The Regional Sales Manager manages a portfolio of customers and prospects in the DIC DP business sectors. He/she must implement the resources needed to achieve the sales targets set for the year in his/her geographical area.
He/she carries out the actions set out in the sales policy and action plans.
He/she updates and feeds the sales database (Salesforce) on a daily basis.
LABOUR RELATIONS
In the course of his/her work, the Regional Sales Manager liaises with the various departments within Domino SAS (the Customer Service Department, the Customer Accounting Department, the Regional Technical Managers and the sales management) and Domino Europe (Product Managers, Sampling and Demonstration Centre of Excellence, Domino subsidiaries).
He/she also takes part in European trade fairs and meetings.
ACTIVITIES AND RESPONSABILITIES
Responsible for achieving targets
- Achieve the sales targets set at the beginning of the year.
- Implements the actions set out in the sales policy.
- Propose the actions and resources needed to achieve objectives.
- Identify customer needs and validate the feasibility of the project.
- Demonstrate products on existing customer sites or at the Centre of Excellence.
- Maintain an overview of business trends to provide reliable forecasts.
- Develop sales with a view to overall profitability:
- Negotiate the best possible selling price to maintain margins.
- Validate with the customer the terms of payment for the order and ensure that the agreed payment terms are met.
- Systematically communicating an exhaustive definition of customer requirements that can be used by other departments, in particular to Project and Customer Services for rapid processing of orders, and to Technical Services for successful completion of the installation right the first time
- Develop new customers through active telephone prospecting.
- Make regular visits to customers to build loyalty.
- Know the market and the competition. Continuously analyse your sector to identify opportunities.
Follow up all customer orders
- Ensure receipt of customer deposits
- Ensure that all customer payments in the sector are received; in the event of non-payment, take the necessary steps to settle the dispute (with the Technical or Financial Department).
- Be in regular contact with the after-sales technicians in your sector and with the Technical Manager to ensure that you have all the information you need about your customers.
- Alert the Technical Department when a problem is reported at the customer's premises and coordinate the action to be taken, then ensure that the problem is resolved.
Take action to improve your sales skills and effectiveness.
- Be sufficiently active to generate opportunities. A minimum of 4 to 5 visits per working week is expected.
- Apply the methods and techniques acquired during training to improve efficiency.
- Make sure you have the necessary up-to-date technical knowledge and ask for any help you may need.
- Make sure you have sufficient knowledge of the competition. Take advantage of training courses, customer feedback, trade fairs and information available on the internet to perfect your knowledge.
- Work with your manager to assess your performance, level of activity and skills using KPIs (Key Performance Indicators).
Participate in the follow-up of marketing actions:
- Follow up customers or prospects by telephone as part of a campaign.
- Ensure accurate follow-up of opportunities or leads.
- Attend trade fairs on the dates requested by the sales manager.
- Take an active part in inviting customers to trade fairs, in order to optimise the number of customer visits.
Update and feed the sales database (Salesforce) on a daily basis:
- Ensure that you have the knowledge required to use the sales database correctly.
- Plan appointments in advance and, once they have been made, draw up a visit report covering the subjects discussed and actions planned.
- Enter into the database all telephone calls where there is a discussion with the customer or prospect. Specify the subject discussed.
- Regularly update the competitor database. Enter the technology, model, quantity, installation date and contract end date in the case of financial leases. Create a reminder task based on the probable renewal date.
- Transmit to Marketing, via the sales database, information gathered from customers about the competition.
- Continuously analyze your sector to identify market opportunities.
He/she complies with hygiene, health and safety rules. He/she informs the Health and Safety Manager of any deviations he/she observes concerning the safety of products or their use, as well as the working environment.
SKILLS REQUIRED FOR THE JOB
Professional Skills
- Be experienced in sales techniques and commercial negotiations.
- Have the product and business expertise to act as an advisor/consultant.
- Be responsible for sales in your geographical area.
- Communicate easily with internal and external contacts (French - English).
- Adapt his/her behaviour to the diversity of contacts, in relation to so-called complex sales.
- Be able to analyse complex projects and define the appropriate strategy.
- Sufficient knowledge of the financial environment (ROI, operating costs, etc.).
- Active listening, critical thinking and analytical skills.
- Ability to deal with problems and provide solutions.
- Getting involved in the management of any commercial, technical or financial disputes.
- Detecting and analysing new customer needs.
Cross-Disciplinary Skills
- Mastering IT tools.
- Use communication tools.
- Organise your time and work efficiently and to deadlines.
- Optimise sales activity between on-site and remote meetings.
Know How to be
- Autonomy
- Thoroughness
- Efficient and effective
- People skills
- Adaptability
- Empathy
- Curiosity
Aplicar