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Regional Sales Manager

Regional Sales Manager

JOB DESCRIPTION

 

NAME:                   

 

TITLE:                    REGIONAL SALES MANAGER (RSM)

  

RESPONSIBLE TO:  HEAD OF UK SALES

 

OVERALL PURPOSE: To successfully propose & implement digital automated solutions & services to both new and existing customers with a view to maximise long term profitability and deliver the required sales target

 

 

 

 

Main job tasks & responsibilities:

 

  • Achieve sales target – monthly, quarterly and annually
  • Minimum Standards of Performance to be adhered to – these will be shared by the Head of UK Sales
  • Drive continued growth from the existing customer base through engaged, loyal, supported customers and continually uncover opportunities to gain new customers
  • Maintain and support our key dealers activity and performance in the relevant geography
  • Maintaining good margin in each account within portfolio
  • Produce a Territory Coverage Plan at the start of each FY detailing calling activity to ensure the territory penetration is in place to drive a strong pipeline of opportunities – the criteria will be agreed with the Head of UK Sales
  • Penetrate companies at all levels across the business
  • Preparation, development and implementation of account/business plans relevant to the larger companies within portfolio
  • Provide account leadership engaging with senior management – internal and external.
  • Act as co-ordinator, connector, influencer within the business – One Duplo
  • Build solid relationships between customer and company – play a strategic role in delivering unequalled customer satisfaction
  • Assume role of trusted advisor and educate/inform customers of new innovative technologies available to them in support of their business growth
  • Deliver first class service & ensure customers maximise benefits from their investment within the Duplo solution
  • Ensure best use of time during business hours is achieved, remain focussed on moving sales opportunities through the sales process to a close
  • Ensure accurate CRM information is updated daily, capturing all notes etc.
  • Ensure a minimum of 12 customer face to face visits or Teams calls per week to maintain a strong pipeline is in place to support the consistent achievement of annual targets  
  • Ensure Partner relationships are maintained and tracked in the Outlook calendar
  • Ensure the Outlook calendar is up to date and details all activities: meetings, admin, phone calls, emails, customer demonstrations
  • Ensure all tools are utilised to gain and create new sales opportunities i.e. Mail Merge, Social Media (LinkedIn), Partner relationships, telephone, cold calls
  • Ensure demonstrations are booked in agreement with the Showroom Manager
  • Ensure any credit terms outside of normal business rules are agreed with Head of UK Sales/Accounts/FD
  • Ensure written proposals are clear and include the current situation, the desired situation, together with your recommendation, detailing the value of the proposed solution to the new or existing customer
  • Ensure clear and concise communication with other Duplo sales departments (CDT and Telesales)
  • Ensure attendance at Direct Sales Team meetings is positive and engaging and in support of colleagues and peers
  • Ensure competitor knowledge is up to date and thoroughly researched to successfully win opportunities and maximise profitability at all times
  • Deal directly with customers either by telephone, electronically or face to face
  • Record, escalate and follow through customer complaints in line with Company procedure
  • Process orders within department time scales and ensure all paperwork is accurately completed
  • Ensure all site surveys are completed to the requirement of the business, to include photographs, videos etc.
  • Professionally manage customer relationships in order to improve customer loyalty and satisfaction
  • Plan administration days each week to ensure all actions are completed
  • Communicate with internal departments in a positive and professional manner – lead by example
  • Thorough knowledge of the organisations’ products and services

 

Key Competencies:

  • Excellent Interpersonal skills
  • Communication skills – verbal, presentation and written
  • IT skills
  • Listening skills
  • Problem solving
  • Attention to detail and accuracy (order processing, quotations)
  • Customer service focus
  • Adaptability
  • Assertive
  • Team player with ability to complete individual tasks
  • Calm disposition in response to difficult customers
  • Motivated to consistently achieve results
  • Behaviours to reflect those of an industry leading sales function
  • Resilient

 

Continual Personal Development:

  • Cross functional training
  • Up to date HR Feedback
  • Identifying and prioritising training needs
  • Recognising individual and team achievements
  • Knowledge sharing within team
  • Work with the Head of Sales to ‘create the right working environment’ for you, the individual

 

 

 

 

 

 

 

 

 

 

 

 

 

Measures:

All the above points will be assessed with you by the Head of UK Sales on a monthly basis or at timed 1-2-1 meetings arranged by the Head of UK Sales

 

Key measures for performance review will be:

 

  • Minimum standards of performance – shared by Head of UK Sales
  • Achieving consistent monthly sales targets
  • Achieving consistent quarterly sales targets
  • Achieving consistent annual sale targets
  • Activity – Either 12 face to face customer visits or Teams meetings per week minimum
  • Territory coverage plan – territory penetration to uncover opportunities
  • Pipeline growing to a minimum £3m rolling at any one time to ensure target achievement
  • Accurate weekly forecasting to Head of UK Sales
  • Maintaining and updating the deal status in CRM
  • Maintaining and updating the business activity CRM
  • You will be required to work in line with the Company GDPR and Health & Safety policies

 

 

As an employee of Duplo you would be expected to adhere to the company values, carry out any reasonable request from your manager or peers and continually seek to improve. Any content in the job description including measures, are reviewed ongoing and subject to change.

 

 

 

 

 

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Job Overview
Category
Sales – Photocopier/Print
Offered Salary
39000
Consultant

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