Share this Job

AREA SALES MANAGMENT (POSTPAID-REGIONS)

Date: 16-Apr-2019

Location: Johor Bahru, MY

Company: Celcom Axiata Berhad

Job Description

JOB PURPOSE:
Develop territory GTM plans in order to deliver postpaid sales objectives within defined region.  Lead the assigned Postpaid District Sales Managers to grow revenue and retail footprint within the region.

ACCOUNTABILITIES /KEY RESPONSIBILITIES:

  • Accomplishes regional sales revenue target  objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining DSM, Account Manager & Trade Marketing in assigned districts
  • Communicating expectations; planning, monitoring, appraising, and reviewing channel contributions; planning and reviewing compensation actions; enforcing policies and channel distribution procedures within the postpaid segment
  • Achieves regional sales channel objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing routing plans, productivity, quality, and dealer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
  • Meets regional sales financial objectives by forecasting device requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
  • Maintains and expands channel base by counseling DSM; building and maintaining rapport with key partners; identifying new channel opportunities.
  • Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying POSM needs and trends; tracking competitors.
  • Lead, coach and guide team in developing management skills and technical expertise in order to enhance capabilities and deliver up to expectations
  • Consolidate and gather competitor’s information and dealers’ feedback to develop more effective deployment strategy

QUALIFICATIONS, EXPERIENCE & SKILLS/COMPETENCIES

QUALIFICATIONS:

  • Education Qualification: Bachelors’ degree in Marketing or Business Administration or Masters degree in Business Administration, Finance or Marketing would be an added advantage
  • Experience in the telco industry.
  • Strong interpersonal & facilitation skill. 
  • Good coaching skill.
  • Strong selling skill, especially Negotiation.
  • Result-oriented.
  • Self-motivated and resourceful.
  • Ability to deliver results in a highly competitive industry.
  • Good teamwork and management skills

EXPERIENCE:

  • Years of Experience: At least 5-8 years distribution experience comprising: - Minimum 5 years sales management and or Regional supervision in a FMCG industry
  • Preferable Previous Work Background: Experience in  mobile telecommunications/ICT industry or operational management is an added advantage
  • Preferable Previous Work Industry: Telecommunication
  • Mobility and Travel flexibility is required.
  • Proven track record in volume sales or campaign management and dealer account  management:
    • Meeting Sales Goals
    • Motivation for Sales Personnel
    • Territory Management
    • Presentation Skills
    • Performance Management
    • Building Relationships
    • Negotiation
    • Results Driven
    • Sales Planning
    • Managing Profitability

TECHNICAL & BEHAVIOURAL COMPETENCIES/ SKILLS

TECHNICAL & BEHAVIOURAL COMPETENCIES/ SKILLS:

  • Strong interpersonal & facilitation skill. 
  • Good coaching skill.
  • Strong selling skill, especially Negotiation.
  • Result-oriented, out-of-box thinking.
  • Self-motivated and resourceful.
  • Ability to deliver results in a highly competitive industry.


Job Segment: Telecom, Telecommunications, Regional Manager, Performance Management, Technology, Sales, Management, Human Resources