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Title: SALES SUPERVISOR
Location: Riyadh
A Leading International F&B Company is currently looking to fill this position of a Sales Supervisor
JOB PURPOSE Ensure all cash van salesmen and down-market pre-sellers selling only to BCO
registered customers in a respective journey Plan (JP). All sales invoices,
collection by cash and non-cash methods (SPOS, Bank transfers and cheques)
are done only using HHC.
RESPONSIBILITIES Customer Relationship Development / Prospecting
Develop and implement a customer contact plan to communicate product
launches and engage the potential customers in relevant sales campaigns to
build new relationships. Act as first point of contact for customer queries and
complaints and resolve them, referring complex issues to others and ensuring
that the customer receives an appropriate response.
Customer Needs Clarification
Set clear objectives for each sales call or meeting; use standard materials to
make a presentation to the customer; and ask relevant questions to evaluate the
customer’s level of interest and to identify and respond to areas requiring further
information or explanation.
Sales Opportunities Creation
Develop a personal network within the sales territory and represent the
organization at trade shows and other events to identify sales opportunities,
promote the organization, and enhance its reputation.
Sell Customer Propositions
Identify the products or services that best meet the customer’s stated needs, use
personal expertise to propose quantities and product configurations, explain the
selection to the customer, and invite the customer to make a purchase at the
standard price/terms and conditions of sale.
Customer Relationship Management (CRM) Data
Monitor team members’ use of the CRM system, identifying and resolving
standard issues and escalating them to a senior manager as appropriate.
Promoting Customer Focus
Collaborate internally and work as the customer champion in cross-functional
teams to build strong external customer relationships.
Operational Compliance
Maintain and renew a deep knowledge and understanding of the organization’s
policies and procedures and of relevant regulatory codes and codes of conduct,
and ensure own work adheres to required standards. Or identify, within the team,
patterns of noncompliance with the organization’s policies and procedures and
with relevant regulatory codes and codes of conduct, taking appropriate action to
report and resolve these and escalating issues as appropriate.
Performance Management
Develop and propose own performance objectives; take appropriate actions to
ensure achievement of agreed objectives, using the organization’s performance
management systems to improve personal performance. Or manage and report
on team performance; set appropriate performance objectives for direct reports
or project/account team members and hold people accountable for achieving
them, taking appropriate corrective action where necessary to ensure the
achievement of team/personal objectives.
Personal Capability Building
Develop own capabilities by participating in assessment and development
planning activities as well as formal and informal training and coaching; gain or
maintain external professional accreditation, where relevant, to improve
performance and fulfill personal potential. Maintain an in-depth understanding of
technology, external regulation, and industry best practices through ongoing
education, attending conferences, and reading specialist media.
Audit Compliance
Carry out specified audit activities and draft reports of findings, including
recommended corrective actions, for review.
Sales Process Compliance
Work within standard compliance systems and report simple noncompliance
issues.
TASKS Ensure all salesmen compliance with 100% Journey plan every day
Ensure Sales and collection done only to customers in the journey plan (JP)
Ensure Sales and Collection is done only using HHC
Validate sales and collection invoices in the market that are tagged as
“suspicious” in the sales report
Conduct account reconciliation (snap check) for each salesmen every month
along with finance / HR representative (wherever applicable) covering; physical
stocks Vs system stocks, collection Vs deposit and validating at least 10 credit
invoices of each salesman
Validate all required documents and create an account for new customers if the
customer is part of the company’s Route to market (RTM) strategy
Ensure to close / inactivate accounts of the customers that are closed for
business
Coach new salesmen and conduct refresher sessions with existing salesmen on
agreed standard operating procedures every month
Random validation of sales & collection invoices using Supervisor TAB
Confirmation of statement of account with 10 customers every week and
reporting the findings to channel manager
Escalate any violation of SOP to line manager within 24 hours
Develop strong relationships with all assigned customers
Ensure all team members understand their role and comply with company
policies
Check receivables collections and deposits of the full amount as per the
company policies.
Continuous systems monitoring for the salesmen accounts (SAP/ BI/ SFA/
Vxceed GPS Tracker).
Keeping a track and maintenance of assets; (vehicles, Handheld devices,
computers, printers, Freezers and chillers).
Driving zero tolerance policy regarding reporting cases related to robbery,
accidents and misuse of company funds and assets.
BEHAVIORAL COMPETENCIES Customer Focus
Builds strong customer relationships and delivers customer-centric solutions. For
example, digs deeply into customer feedback and drives the innovations that can
enable the organization to better meet customers’ future needs. Frequently
adjusts approach to ensure customer needs are met and to improve service.
Communicates Effectively
Develops and delivers multi-mode communications that convey a clear
understanding of the unique needs of different audiences. For example, listens
attentively and takes an interest. Keeps others well informed; conveys
information clearly, concisely, and professionally when speaking or writing.
Ensures Accountability
Holds self and others accountable to meet commitments. For example, tracks
performance and strives to remain effective, learning from both successes and
failures. Readily takes on challenges or difficult tasks and has reputation for
delivering on commitments.
Self-Development
Actively seeks new ways to grow and be challenged using both formal and
informal development channels. For example, creates a development plan that
states clear goals and the tactics to achieve them. Gathers information on where
to focus. Makes efforts to apply new skills on the job.
Financial Acumen
Interprets and applies key financial indicators to make better business decisions.
For example, swiftly assembles and fluently interprets the financial data and
metrics relevant to the role. Draws rich insights from financial and quantitative
data. Adheres to relevant budgetary guidelines.
SKILLS Customer-Focused Approach
Works with full competence to orient the organization around delivering to the
key needs of customers. Typically works without supervision and may provide
technical guidance.
Keeps customer at center of sale, Collaborates with customers, Elevates partner
insights, Uses common terminology
Initiates Compelling Sales Conversations
Works with full competence to propose a mutually agreed-upon agenda to start
sales conversations that offer value to the client. Typically works without
supervision and may provide technical guidance.
Provides context for conversations, Proposes mutually valuable agenda,
Leverages pre-call prep for partnerships, Confirms client understanding,
Leverages pre-call prep, Adds value through perspective
Knows the Buying Influences
Works with full competence to accurately identify and understand the key buying
influences pertaining to an opportunity. Typically works without supervision and
may provide technical guidance.
Closes Effectively
Works with full competence to pre-plan, suggest, and confirm mutually beneficial
commitments that are appropriate and clear and that move the sales/client
relationship forward. Typically works without supervision and may provide
technical guidance.
Pre-plans for commitment, Closes calls with mutually beneficial commitments,
Focuses toward mutual profitability
Direct Sales
Works with full competence to maximize the volume and value of sales made
directly with clients and accounts. Typically works without supervision and may
provide technical guidance.
Expands the Service
Works with full competence to grow the value of the account through cross-sell
and up-sell opportunities. Typically works without supervision and may provide
technical guidance.
Communicates product/service advances, Develops a long-term strategy,
Identifies cross-sell/up-sell business opportunities, Improves channel
management, Prioritizes time effectively
If you qualify. Apply!
