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Sales Manager

Location:  Mexico, Monterrey Nuevo Leon

Function:  Sales

Purpose of Job


The Sales Manager GIM has operating and managerial responsibilities and is accountable to the Country Manager Mexico for managing the Sales Team within the scope assigned.  He/she is responsible for the specification & sale of the relevant assortment within Mexico, while maintaining profitability targets; for building both distributor/converter and key end-user customer relations; for developing and implementing selling programs within Mexico to support overall Company objectives; for hiring, training and developing assigned personnel; and for expense control within Mexico.


Immediate Subordinated Posts

Assigned General Industrial Markets Sales Representative and Specialists; ranges from 4-5 personnel.
 

Principal Accountabilities/Main functions

  1. Achieve planned sales and profitability objectives in area of responsibility at minimum cost and within established budgets.
  2. Set sales objectives and performance standards for Sales Specialists and distributors in the area of responsibility.
  3. Continuously measure performance and provide feedback to team members
  4. Analyse competitive activity, including sales operations, policies, and organization, and sales campaigns.
  5. Develop and maintain distribution/converter network in accordance with GIM and country strategy
  6. Train and coach Sales Specialists to report to him/her improve performance and facilitate career development
  7. Recommend to the Country Manager long and short range sales objectives, policies, organization -- including job design and personnel selection, and standards of accountability for the Region; develop these plans within the framework of Company plans, and execute the programs when approved.
  8. Recommend selling programs and pricing policies for the Company’s products and focus attention on key marketing opportunities.
  9. Consult, advise and request appropriate sales support action from all units of the regional Business Units and Marketing functions in line with sales objectives and market conditions within Mexico.
  10. Recommend compensation, in accordance with Company policy, for personnel assigned to the Sales Manager.
  11. Continuously inspire immediate team and co-workers for improved performance and contribute to the job satisfaction of all personnel by demonstrating positive attributes and leadership.
  12. In cooperation with Marketing, develop strategic focus and emerging market strategies to include end user type, application focus, product offering
  13. In accordance with ttNA market segment focus, assure the identification of key accounts in these designated market segments with identification of decision makers as well as of supply relationships and value chains at key accounts.
  14. Full channel management of national account in Mexico.
  15. Development and execution of corrective modifications in case of deviations from plan.
  16. Collaboration in international expert meetings if applicable, and communicate with regional and corporate headquarters on current activities and specification approvals
  17. Support local sales force for operational implementation of delegated subtasks.
  18. Monitor all relevant and agreed upon KPIs within approved CRM system
  19. Support annual ABP process by submitting relevant key figures for sales and margin.
     
Hiring Requirements

  1. Degree in business marketing or management, plus strong business acumen.
  2. Proven sales record with minimum 5-8 years of experience gained working with industrial accounts is a must.
  3. Sales management experience preferred
  4. Leadership skills to be demonstrated
  5. Demonstrable understanding of “pull through” selling and channel management required
  6. Strong characteristics of empathy, ego drive, ego strength and relationship building skills while being a strong team player
  7. Must have current valid driver’s license. Physical ability to drive for lengthy periods.  Must also be available for 60-70% travel.
  8. Proficient in use of computers to include but not limited to Microsoft products-Outlook, Word, Excel, PowerPoint-as well as ability to use or learn the use of Customer Relationship Management software programs.
  9. Spanish Fluency required with good command of English business language

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