OVERALL PURPOSE OF JOB:
The District Team is responsible for overseeing and driving the collective performance of multiple Territory Managers (TMs) within a specified area. This role involves strategic leadership, sales performance management, and ensuring that each Territory Manager meets or exceeds their individual targets. The District Manager works closely with the Sales Manager to align strategies, optimize processes, and cultivate client relationships, ensuring profitable growth across all territories.
RESPONSIBILITIES:
Leadership and Team Performance
- Lead, mentor, and provide strategic direction to Territory Managers, ensuring they meet their individual and collective sales volume targets.
- Conduct regular performance reviews, setting clear KPIs and objectives for TMs based on market conditions and corporate targets.
- Identify areas for growth and improvement within territories and guide TMs in capitalizing on these opportunities.
Sales Target Achievement
- Drive the achievement of total area sales targets, overseeing the cumulative performance of all assigned TMs.
- Monitor territory performance metrics, providing actionable feedback to TMs to ensure alignment with company goals.
- Collaborate with TMs to implement corrective actions and strategies when targets are not met.
- Regularly report district sales performance, challenges, and market trends to the Sales Manager and Regional Sales Director.
Client Relationship Management
- Support TMs in cultivating strong client relationships, focusing on client retention, satisfaction, and long-term engagement.
- Assist in resolving high-priority client issues, ensuring a seamless escalation process and strong customer service across all territories.
- Engage with key accounts directly when necessary to enhance overall client relationships and business growth.
Strategic Market Expansion
- Analyze market trends and competitor activities to identify new business opportunities and areas for growth within the district.
- Guide TMs in lead generation and the development of new markets or customer segments, ensuring alignment with corporate strategies.
Credit Collection and Risk Management
- Ensure that Territory Managers are effectively managing credit collection, maintaining healthy accounts receivable levels across all territories.
- Collaborate with the finance department and TMs to minimize payment delays and resolve overdue payments promptly.
- Support TMs in identifying and mitigating market risks, such as supply chain disruptions or fluctuating prices.
Sales Coordination and Efficiency
- Optimize coordination between TMs, internal teams, and external stakeholders to ensure efficient order fulfillment and delivery across the district.
- Streamline communication processes and foster collaboration among TMs to ensure consistent and high-quality customer service.
Pricing Strategy and Market Analysis
- Ensure TMs are effectively implementing pricing strategies in response to market conditions and competitor activities.
- Regularly review pricing feedback and insights from TMs, ensuring district-wide pricing decisions support overall profitability and competitiveness.
Reporting and Data Management
- Prepare and present comprehensive district performance reports to the Sales Manager and Regional Sales Director, detailing sales performance, market feedback, and competitor analysis.
- Ensure that all TMs are accurately recording sales activities and client information in Salesforce and other CRM tools.
Training and Development
- Facilitate the ongoing training and development of TMs, ensuring they stay updated on industry trends, sales techniques, and product knowledge.
- Conduct regular coaching sessions, offering constructive feedback and professional development opportunities for each TM.
Fieldwork and Territory Support
- Actively participate in field activities such as customer visits, territory inspections, and attending industry events to stay engaged with the market.
- Provide hands-on support to TMs, helping them navigate complex client negotiations or challenging sales situations.
JOB QUALIFICATIONS:
- Candidate must possess at least a Bachelor's/College Degree in Business Management/ Business Administration/ Finance/ Economics/ Commerce/ Marketing or equivalent.
- With at least 7 years work experience in managerial level role
- Must know how to drive with valid driver's license.
- With solid experience in sales, particularly in the wholesale segment market for Luzon.
- With background in account management, sales forecast and market analysis
- Preferably has an experience within the fuels/energy sector
