Institutional Sales Specialist

The Institutional Sales Specialist is mainly focused on maintaining and expanding business relationships with strategically important accounts (i.e. Hotels, Restaurants, Hospitals). Assigned to specifics target areas, the Institutional Sales Specialist is responsible for achieving sales quota and assigned account objectives; represents the entire range of company products and services to assigned accounts/area while ensuring the Customers' needs and expectations are met by the company.

The Institutional Sales Specialist manages the business performance and operations of respective accounts in the assigned area; making sure every account is able to achieve optimum sales while maintaining acceptable payment collection cycle.

KEY RESPONSIBILITIES

(The listed duties and responsibilities include but are not limited to the following key areas and performance indicators)

Management of Existing and Potential Accounts

• Formulates strategies to manage the account and set objectives about the account management
• Develops new methods and techniques to determine sales growth by identifying and analyzing opportunities
• Researches the market to open new accounts or untapped area and prepares the proposal for prospected accounts or target clients
• Carries out continuous market analysis and research on the dynamics of the account
• Interacts/coordinates regularly with other departments such as billing, logistics and credit and collection matter pertaining accounts being covered to ensure customer satisfaction
• Regularly updates sales transactions and inventory of every accounts, avoiding overstocking

Sales Performance and Reporting

• Achieves assigned sales quota in designated strategic accounts
• Analyzes, interprets and evaluates the effectiveness of Sales generating program by tracking sales data
• Conducts Quarterly review (B.R.) to be presented to the team leader and sales director
• Generates daily, weekly and monthly sales reports required for account management and review, consultation and coverage plans and Account Receivables

Sales Collection

• Monitors the monthly Accounts receivables or cash collectibles of assigned accounts or area
• Facilitates the timely collection remittance, sales update, check deliveries, coverage plan for the day and follows up orders
• Remits collected payment dues and overdue receivables to Billing and Credit and Collections Department.
• Ensures the proper handling of original invoices and duplicate copy and making sure that documents are properly countered for collection purposes.
• Maintain and keep the safety and cleanliness of O.R (official receipt) and timely use this document for collection of payment from the clients/accounts.

Customer Relationship Management

• Communicates with the clients on a regular basis to proactively assesses, clarifies, and validates customer needs and expectation.
• Ensures that the customers clear their dues within existing timelines.
• Works with the accounts to identify any delays and with the Operations to mitigate any issues being seen at the client end
• Handles clients' concerns, complaints and administer effective negotiation and sales strategies
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Maintains and expands client database within assigned territory

Dispenser Monitoring and Management

• Allocates dispensers in accounts to encourage continuous purchase orders; making careful attention to Cost to Sales and Return on Investment
• Conducts regular monitoring of dispensers
• Updates records of Dispenser Contracts
• Organizes the schedule and arrangement of dispensers for pull-out from inactive accounts