Area Sales Manager - Bangalore

Job Description

CUSTOMER VISITS’ FREQUENCY Visit customers of the respective sales area, according to the customers’ visits frequency defined. CAP / BOP Execute each CAP/BOP assigned per customer and product line in the area in the timing assigned. Target: a) 100% CAP/BOP presented to customers, b) 80% CAP/BOP accepted by customer c) at least 80% of the CAP/BOP sales target achieved. CUSTOMER RELATIONSHIP MANAGEMENT Identify Key unmet customer needs & follow competition moves per product line.Keep a very good customer intimacy.Assess potential per customer & per product line and ensure to complete the DA in the format and timing requested.Permanently ensure the solvability of the customers of the sales area and report any move in a structured way. NEGOTIATION Lead negotiations with his customers, respecting delegation power in place in the division.Master all the sales pitches set up to support negotiations with the customer.Valorize permanently with customers our “added value”/Specialist strategy. SALES PROCESS Plan visits in advance thanks to: visits frequency/tour planning defined.Prepare visit: agenda, CAP/BOP presentation, mastering presentation documents (sales pitch, mechanism…) and refresh the customer information through Customer view D-1.Close into STORM visit report & CAP survey EVERY day. Attend the MSM and ensure to master the sales pitch of each CAP/BOP to help the negotiation.