Territory Manager at Volvo Group

Job Objectives:

• Interfaces directly with end customers in the territory, negotiates deals, sells products and solves problems.  Ensures deals are complaint with company regulatory and tax requirements.
• Undertakes background research to gather information on the customer’s business, segment and financial situation ensuring that deals are most likely to be approved by the appropriate Credit & Risk Committee.
• Seeks new opportunities to enhance service offerings through a profound knowledge of the customer’s business.
• Meets customers together with the dealers, Volvo Group product sellers and facilitates sales with VFS bundled offerings.  Proactively introduces fee-income offerings, particularly insurance, at the point of sale - POS
• Attends meetings at the dealerships to promote VFS, follow opportunities and gather information on customers and markets.
• Delivers point of sales training and provides guidance to dealers, Volvo Group product sellers in all VFS products and offerings.  
• Provides input to sales forecasts. Supports quarterly key dealer reviews.

Relationships

• Establishes strong relationships with customers and key accounts to improve the achievement of business objectives.
• Develops and controls a strong dealer network to cover the territory and works together with the dealers to facilitate VFS’s presence in the market at the end customer.
• Builds and maintains strong working relationships with Volvo Group product sellers in order to align and achieve common objectives through positive business relationships.

Other

• Implements the local commercialisation of new products and services.
• Provides assistance regarding debt collection and risk management activity as and when requested.
• Provides input to performance reporting and forecasting of sales performance and its reporting within territory.

Job Knowledge & Skills Requirements:

• Good understanding of the business of VFS, the Volvo Group products and the customer/dealers businesses.
• Strong ability to build, develop and maintain strong relationships with customers, dealers, and colleagues in the Group’s product companies.
• Excellent sales and negotiating skills.
• Analytical ability to compile and motivate a credit application
• Ability to develop, explain and sell complex, bundled offerings..
• Is target-driven and self-motivated in achieving objectives.
• High level of IT application skills.
• High level of English (oral/written).

Qualification & Job Experience:

• B.Comm University degree or equivalent is required.
• Good financial understanding.
• Strong business understanding.
• Typically, a minimum of 3 years’ experience in a similar sales role.
• Previous experience in a commercial vehicle company is preferred.
• High level experience in MS Office applications (Word/PowerPoint/Excel).

Key Competencies:

• Adhering to Principles and Values.
• Delivering Results and Meeting Customer Expectations.
• Leading and Supervising.
• Decision Making and ability to take initiative actions.
• Following Instructions and Procedures.
• Coping with Pressures and Setbacks.