Area Sales Manager

Location- Ho Chi Minh - Type of contract- Permanent Full Time - Occupational field- Sales - Job-ID- 14362 - Job Description - Accountable for achieving, measuring and monitoring the sales related BS-targets and KPIs within area of responsibility. - Responsible for operative sales management within area of responsibility (team, country or cluster of countries). - Responsible for sales pipeline management in the respective area of responsibility. Addresses pipeline gaps and initiates countermeasures. - Steers, coaches, trains and motivates frontline sales staff in their daily work, helps sellers identify and address performance gaps. - Accompanies sales executives in customer visits (if required/demanded). - Monitors and adjusts sales focus lists of field sales (sales strategy for territory of field sales). - Sets yearly sales targets and defines sales plans and KPIs with Field / Inside sales executives according to agreed SLAs** and TR Guidelines. - Responsible for sales strategy and strategic sales management within area. - Responsible for setting individual sales targets within sales team and for steering the team towards targets (cascaded down from regional to area / team-level to individual level). - Identifies bottom up sales opportunities and implements into area sales planning. - For cross-BS collaboration: Responsible for steering Field / Inside Sales employees from different BSs; responsible for target setting with regard to cross-BS collaborations in his area of responsibility (i.e. for the area for which her / his sales organization has taken-over disciplinary and technical management from other BS). - Accountable for implementing governance compliant (global) processes, policies, tools, concepts and projects in the respective area. - Responsible for developing sales management routines according to TR guidelines. - Responsible for the operative alignment with the Operations Managers in his / her area in terms of sales target setting and sales target adjustments in certain intervals (e.g. quarterly) if required by business needs (from own and other BS in case of X-BS collaboration). - Reduces / optimizes internal sales cost in area of responsibility (e.g. personnel cost, travel cost, other expenses of area team; cost-output ratio). - Supports in the cash collection of unpaid / overdue invoices for the customers for which his/her team is responsible. - Aligns with Regional Sales Manager on how to optimally structure field sales, inside sales and sales support in the area of responsibility (i.e. team / country / cluster) in order to leverage synergies. - Supports in organizing and tracking of sales campaigns with relevant stakeholders. - [Depending on span of control: operative sales task possible]. - Fosters cross-BS / cross area collaboration, communication and best practice sharing to support cross-BS customer development. - Drives Corporate and BS KAM (Key Account Management) and -Tender activities in the area and commits to BS contribution for globally defined sales and qualitative targets. - “Area" here: area of responsibility - may consist of several countries / geographies acc. to TR nomenclature (e.g. Area Sales Manager “BF X / BS X / cluster XYZ”). **"SLAs" here means bidirectional agreements between Sales and Business on collaboration and delivery, e.g. on capacity, volumes, prices. - Experience & Further Qualifications - Languages: Fluent in English (B2 Upper intermediate), further language welcome but not required. - Expert in negotiation and consultative selling. - Expert in sales planning, pipeline management and opportunity qualification. - Expert in analysing information, problem-solving and decision taking. - Awareness in interpreting profit & loss reports. - Professional: 3-5 years of professional experience in related area. - Leadership: At least 2 years of leadership experience as Manager for a medium-sized team of employees or multiple small Teams. - Intercultural: At least 2 years of experience working in/ with intercultural Teams.