Area Sales Manager - Used

Role Summary

The main responsibility of the Area Sales Manager is to work in the field, develop,drive, support and follow up the activities to sell products and services in the geographic area including Dealers. The Area Sales Manager has the operational responsibilty to steer the sales related activites in the market and business plan in collabotation with the dealer sales force, aiming at reaching Scania's commercial targets in the area.

Job Responsibilities

Area Sales Strategy implementation:

Support implementation and follow up of the Sales Strategy in the area, as base for the Market and Business Plan.

• Represnt ethe distributor Sales Director in the area
• Implement and foster the Scania Sales Mindset in the area, Lead by example.
• Foster a result and customer oriented mind-set
• Execute the Sales Strategy based on structured sales, Retail Sales Management (RSM) through a Customer Relationship Management (CRM) approach.
• Manage the pricing strategy
• Take responsibility for Business Plan implementation
• Identify tnew business opportunites
• Develop and promote Scania products and services
• Collect sales data to creat forecasts and action plans for sales strategies and lead time.
• Ensure that relevant financial and statistical reports are compliled, analysed for further imporvements
• Monitor market and competitor activity, trends and demands
• Coordinate and escalate findings and market needs back to the Sales Director
  
  
  

Coach the sales force:

Functional responsibility to coach and follow-up dealer sales force.

• Set, track and report on dealer sales activivties and plans, sales forecasts, objectives and targets
• Coach, motivate and encourage accountability in sales teams to reach targets
• Identify deviations and generate appropriate action plans.
• Implement and develop structured sales (RSM) through a CRM approach.
• Engage actively in sales meetings.
• Visit dealers and workshops regularly for development and follow-up
• Interact with and visit prospects and customers regularly with Scania Salespersons
  
  
  

Improvement work accordingly to the Scania Way (SRS):

Understand and act according to the Scania way frame work

• Understand and act according to the Scania way frame work.
• Maintain the normal situation, detect deviations and act immediately to eliminate them.
• Contribute in daily follow-up, daily steering
• Participate and contribute in improvement activites based on a standardized working method.
  
  
  

General Competencies:

• Implement and develop services sales ways of working to maximise customer interaction
• Manage a team of Sales Support personnel
• Actively engage in team meetings
• Regularly interact with and visit dealers and workshops for development and follow up
• Regularly interact/visit customers
• Conduct and act upon P&D Talks, competence and performance management, succession planning and employee satisfaction surveys
• Monitor and ensure Customer and feedback is acted upon in conjunction with the relevant departments.
• Monitor, analyse & co-ordinate price changes regularly and when needed
• Ensure compliance with Scania standards, policies, local legislation and regulations for all Markets in Southern Africa
  
  
  

Manage the Services Portfolio

Define, develop, communicate and market the services business, portfolio and service solutions:

• Conceptualise & Create new solutions in line with customer needs, actively interacting and listening to the network
• Establish and maintain relations with other service providers to our customers while developing service solutions for Non-Scania products
• Engage and Cooperate/Co-ordinate with other departments to develop the portfolio
• Market and communicate Scania services to existing and potential customers through various marketing channels and platforms as well as the Regional Dealer Network.
  
  
  

Systemize improvement work according to the Scania way (SRS)

Set agenda for standardized work methods and improvement activities and manage resources within the same department and cross-functional improvement activities:

• Set agenda for standardized work methods and improvement activities and manage resources within the same department and cross-functional improvement activities
• Follow up on Improvement activities and goals in connection to the business objectives
• Ensure transfer of best practice between teams within the same department and between departments
• Apply systematic management (setting measurable targets, secure resources, set standards, follow-up, implement learning loop)
• Set a lean strategy (linked to business needs) for whole the operation
  
  
  

General Competencies:

Business Perspective - Using an understanding of business issues, processes and outcomes to enhance business performance

Customer understanding - Demonstrates understanding of customers, their commercial offerings, industry, business, motivational drivers and needs. Understands how Scania can contribute to the optimization of customer profitability.

Influencing Skills - Persuades, convince and influences others to obtain their buy-in and support for specific course, action or direction. Understands others' point of view. Creates maintain anf leverages a network of supportive relationships

Negotiation - Ability to explore positions and alternatives to reach best possible outcome by seeking mutual benefits and maintaining relationship in business discussions with the counterparts.

Products and services - Maintains an up-to-date understanding of products and services necessary to perform duties and tasks. Understands Scania products and services value proposition, connected to processes and business

Teaching for differenctiation - Offering unique perspective by delivering insightful data, solutions or experience to customers that helps them better compete in their own end-market

Value selling - Ability to apply the method to identify the right solution for the individual customer as well as explain and argue for the value of an offer, expressed in money and/or time.

Professional Competencies:

Communication - Listening and communicating openly, honestly and respectfully with different audiences, promoting dialogue and building consensus.

Ensuring Accountability - Holding yourself and others to high standards of accountability, and creating an infrastructure and transparent culture that supports and measures personal and organizational responsibility and accountability.

Initiative - Dealing with situations and issues proactively and persistently, seizing opportunities that arise.

Inspiring Others - Energizing and inspiring others to strive for excellence and commit to common goals and purposes, creating a sense of self-efficacy, resilience, and persistence in followers.

Leading change - Recognizing the need for change, being open to new ideas and methods, and championing transformational change within the organization and beyond

Result orientated - Demonstrates the effort, willingness and ambition to achieving results. Meets objectives and responds proactively to avoid disappointing results.

Interfaces:

• Customers
• Dealers
• Services
• Sales
• Parts
• Business Unit Management
• Scania Corporate Organisations
  
  
  

Applicable process, standards and guidelines:

• Workshop Process
• Sales Process
• Service Delivery Process
• Order to Delivery Process
• Dealer Operating Standard
• Complying with SHE and SRS principles
• Business Plan and Market Plan process
• Pricing Models and Processes
• Retail Sales Management (RSM)
• CRM -and other relevant Sales and IT Tools
• Code of Conduct/ Compliance/ Ethics at Scania
  
  
  

Desired experience, skills & qualifications:

• Relevant Education or equivalent work experience
• Business knowledge and experiene from a similar role an advantage
• Managerial and Leadership experience
• Fluent in English
  
  
  

Integrity & Compliance:

All applications will be treated with full confidentially and will only be made available to the people involved in the recruitment process.