Area Sales Manager

Key Measure: Sales Growth, Gross Profit, Customer Acquisition, Market Share

Geographic spread: Indonesia (specific areas would be allocated)

Team Size: Two (2) to Six (6).

Purpose of Role

Deliver Profitable and Sustainable Sales Growth for Cromwell, demonstrating Cromwell Principles, working alongside Reseller Network, building Value to our Resellers through business development at their end-customers through a High-Performance Cromwell Sales Team.

Role Responsibilities

The role will be responsible for:

• 70% Customer Facing time
  • Meeting All Active Resellers in regular cycles, discussing performance and implementing sales and marketing strategies/actions for delivering growth year on year, building relationships with Key Decision Makers and frontline Sales team.
  • Meeting Key End-Customers of All Active Resellers in regular cycles, individually and along with Cromwell sales team, to maintain and grow Cromwell Business year on year, building strong relationships with Influencers and Senior Management.
  • Identify and finalise Price and Trading Agreements with large multi-location End-Customers in Indonesia, and orders fulfilled through Reseller Network in Indonesia, delivering profitable sales growth, through joint business development by Cromwell and Reseller Sales team
  • Identify New Markets and Opportunities (Geographical and Industry Segments) where Cromwell has nil or limited presence today. Expand Reseller Network continuously to make Cromwell the Best-Known Industrial MRO Business across all Industrial Pockets in Indonesia.
  • Gain Market and Competition knowledge as an ongoing process. Utilise the findings to review with GM the Price Positioning and Marketing strategy to gain market share, driving profits.
• 30% Admin Time
  • Work closely with GM in the developing/managing Reseller Policy, Price/Discount Structure and Rebate Programs
  • Work closely with GM in developing, communicating, implementing, and tracking of Marketing Campaigns to drive sales growth and increase market share
  • Timely Reporting and driving sales effectiveness of self & team through CRM package

Role Responsibilities (…contd., from previous page)

• Work with Country Leaders and Functional teams to enhance the Customer Experience and make Cromwell the Easiest Company to Deal with in Indonesia.
• Develop Aggressive Growth Strategy through Reseller Network, to continuously deliver double digit sales growth Year on Year.
• Build and Maintain a Top Quality High Performing Sales Team, capable of business development and sales opportunity creation at end-customers, adding value to Resellers, growing sales & market share.
• Bridge the Gap between Resellers, Sales & Branch teams, addressing challenges and conflicts, motivating the team to remain customer focused all the time, while managing reseller/customer expectations to be realistic.
• Continuously look for key talents within the sales team and work with Country/Regional Leadership to provide training and progression opportunities to retain and nurture talent
• Establish check points and regular Management reviews to ensure Reseller Business operates as per Group Functional & Business Guidelines as well as International and Local Regulations governing the business. Highlight potential issues to Country/Regional Leadership.
• Regular Review and Monitoring of Sales and Gross Profit against Plan, and other annual KPIs of self and team, highlight concern areas, if any, to Country Leaders to ensure performance to plan.

Key Relationships

• External: Assigned Resellers (Management, Sales team), Key End-Customers of Resellers (Influencers)
• Internal: In-Country Management Team, Sales Team & Functional Team, Regional Leadership

Role Requirements

Experience and Knowledge:

• 15+ years of experience in Sales Role in Mechanical MRO Industry, of which 5 years should be in frontline end-customer facing sales role and 3 to 5 years should be Sales Leadership Role, driving sales growth through building a sales team and expanding Reseller Network in Indonesia.
• Experience in leading and managing a successful sales team, working with Industrial end-users and distribution network.
• Exposure to Product Marketing and driving sales growth through Product Promotion campaigns to Resellers and End-Customers.

Essential Qualifications & Skills:

• Management and/or Technical Educational qualification
• Sales Professional (Expert in Selling, Negotiation, Objection Handling, Value Selling)
• Excellent Communication and Inter-personal skills
• High Organisational & Problem-Solving Skills
• Team Management Skills (Exposure to Performance/Talent Management)