Job Description
Valeo, a global tech company, is seeking an Area Sales Manager in Chennai. This role involves frequent customer visits, executing sales plans (CAP/BOP), managing customer relationships by identifying needs and assessing potential, leading negotiations, and mastering sales pitches. The manager will also be responsible for planning and preparing visits, and daily reporting.
Must Have:
- Visit customers according to defined frequency
- Execute assigned CAP/BOP per customer and product line
- Identify key unmet customer needs and follow competition moves
- Maintain strong customer intimacy
- Assess customer potential and complete DA as requested
- Ensure customer solvability and report changes
- Lead negotiations respecting delegation power
- Master all sales pitches to support negotiations
- Valorize Valeo's added value/specialist strategy
- Plan and prepare customer visits in advance
- Close visit reports and CAP surveys daily in STORM
- Attend MSM and master sales pitches for negotiation
CUSTOMER VISITS’ FREQUENCY
- Visit customers of the respective sales area, according to the customers’ visits frequency defined.
CAP / BOP
- Execute each CAP/BOP assigned per customer and product line in the area in the timing assigned.
Target: a) 100% CAP/BOP presented to customers, b) 80% CAP/BOP accepted by customer c) at least 80% of the CAP/BOP sales target achieved.
CUSTOMER RELATIONSHIP MANAGEMENT
- Identify Key unmet customer needs & follow competition moves per product line.
- Keep a very good customer intimacy.
- Assess potential per customer & per product line and ensure to complete the DA in the format and timing requested.
- Permanently ensure the solvability of the customers of the sales area and report any move in a structured way.
NEGOTIATION
- Lead negotiations with his customers, respecting delegation power in place in the division.
- Master all the sales pitches set up to support negotiations with the customer.
- Valorize permanently with customers our “added value”/Specialist strategy.
SALES PROCESS
- Plan visits in advance thanks to: visits frequency/tour planning defined.
- Prepare visit: agenda, CAP/BOP presentation, mastering presentation documents (sales pitch, mechanism…) and refresh the customer information through Customer view D-1.
- Close into STORM visit report & CAP survey EVERY day.
Attend the MSM and ensure to master the sales pitch of each CAP/BOP to help the negotiation.
Set alerts for more jobs like Area Sales Manager
Set alerts for new jobs by Valeo
Set alerts for new Sales jobs in India
Set alerts for new jobs in India
Set alerts for Sales (Remote) jobs
