Sales Support.

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   INTERMITTENT

- Develops good long-term relationships with the owners and/or officers of all key accounts and decision makers of the Dealer's Market.

- In coordination with the Group Training Manager, Identifies the training and development needs of Sales and Sales Support personnel and ensures that needed training is given.

- Performs other related tasks as may be assigned by the immediate superior.

B. KNOWLEDGE AND SKILLS

Education Requirement :

o Graduate of Marketing, Business Administration, Economics or related courses from reputable universities. Post Graduate studies in Master in Business Administration, Master in Business Management and other related post graduate studies are preferred.


Experience and Training :

o Minimum of twenty (20) years of relevant work experience in Sales Management of Construction materials or Consumer products, ten (10) years of which should be in a Senior Management position.

o Must be Chinese speaking. He must possess well-rounded managerial expertise, people skills and excellent communication skills. He must have a wide range of Sales & Marketing knowledge and must be hands-on in managing these activities. He must confidently lead and take responsibility in all initiatives.

o Must be hands-on and meticulous with details. Strong leader, honest, has strong work ethics, analytical, resourceful and creative, results oriented, team builder, and a self-starter.


Skills Requirement

Technical:

o Analytical- Ability to analyze and evaluate sales data and conceptualize strategies to achieve market dominance.

o He should be capable of using computers and relevant software tools needed for the preparation of presentations, reports, other materials.

o He should be capable of conducting presentations, submitting word/spreadsheets/power point reports in hard and soft copies.

o Budget Management- Ability to prepare and manage the department's Annual Budget and Expenses.

o He should be familiar with the geography of area he will be assigned do. He must be willing to travel and have driving skills proficiency (where needed).

o Project Management - Ability to handle projects effectively and efficiently.


Soft Skills:

o Communication Skills- Ability to clearly express concepts and ideas in oral and written form to all levels within and outside of the organization and actively participate in discussions and meetings. Knowledgeable in the Chinese language is a definite advantage; must be conversant using the local dialect where he is assigned.

o Interpersonal Skills- Ability to interact with all levels within and outside of the organization.




Managerial:

o Planning- Ability to prepare the Sales Plan for his assigned area.

o Organizing- Ability to systematize and prioritize varied activities within his division

o Directing - Ability to provide direction to his subordinates in the performance of their duties and responsibilities

o Controlling- Ability to discipline his subordinates and ensure compliance to the Company's policies and procedures.

o Interactive - Ability to interrelate and collaborate with different levels of people internally and externally

o Leading- Ability to direct staff to develop strategies; provides direction and executes action plans with staff based on report and business analysis, market condition and regional needs to increase productivity; encourages staff to identify and communicate their needs to increase business and gather competitive information; and to hold staff responsible on understanding how our competitors and strategic partners affect our business.

o Delegating- Ability to assign tasks to the staff based on competence and sensitivity of the work.

o Performance Management- Ability to objectively appraise the performance of his subordinates and motivate them to improve and help achieve the division's goals.

o Counseling- Ability to motivate and guides the staff to get the best output; listen to the concerns of staff, and maintain and improve the morale especially during difficult times

o Cost Management- Ability to control expenses within his approved group budget.


ACCOUNTABILITY

 Assets, Cash and Equipment:

o Manages the budget of the Dealers Market (DM) Sales and ensures that these are kept within approved limits.

o Provides all resources needed for Sales related programs

o Accountable for company issued assets/equipments provided for/assigned to the position.


 Records and Documents.

o Sales Policies and Procedures

o Sales Orders


AUTHORITIES

 Approval

o Approval of Sales Orders within set limits of authority

o Cancel over 20 days unserved orders

o Approval of Sales & Sales Support expenses within approved budgets

o Applications for Leave, Official Business Trips of Sales & Sales Support Staff

o Manpower and Supplies Requisition Requests

o Exit Clearances of DM Sales & Sales Support Staff

o Hiring and Firing of DM Sales & Sales Support Staff


Review/Recommendatory

o Job Descriptions, KRA's/KPI's of staff

o DM Sales Plan for approval of the EXCOM

o Inventory levels / Stocking

o Product development/ Product mix

o Price

o Payment Requests

o Purchase Requisitions

o Credit

o GFC and Key Accounts assignment

o Delivery methodologies

o Competitive activities / Marketing campaigns

o Sales process improvements

o Hiring, Firing, Disciplinary Action, Promotion


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