Sales Manager Sample Job Description

Provides support to Strategic Business Unit Managers by managing smaller accounts, and ensuring customer support.

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Summary

Provides support for each of the Strategic Business Unit Managers (SBU) throughout the OEM and Dealer sales, new business development, and new and existing product development process. This requires engaging in various business related activities with cross-functional teams throughout various departments (Customer Care, Engineering, Manufacturing, Sales, Marketing, Product Management, Finance, etc). Provides internal and external support for assigned OEM’s and Dealers located around the globe, as well as all company and departmental goals. The Sales Manager will also directly manage certain OEM and Dealer based accounts where applicable.

Job Results, Essential Functions & Measures of Success

Strategic Business Unit (SBU) Support

Essential Functions
  1. Responsible for completing and updating competitive profiles of all competition.
  2. Performs research for the SBU Managers with regards to marketing, sales, competitive, data needed
  3. Assists OEM customers with answers to any questions they may have such as ordering information, configurations, general questions; provides quotations on customer requirements and provides appropriate follow up.
  4. Follows up on sales leads and NBD for SBU Mgrs.
  5. Coordinates activities associated with customer trainings on site or at the customer’s facility.
  6. Coordinates customer visits (hotel accommodations, airport pick up, dinners, internal prep-work, etc).
  7. Communicates on sales opportunities/issues to Director of Sales, SBU Mangers, and Cross Functional Teams where applicable.
Measures of Success Supervisor's observation:
  • Support is provided when needed and with appropriate level of detail and timely follow-up
  • Research projects
    • Provided quarterly
    • Possess required level of accuracy and detail
    • Thoroughness of research
  • Same day customer response

Achievement of Sales Goals

Essential Functions
  1. For accounts being directly managed, develops and implements a strategic plan that supports the organization’s vision and goals; translates the strategic plan to Director of Sales and cross functional teams to ensure support; and modifies the plan in response to changing internal and external factors. At the same time providing the same type of strategic support to the SBU Managers.
  2. Completes and updates competitive profiles of all competition.
  3. Forecasts gross sales revenue for any accounts that are directly managed.
  4. Assists OEM customers with answers to any questions they may have such as ordering information, configurations, general questions; provides quotations on customer requirements and provides appropriate follow up.
  5. Communicates on sales opportunities/issues to Director of Sales, SBU Mangers, and Cross Functional Teams where applicable.
Measures of Success Strategic Planning
    • % annual achievement of business plans where applicable
Corporate Goals -- Achievement of:
    • Sales Performance
    • New Business Development Targets
    • Gross revenue targets
    • Net income targets
    • Customer satisfaction metrics
    • Forecast accuracy
    • Effectiveness of Competitive Analysis

Product Management/Development Support

Essential Functions
  1. Works closely with Product Manager, Marketing Communications, and R&D Management in bringing existing and new products to market.
  2. Supports in all aspects of existing and new product development (DCP control, requirements documents, customer interaction, etc)
  3. Works with Marketing and the International SBU to develop sales tools, brochures, support for new product rollouts, trade shows and presentations.
  4. Travels to customer sites and trade shows, and is in weekly discussions with the customers via email and phone (where applicable).
Measures of Success
  • OEM NRE product development projects completed on time and on budget

Critical Success Factors

Entrepreneurship

Ability to support the sales positioning of products creatively to customers when faced with difficult competition and product development challenges. Ability to turn threats (from competitors, government policies, and new technologies) into business opportunities.  Understands how the business produces customer value and measurable results, and shows an unrelenting and aggressive drive towards achieving annual goals.

Adaptability

Ability to demonstrate a high level of integrity, responsibility, accountability, strong interpersonal skills, combined with the ability to build consensus.  Ability to be open and versatile with regards to new ways of doing things with organizational, market, priority, and personal change.

Customer Focused

Ability to provide a high degree of customer service and excellent results through responsiveness and anticipation of customer needs.  Ability to surface potential client/customer satisfaction concerns and take swift, proactive action to ensure resolution. Ability to serve the customer through behavior and actions that are respected in the customer’s culture.

Scope of Authority & Accountability

People: Very Complex. Although position does not have any direct reports the ability to productively and efficiently work with various groups of individuals internally (technical, business, marketing, sales, operations, customer care), as well as able to productively and efficiently work with various domestic & international customers and their diverse cultural and business differences is critical. Operations: Moderately Complex. e.g. support the SBU Managers expand into new markets, support new products/enhancements to existing products, manage and provide direction to the customer (internally and externally), and meet all budgeted sales and new business development goals (where applicable). Money or Capital: Moderately Complex. e.g. accurate forecasting of sales, and stay inside budget (if provided).

Position Qualifications

Minimum Education & Experience:
Two (2) Year Degree in Business/Marketing, or 5 plus years relative experience. One (1) year experience in business to business sales and business development, international preferred

Other Skills/Knowledge/Experience
• Strong interpersonal skills and desire to satisfy customers
• General business concepts such as margin analysis, production processes, and sales are required
• Very well organized and able to successfully handle and deliver results on multiple tasks at once
• International sales and business development experience preferred
• Ability to work in a dynamic, entrepreneurial organization, in both cross-functional teams, within your department team, as well as an independent environment

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