Area Sales Manager - Institutional

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Date: Nov 3, 2021

Location: City of Naga, Visayas, PH, 6037

Company: CEMEX


SALES & 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
  • Ensure fulfillment of supply chain cycle


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 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 30 quality sales calls each week on targeted clients and prospective accounts
  • Work a 50-hour, five-day week
  • See first customer by 9:00 a.m. and see last customer by 3 p.m.
  • 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



  • 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



  • 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



  • A bachelor’s degree holder
  • At least 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