Area Sales Manager

3 days ago

Jakarta, Indonesia 7162-PT BASF Distribution Indonesia Full time

**Objectives of the Position**
- Responsible for overall sales strategy/activities in assigned area as agreed and approved by National Sales Manager.
- Manage (Supervise) Demand Creation Activity with the aim to achieve and improve Area’s target.
- Leading regional sales team in their overall activities, to ensure the area team maximize their performance.

**Main Areas of Responsibilities and Key Activities**

Performance Management
- Conduct market research to gain deep understanding of distributor market share and customer (Big retailers) expectations or needs in assigned area. Develop lists of key and potential Distributor after research the data.
- Maintain up-to-date awareness of market activities, industry trends, competitors’ activities in assigned area and recommend to NSM modification/ changes of strategies/ practices.
- Create sales forecasting on monthly, quarterly, and yearly based and ensure the number accuracy.
- To collaborate with other functions (Finance, Business Planner, R&D and Marketing, etc.) to conduct steady growth of sales activities.
- Control and analyze the settlement of “Pedoman Pelaksanaan Kegiatan Petugas Lapang” from the subordinate before being presenting to the National Sales Manager.
- Attend of several meeting (sales demand review) and provide all the needed documents.

Financial Management

External:

- Intense communicate with the distributor to conduct all financial activities on time manner and meet established sales targets and revenue goals.
- Monitor the payment collection to achieve the Financial KPI.

Internal:

- Manage the sales budget allocation through monthly sales budget reviewing/controlling.

Customer Management
- Establish professional relationship with Agriculture stakeholders (for example: Department of Agriculture, Penangkar Padi, Penangkar Benih, Smallholder, etc.) to gain deep understanding of Agricultural market overview (and to gain Plantation market knowledge for Sumatera’s region).
- Maintain direct contact with distributors’ key personnel and work with distributor and internal functions to resolve problems/ expedite matters. Handle progressively larger accounts as main sales contact and serve as secondary contact at large accounts to gain knowledge on these accounts.
- Work with successful or efficient sales person to understand customers’ profiles/needs/problems.
- Conduct regular feedback about sales performance to improve our product and service to customer.
- Direct flow of information for sales activities and transactions (leads, billings, order, contracts) and evaluate data to ensure assigned area’s goals are met.
- Develop sales and marketing proposals to trace customers’ needs on consumption analysis, product/ service performance, technical services’ needs.
- Make regular sales calls/visits to develop professional relationship with potential Distributor and follow up on needs with the aim to close deals and finalize contracts.

People Management
- Support Team by attending big activity’s meeting, programs with farmers, R1&R2 gathering to have deep understanding about team situation.
- Support the team development, by participation in team’s SWOT analysis (for: KAE, SDL/SDE), training, recruitment, resolve discipline and grievance, or Cross Function program.
- Mentoring, coaching, subordinates, providing exposure, development opportunities for the so that they can carry out the necessary sales and marketing strategies and tactics excellence.
- Monitor the field team finished the required certification training.

Reporting
- Provide regularly (monthly) reports and final plans to NSM regarding business update information (customer profiles, business opportunities, market research, territory assessment, sales data, analyses on product consumption/ performance, logistics services, problem areas and solutions, etc.) as base information to review sales/marketing/pricing plans or objectives.

**Job Requirements**
- Bachelor degree in Agriculture or related background.
- Min. 7-10 years in agricultural or related area.
- Min. 3 Years of experience in managerial Level.
- Strong knowledge in Agronomy including Pest diseases.
- Good understanding of Plantation market overview for Sumatera region.
- Advance in agricultural business environment.
- Strong Analytical thinking.
- Strong communication and Interpersonal communication skills (Good in writing and speaking English).
- Able to work under pressure.
- Advance in using Computer especially related to Sales team: MS. Word, Excel (pivot), power point.
- Good Networking skills.

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