- Sales Performance
o
Achieve the agreed numbers of specified &
delivered reference projects (sales volume, value, share and contribution) target
for all LBGV products and services/systems/solutions, including:
o
Identify all project sales opportunities, follow
up and be able to obtain LBGV specification (single brand)
o
Ensure and verify project sales as per LBGV
definition and conditions
o
Ensure on time submission of project sales
specification information and proposal
o
Fully understand market situation and sales
performance and plan the corrective action
Projects Tracking Systems Input
o
Updating and reporting on projects pipeline and
assisting the forecasting process for products that will be required for
upcoming projects..
Customer Management: Ensure the maximum
co-operation with the focused customer groups and efficient sales operation
through:
o
To develop a Specification sales action plan for
the focused customer group(s) with the National Sales Manager to successfully
execute the LBGV Sales and Marketing strategies and counter the competition in
project sales
o
To develop specifier data base , ensure the
effective implementation and carry out customer activity evaluation
o
To establish Star Account in the focused
customer groups & propose/implement an appropriate sales call plan
o
To identify and support the commercial drivers
of the customers and LBGV to be perceived as adding value to its customers in a
professional way
o
Responsible for customer profile update
o
To develop and maintain a multipoint interface
within customers to include (not exclusively) consultants, architects, buyers,
marketing and senior management, as well as healthy long lasting relationship
to gain the maximum co-operation.
- Customer
Visit: to spend 75% of time in the field to:
o
Thoroughly understand market situation
o
Fully understand customer strategies and
strengthen relationship
o
Follow agreed call coverage:
o
Star Accounts – x times a month
o
Other accounts – x times a quarter
o
Follow agreed call selling process
Value
Added Service
o
To identify new product needs in conjunction
with customers and propose to National Sales Manager/Product Managers
o
To identify customer development opportunities
and propose customer development program to Regional Sales Manager/National
Sales Manager
o
Fully support trade marketing and technical team
to roll out LBGV value added service program including training to identify
customer development opportunities and propose customer development program to
the business
o
To carry out joint working project with
customers/technical team to enhance LBGV
Expertise image and promote LBGV systems
- Demand Forecast
- To
ensure on time submission of Specification sales forecast (potential
volume) to LBGV Regional Sales Manager/National Sales Manager/Product
Managers
- To
discuss and review sales forecast with National sales Manager and agree
action plan