The Regional Sales Manager (RSM) mission is accomplished through the development and implementation of detailed regional sales activities which entails the maximization of the year over year growth, market share and sales targets in the assigned region.
The RSM will develop and execute an annual regional plan, manage and deploy resources within the region, drive competitor awareness, local market comprehension and its profitable maximization, current and future product/service offering awareness and most importantly complete local client need understanding and desires.
The RSM will also have the responsibility of facilitating the number collation for the Nigeria Account Managers which gives him/her the regional responsibility of managing two Account Managers within the region.
The RSM will professionally manage assigned region to achieve identified key objectives which are:
– Manage opportunities for all products and services achieving the booking targets.
– Maintain product/service familiarization
– Provide feedback and direction on all matters of: opportunity, competition, loss, change, problem of
market intelligence and strategy for region.
– Maintain records for region, its present and prospective customers, competition and other sales
activities.
– Develop strong, long-term, business relationships in the assigned region.
– Manage designated region agents/ representatives.
– Determine annual regional unit and gross-profit plans by implementing sales strategies; analyzing
trends and results.
– Establishes sales objectives by forecasting and developing annual sales quota for the region
projecting expected sales volume and profit for existing and new products.
– Maximize sales for the assigned region by closing opportunities effectively.
– Effective region sales planning and development, including identification of dollar potential on
company and company sites.
– Continual opportunity management and forecasting for the assigned region.
– Manage assigned territory market including client and competitor activities.
– Provide advice/ assistance to credit and collection, marketing and completion of sales.
– Develop and maintain a detailed regional plan.
– Maintain data base of all installed base within the assigned region.
– Travel throughout the assigned region as needed.
Desired Skills and Experience
Position Qualifications:
– B.Sc or B.Eng with 12+ year’s experience.
– Availability to travel 60-70% required.
– Fluent in English language and French.
– Demonstrated an ability to sell effectively over time
– Ability to strategically learn industrial products and services
– Consistently a top sales performer
– Ability to utilize key soft wares including: Oracle & CIRS
Key Accountabilities
– To promote and develop the sale of Product Services (Field Service, Repairs and Parts) and other
business services to all regional customers (new & existing).
– Monitor and achieve sales targets in the region.
– Report competitor & market activity information.
– Determine how best to deploy all resources in order to maximize profitability
– Develop region specific strategies to maximize growth
Personality Traits
-Highly energetic with a contagious enthusiasm.
-Ability to drive initiatives by influence and direct authority.
-Ability to convince and get buy-in through influence rather than simple authority.
-Sales orientation including the foresight to see the “big picture” with an ability to drive sales
to completion.
-Ability to effectively engage clients at any level within their organization.
-Innovative, dynamic and creative thinker.
-Positive response to business and time pressure.
-Outstanding communicator at all levels.
-Self drive and goal orientated.
-Ability to stay current with industry trends and developments.
