VP for SALES

2 days ago

Taguig, National Capital Region, Philippines International Pipe Industries Corporation Full time
KEY RESULT AREAS (Expected result achieved from having this job performed) :

  • Met annual sales objectives.

  • Management of selling expenses and account receivables.

DECISION MAKING PARAMETERS:

Ability to address and make sound decisions with regards to all sales concerns within defined level of authority to meet customer's satisfaction.

Addresses all issues pertaining to Marketing operations within approved level of authority based on existing company policies and procedures.

MOST DEMANDING/DIFFICULT PART OF THIS JOB

  • Meeting monthly sales target.

  • Maintaining adequate sales funnel and pipeline.

  • Ensuring customer satisfaction.

OPERATING NETWORK/ INTERACTION: (External Areas/ function this position has direct interaction with)

OPC – stocks availability/pipe inspection schedule of delivery

AFD – project costing, ageing of A/R, and release of commissions/incentive commission

HRD – Hiring and training of qualified Sales Engineers;

SPECIFIC FUNCTIONS:

A. SALES

1.Monitors Sales Engineers' daily activities.

2. Monitors and evaluates SE's delivered and undelivered P.O.

3. Evaluates project sales lost bid status. Including reasons for lost bids and recommends courses of action to address issues/factors which results to lost sales bids.

4. Conducts weekly Sales meeting and analyze sales performance, sales funnel, sales pipeline, received P.O. and delivered items; including weekly delivery status.

5. Prepares weekly MANCOM and EXECOM project sales management report.

6. Attends to weekly operations meeting to ensure availability of stocks based on projected sales target and timelines.

7. Manages the profitability of each project account thru control of selling expenses, discounts, lower sales to cost ratio.

8. Manages accounts receivable to ensure timely collection of accounts receivable and reduce collection problem.

9. Checks and ensures complete documentation of each project to facilitate easy collection.

10. Prepares Sales program for approval of the VP & OIC/GM.

11. Recommends recruitment, selection training and development and transfer of Sales Engineers based on existing company policies and procedures.

12. Develops and trains Sales Engineers in conducting product presentations, product detailing and handling objections.

13. Defines Sales Engineers' account portfolio and set challenging performance goals of Project Sales.

14. Conducts performance appraisal of all S&M personnel for regularization/semi-annual assessment and discuss areas for improvement.

B. MARKETING

1. Analyzes the company's marketing data base in order to identify and develop new markets and increase the company's market share in the large diameter pipe construction industry.

2. Analyzes industrial trends and competitors by tracking new products and market development

3.Provides monthly status report of department projects to VP & OIC/General Manager.

PERSON SPECIFICATION:

1. A Mechanical or Civil Engineering graduate with sales & marketing background

2. Licensed Engineer is an advantage

3. Must have at least 10 years' experience in the same field. An exposure in the government construction and construction industry is an added advantage

4. Must have excellent leadership quality, self starter, aggressive resourceful, visionary and with good interpersonal skills.

5. With excellent oral and written communication skills

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