Area Sales Manager - Bicol Region

JOB ROLE

SALES AND PROMOTIONS

• Promote and sell cement and other products that may be offered by CEMEX
• Sell at prices approved per client type
• Communicate, implement and support sales and marketing programs
• Communicate special programs that focus on promoting specific/new products or services
• Provide feedback to management on all sales and marketing programs
• Coordinate and/or prepare and conduct client training and  educational seminars;  participate in all client training programs
• Communicate company policies and standard operating procedures
• Continually learn new product knowledge and acquire better selling skills
• Advise clients on market conditions, industry trends and competitive information
• Build and nurture long term customer relationships
• Provide clients with sound business advice on retailing management (e.g. inventory control, warehouse management, forecasting, etc.)
• Handle and resolve problems and complaints; Follow up on back orders

SALES PLANNING & FORECASTING                                                                                   

• Identify target accounts  based on present and  potential sales revenues, profits, cost to sell and service, and probability of success
• Prepare three month moving sales forecasts and monthly sales targets per product and per client; forecasts and targets must be in line with clients'  sales forecasts/targets
• Manage growth  - open new accounts and drop problem accounts
• Conduct sales and market analysis and recommend action plans to management

ACCOUNTS RECEIVABLE MANAGEMENT                                                                           

• Manage and maintain accounts receivables in compliance with objectives (e.g. DSO, Sales Turnover, Cash to Credit Sales Ratio, etc.)
• Complete/update  and submit credit evaluation forms in a timely manner
• Collect receivables and overdue accounts; prepare collection letters, if necessary
• Prepare legal folders for delinquent accounts
• Keep abreast of client's business condition and future plans in anticipation of changes in credit worthiness

MARKET & COMPETITVE INFORMATION MONITORING                                                                            

• Keep abreast of market conditions and industry trends that may affect your territory
• Keep abreast of competition, competitive issues, products, and markets
• Communicate competitive information to management in a timely manner
• Conduct formal and informal customer surveys
• Provide customer feedback to management

TIME MANAGEMENT & SELF ORGANIZATION                                                                 

• Allocate time and call frequency based on present and  potential sales revenues, profits, cost to sell and service, and probability of success
• Make the appropriate number of calls to service target accounts
• Make at least 50 quality sales calls each week on targeted clients and prospective accounts
• Work a 40-hour, five day week
• Optimize use of  computers and cellular phones
• Maximize % of time in front of the customer
• Minimize travel time.
• Call on accounts in clusters; work on one section of territory each day
• Promote the use of the Service Center and e-Selling tool
• Plan each day, week and month; Plan each call
• Keep sales aids in mint condition
• Dress neatly; Maintain a neat automobile
• Present a professional image
• After each call, fill in your daily planner/call report

ADMINISTRATIVE

• Maintain customer profiles and customer files
• Submit the following in a timely manner: daily planner/call reports, sales plans, forecasts and reports
• Attend and participate in sales meetings and product orientations/seminars
• Use information technology to save time
• Comply with all company policies and operate within the expense budget
• Prepare written presentations and reports

COMPANY RELATIONS

• Work with, develop positive relationships with, communicate with, and coordinate activities with other employees in marketing, customer service, logistics, credit, finance, operations and human resources.
• Communicate effectively; cooperate with your fellow area sales managers and management

JOB QUALIFICATIONS

• Candidate must be willing to be assigned in Bicol Region
• A bachelor’s degree holder
• At least 2-3 years relevant experience in sales and account management
• Work experience with a construction, FMCG or pharmaceutical company is a plus
• Basic understanding of accounts receivable processes
• Excellent negotiation and communication skills