Country Sales Manager (Singapore/Malaysia)

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Job Description:

We are looking for a Country Head of Department - Sales Manager who will be responsible for overseeing an assigned sales plan requiring the generation of new business within new or existing accounts and the retention of existing accounts. He/She coaches Area Sales Managers and Account Executives to develop their sales skills and increase their product knowledge.

Responsibilities

Performs On the Job Supervision/Coaching with Sales Team

• Performs pre-call sessions with sales team to review objectives and expectations for sales calls.

• Utilizes online coaching platform to document sales call strengths and weaknesses.

• Participates in customers meetings to present and review proposals with clients and sell the value of solutions.

• Conducts post call reviews with sales team to discuss observations.

• Develops joint action plans with sales team to improve their performance in key areas.

• Trains the sales team on pull-through techniques for various products and services (e.g., small package, freight, etc.) to ensure sales teams are able to successfully penetrate and execute contracts.

• Conducts customer calls for higher revenue accounts to lead by example and share sales expertise with the sales team.

• Reviews plan versus actual performance with sales team to support sales team performance and create action plans to improve results.

Provides Internal/External Customer Support

• Facilitates training of the sales team on new products, sales campaigns, and strategic products or rates to share information on sales solutions and best practices.

• Participates in setting the departmental budget to ensure the guidelines are realistic and achievable.

• Shares customer problems with Branch Managers and operations teams to provide awareness on recurring customer issues.

• Follows-up with customers to ensure successful problem resolution.

Develops Sales Strategy and Measures Effectiveness

• Develops and communicates sales strategy initiatives to drive revenue growth internationally.

• Utilizes sales performance measurement tools to determine the achievement of sales goals.

• Develops performance quality measures to evaluate sales team and individual performance levels.

• Drives the business plan to support targeted sales opportunities, account penetration, and sales growth strategies.

• Uncovers and resolves competitive gaps in the international market by monitoring the customer base from year to year to seek out new opportunities and implement competitive initiatives.

Manages Sales Team Development

• Works with sales team on effective methods for maximizing account penetration to increase UPS profitability.

• Periodically reviews performance plan with sales team members to ensure growth goals are on plan.

• Facilitates conference calls with the sales team for information sharing on customer accounts to recognize sales wins, losses, and best practices.

• Holds sales team accountable for business results and leadership behavior to develop an effective sales organization that represents UPS products and services successfully to the customer.

Performs Cross-Functional Duties

• Collaborates with cross-functional groups (e.g., Brokerage, Operations, etc.) to develop solutions for customers.

• Facilitates meetings with personnel (e.g., Business Center Managers, operations, billing, etc.) to determine corrective actions and resolutions to customers’ issues.

• Participates on cross-functional committees provide subject matter expertise.

Supports Customer Relationship Building

• Maintains relationships with senior leadership in customer organizations to network and uncover opportunities to increase revenue.

• Participates in meetings with customer stakeholders to develop relationships with C-level decision makers.

• Provides sales team assistance as needed to support the development of client relationships and enhance opportunities for new business.

• Participates in meetings to present and review proposals with clients and sell the value of the solutions.

Manages Internal Sales Relationships

• Assists Sales teams with securing internal support to overcome organizational obstacles hindering business development and sales activities.

• Negotiates with other functions to gain support for business strategies for new or existing accounts.

• Collaborates with internal stakeholders to develop comprehensive account strategies for retention and acquisition.

• Participates in strategy sessions with Sales teams during contract negotiations to ensure customer requirements for large, complex agreements are represented.

• Participates in local business plan performance reviews to represent the performance of the region.

Supervises and Develops Others

• Manages resources and people processes to ensure the day to day administration of processes and formal procedures.

• Identifies individual and team skill gaps and developmental opportunities to facilitate individual and team development.

• Ensures that direct and indirect reports have documented career goals and detailed plans for achieving these goals to develop them personally and professionally

• Conducts frequent performance evaluations in a consistent, fair, and objective manner to facilitate open communication and encourage continuous performance improvement.

• Holds others accountable to established performance levels to achieve individual and group goals.

• Coaches others and provides on-going feedback and support to improve performance.

Requirements

• Possess a Degree in any disciplines

• Minimum 10 years of sales experience in logistics industries

• Proven track record with 5 years of successful people management experience

• Experience in Enterprise and SMB sales with the ability to build and execute comprehensive dynamic sales strategies, plan and campaigns.

• Preferably but not limited to possess experience in selling Small Package & Freight products and services

• Demonstrate competency in driving results, collaborating and influencing others, development of diverse talent, meeting and exceeding customer expectations and proven communication skills

• Excellent communicator, creative problem solver and have an analytical approach to developing sales strategy

• Solid customer service attitude with excellent negotiation skills

• Team player with excellent interpersonal skills to interact with all levels of stakeholders

• Self-starter and able to work with minimum supervision

Employee Type:

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