Regional Sales Manager at Volvo Group

Job description

The main purpose of the job is to sell the UD Trucks SA products (Transport solutions) to Customers in SA as well as domestic export within the Company’s operational plan parameters, whilst supporting the Dealer network in selling UD Trucks in the right application and ensuring profitability of vehicles for perpetual succession.

Job Objectives

• Strategic
• To take responsibility for compiling a sales strategy and sales plan (sales mix) in order to reach set targets as determined for their area of responsibility in supporting the company business plan.
• To manage, to UD Truck’s advantage, the Customer profile by establishing a customer management strategy for the Dealer Sales team, to strengthen relationships and secure future business.
• To optimise opportunities to sell UD Trucks’ products by analysing the market trends within his area of responsibility, and ensuring the information is given through to Corporate office, to ensure effective response through price adjustments, sales campaigns and spec changes.
• To drive the companies vision through an effective CRM (Customer Relation Management) programme, applicable to UD Trucks and Dealer sales departments, draft action plans accordingly and ensure effective and efficient implementation of corrective action.
• Operational
• To drive the implementation of the sales plan throughout the Dealer Network within his/her area of responsibility in a structured and focused manner; and to ensure that regular measurement, corrective action and feedback are maintained, on a monthly, quarterly and annual basis.
• To manage and control the VMS (Variable Market Support) within the company operational plan parameters for his/her area.
• To draft the necessary supporting documents for VMS confirmation (King III Report) and communicate monthly on wholesale VMS approved amounts and corresponding approval numbers.
• To ensure a competent and professional sales force at dealer level, through input to training department on sales development needs, as determined by CRM (Customer Relations Management) system.
• To facilitate a demo programme to the dealers to introduce new products and their applications to customers, in order to generate sales.
• To ensure good corporate governance in the sales department, by implementing the relevant policies, procedures and processes.
• To accurately report against sales targets, and take corrective action as and when required.
• To manage and control the Operational expense budget through monthly reporting.
• To represent UD Trucks SA at IRTE (Institute for Road Transport Engineers) and RFA (Road Freight Association) and participate in the discussion of amendments of acts pertaining to the trucking industry.
• To optimize profitability through management of the sales channels and segments in his/her area of responsibility.
• To manage the Pipeline activity within his area to ensure sufficient activity of the Dealers Sales force with customers to support the monthly forecast and target.
• To ensure the Dealer network submits there monthly forecast timeously to enable effective inventory planning by UD Trucks SA.
• To ensure that Dealers are compliant with QR (Qualitative Requirements) resulting in becoming illegible to partake in the Incentive Programmes.
• To manage the utilisation of AD Levy Fund by Dealers for their marketing activities for the year.
• To set Dealer targets to market potential and ensure the balance is maintained between vehicle segments in conjunction with the Top-Down Plan Business Plan.
• Client and Staff
• To manage Dealer sales force to ensure structured and value added visits to UD Trucks SA Clients.
• To continuously build and enhance customer relationships via the Dealer Network and ensure UD Trucks SA is professionally represented.
• To ensure that customers and staff are well informed through a regular and well structured communication plan, as well as requesting field staff meetings for specific communication requirements.

Qualifications

• Grade 12 or equivalent.
• Formal qualification in sales and marketing (essential).
• Technical diploma (desirable).

Job Experience

Minimum of 5 years sales experience, preferably in the truck industry plus minimum of 5 years in a sales management role.

Job Knowledge

• Knowledge of the Truck industry.
• Knowledge of UDTSA products (advantageous).
• Budgetary control and cost accounting.
• Strategic planning and resource allocation.
• Knowledge of sales principles.
• Technical product knowledge: Commercial vehicles.
• Legislation (Compulsory specifications, NRTA, FICA and NCA).
• Basic Finance and Legal industry knowledge (desirable).

Job Related Skills

• Computer Literacy: MS Office Suite.
• Judgement and decision making.
• Analysing.
• Organising and planning.
• Problem solving.
• Effective communication (verbal and written).
• Presentation Skills.

Key Competencies

• Relating and Networking.
• Delivering Results and Meeting Customer Expectations.
• Deciding and Initiating Action.
• Entrepreneurial and Commercial Thinking.
• Adhering to Principles and Values.
• Planning and Organising.
• Working with People.
• Leading and Supervising.
• Persuading and Influencing.
• Analysing.
• Following Instructions and Procedures.
• Adapting and Responding to Change.

Volvo Group Southern Africa (Pty) Ltd is an affirmative action, equal employment opportunity employer.