Area Sales Manager

Main Responsibilities

Sales Strategy

• Cascade and translate company strategy into actionable plans within the assigned territory.
• Monitor competitor activities and propose effective response strategies.
• Maintain in-depth knowledge of the assigned territory, including market dynamics and competitors.
• Identify local business opportunities and propose initiatives to drive area development.
• Contribute to expanding the customer base and increasing market share within the assigned area.
• Support Trade and Consumer Marketing in the development and execution of promotional campaigns.
• Ensure customers are provided with accurate and timely information regarding products, services, and commercial conditions.

Planning & Reporting

• Support the sales forecasting process by reviewing and aligning bottom-up targets with the sales team.
• Monitor budget performance against targets and track key commercial KPIs within the assigned area.
• Support the development of commercial offers and campaigns using CRM insights.
• Monitor customer payment status, manage issues, and ensure timely collections.
• Assess and monitor customer satisfaction levels.

Customer Interaction

• Maintain and develop relationships with key customers within the assigned area.
• Lead or support contract negotiations with customers.

People Management

• Ensure clear communication of expectations, objectives, and alignment with company strategy.
• Monitor sales representatives’ activities in terms of coverage, efficiency, and performance.
• Foster strong cross-functional collaboration with internal stakeholders such as pricing and demand planning.

Key Competencies & Skills

Technical Expertise

• Strong sales and commercial acumen.
• Knowledge of sales planning and execution.
• Understanding of offer positioning and pricing strategies.
• Contract negotiation skills (internal and external).
• Territory and network development knowledge.
• Understanding of automotive market dynamics.

Project & Process Knowledge

• Ability to develop and execute sales plans.
• Strong analytical and performance monitoring capabilities.
• Experience in customer relationship management and CRM utilization.

Education & Experience

• Bachelor’s degree preferred
• 4 to 5 years of experience