Sales Manager

Responsibilities

• Strategy: Execute sales plans in alignment with global sales strategy and regional plans.
• Develop account strategies to maximize business growth and meet customer's needs.
• Liaise with regional leader on best approach to implement account strategies.
• Coordinate all commercial activities (pricing, product changes, transitions, contracts, special deals, etc.).
• Discusses and informs customers on innovation activities.
• Customer Intimacy: Manage the relationship with the customer, build and maintain strong relationships with strategic buyers and key influencers/advisors across the customer's organization
• Develop relationship map for each customer.
• Coordinate with internal teams (Customer Service/Fulfilment, Quality, Supply Chain, Manufacturing, and others) to meet customer needs or solve customer issues; escalate when necessary.
• Analyze customers’ business to better understand what is required to meet expected goals. Define customer needs and product value end use.
• Understand the “voice of the customer” and share insights with key internal stakeholders.
• Report results, trends, gaps, competitor landscape, etc.
• Create a conduit between technical groups where appropriate.
• Pricing: Formulate pricing strategies in conjunction with sales leadership.
• Understand customer’s next best alternatives when formulating pricing strategy for the business.
• Negotiate with customer. Ensure that the strategies are properly implemented.
• Develop negotiation skills.
• Provide feedback to sales leader and marketing.
• Pipeline: Develop portfolio of projects/opportunities and manage pipeline.
• Identify incremental opportunities but may need support to close deals.
• Discuss opportunities with R&D, Product Management and Marketing.
• Maintain data in systems to enable effective pipeline management (i.e. CRM, Innovation tracking, etc.).
• Account Plans: Build and manage account plan for key customers.
• Track progress and communicate results.
• Manage contracts, rebates and specification requirements.
• Developing some understanding of what the customer values in our business relationship.
• Drive to be less transactional and more value driven.
• Escalate need for additional customer support (packaging/quality/R&D, etc.)
• Forecast and Product Allocation: Collaborate with Sales Leader to analyze forecasts and set challenging targets for each customer.
• Update forecast based on customer feedback on a timely basis.