Details
Job Title
Sales Manager
Reference
Shanghai
Job Description
Our client is the number one brand of electric lift trucks in the United States and the fourth largest lift truck manufacturer in the world, produces and sells its products globally. The company’s full product line includes manual propelled hand pallet trucks, stackers, sit-down and stand-up counter balanced trucks, narrow-aisle reach trucks, very narrow-aisle turret trucks, and order picking equipment.
Industry: Machinery
Company size: 350+ for China (plant 270+& commercial operations 80+)
Sales team: 26p in China
POSITION DESCRIPTION
Be responsible for achieving sales goals and market share for the company and other key product lines. Lead in direct sales and assist sales representatives to close order. Develop personnel and supervise the day-to-day sales activities of assigned areas. These activities include sales and rental of equipment and warehouse (allied) products.
POSITION RESPONSIBILITIES
Reports to: National Sales Director
Direct Subordinates
1 x Account Manager
3 x Sales Representatives
Total of 4 subordinates
Job Responsibilities
Recruit, Develop and Evaluate Personnel
Select, train, develop and counsel sales representatives
Travel on sales calls with sales people to discuss sales approaches and performance
Conduct training on products, truck demo and sales techniques with sales people
Participate in personnel issues as required
Monitor sales people to achieve sales goals
Acquiring Business
Call on the prospects in the assigned area, conduct site survey, qualify the customer demand, review RFQ/RFP, prepare bidding document and proposal, and close the order
Review pricing and sales terms with sales people and sales director
Participate and coordinate if necessary in product demonstrations
Achieve sales goals
Develop Sales Strategies
Plan, conduct and participate in sales meetings to review sales people performance and develop territory sales strategy
Establish and review sales territories to insure proper coverage, market share and market awareness
Plan and develop account strategy with territory sales people individually or with other manager(s)
Confer with branch management, service and corporate personnel
Work with international accounts team to pursue sales opportunities of the company’s accounts
Coordinate activities among other sales and service personnel pertaining to sales, rental, used equipment, service and parts activities
Prepare budget for annual goals
Account Maintenance
Maintain direct contact with current or prospective customers, and the company’s international accounts at end user locations, branch office tours or factory visit
Participate in customer service for key accounts, complex transaction, angry customers, or other situations
May maintain primary relationship with selected accounts
May design and/or oversee installation of purchased equipment such as racking or battery charging room
Oversee Activities of Sales Administration Team
Be responsible for all sales reports required by the management
Review account receivables for assigned territories and make recommendations to management on payment terms and write-offs
Review vendor quotation, invoicing and accounts payable status
May approve expenses for direct reports
Reporting
Prepare and update sales reports, project status, market and competitors information on regular basis
Miscellaneous
Make recommendations for marketing and promotional programs such as advertisements and sales contents
Prepare budget for sales management and revise as necessary
Track financial performance, identify variance and take appropriate actions
Perform other duties as assigned
POSITION REQUIREMENTS
Excellent communication skills
Good understanding of English
Positive and pro-active working attitude
Problem solving capabilities
Strong sense of responsibility
Self-motivated
Ability to work and lead in a team environment
Computer operations skills
Able safely operate lift trucks
A valid driver’s license is required
Familiar with Shanghai market
Other Requirements:
A Bachelor degree in business, marketing or engineering is desirable
Over 5 years experience in sales experience in premium capital equipment
Over 2 years in a Sales Manager position
Several years of successful experience in direct commission sales or sales team supervision desirable in lift truck industry or premium industrial equipment
Decision making responsibilities: Yes
Supervisory responsibilities: Yes
Working Conditions: office area, travel
Location
Shanghai