Head of Sales

3 weeks ago

Naga, Philippines Glacier Integrated Logistics Inc. Full time

JOB SUMMARY

A. JOB SUMMARY

The Head of Sales and Marketing articulates and implements the organization's strategy for selling products or services. He develops forecasts and strategies to achieve sales at price levels to ensure profitability. He actively seeks out major customers and forms good relationships with key influencers and buyers.

He should keep abreast of industry trends, market and competitors' activities and serves as a business representative at major industry events, conferences or trade shows. He leads presentations for business development and is involved in meetings with key business stakeholders. He is a team leader that is able to motivate and ensure a highly effective team of sales managers. Builds and maintain quality relationships with customers, stakeholders and strategic business units.

DUTIES & RESPONSIBILITIES
  • Collaborate with cross functional teams including operations and business development to penetrate key markets, optimize sales processes and enhance service offerings.
  • Define the approach for the overall sale of new business and client retention.
  • Develop a comprehensive sales strategy to maximize sales opportunities (warehousing, transport, distribution, etc.).
  • Develop sales policies that reflect the organization's goals and objectives.
  • Direct the Sales team in generating proposals that define a clear path to client satisfaction and revenue growth.
  • Establish customer relationship management (CRM) systems and guidelines to manage customer relationships.
  • Foster relationships with new partners to achieve desired revenue.
  • Influence senior stakeholders within customers' organizations and the industry.
  • Investigate factors impacting sales performance.
  • Leverage innovations to maximize revenue of traditional and value-added services
  • Monitor changes in the industry and leverage them for business opportunities.
  • Outline objectives in key target areas such as sales volume, market share, distribution channels and profit margins to guide promotions and sponsorships.
  • Participate in forums to keep abreast of new changes in the industry and practices.
  • Promote positive relationships with major customers to understand their needs.
  • Provide advice when preparing bid documents and integrated proposals for key accounts.
  • Provide input on sales incentive structure and key performance indicators to help monitor targets.
  • Recommend changes in pricing structures to maximize sales and revenue.
  • Review sales performance by analyzing performance reports.
SKILLS and QUALIFICATIONS
  • Strong influencing, problem-solving and negotiation skills
  • Strong leadership, team management and interpersonal skills.
  • Excellent organizational, analytical and problem-solving skills.
  • Effective and tactful oral and written communication skills and an ability to interact professionally with a diverse group of partners, senior managers and subject matter experts.
  • An ability to understand and analyze sales performance metrics
  • Must have a good understanding of market demand and client/customer behavior
  • College Degree holder preferably in the Engineering Sciences or Business Management or Marketing disciplines.
  • At least 10-year experience in marketing and sales at managerial level
  • Experience in cold storage industry or in the food chain business is an advantage
  • Proficiency in use of Microsoft Office applications including Word, Excel, Outlook, and PowerPoint.

The scope of this Job Description may change from time to time as necessitated by the Company’s job enrichment and/or job expansion program for the incumbent.

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