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The Regional Sales Manager is responsible for the commercial development of the B2B segment in his/her region as well as the management of his own regional sales team to improve sales, retention and customer satisfaction and to increase the customer base and the increase of revenue in the region.
To gain market share and increase sales by managing, initiating and maintaining commercial relationships, offering added value and achieving customer satisfaction in line with budget, strategy and brand values and effective deployment of people.
To achieve sales objectives and customer satisfaction, inter alia by:
- Drawing up a sales plan
- Initiate and implement a prospection strategy
- Identifying new sales opportunities
- Fostering business customer’s knowledge of Telenet and BASE products & services
- Managing budget, monitoring performance indicators and measurements
- Achieve retention targets
Represent the company at business events. Take part in the event organization when our company is involved
Advising on forthcoming product developments and discussing special promotions
Suggest and implement regional campaigns or offerings for a selective group/sector/region
Compiling, analysing sales figures and reporting to management
Keeping up to date with products and competitors information
Recruiting and training sales staff
Managing, coaching and developing own sales team in order to improve sales and customers satisfaction, inter alia by:
- Achieving the quantitative targets & qualitative objectives of the scorecard/roadmap
- Ensuring the efficiency of the team by coaching on the job
- Fostering cooperation and team spirit; assessing team, advising on selection and training needs
- Evaluating performance and appraising productivity and quality of work
- Ensuring internal communication; holding meetings; motivating one-to-one and team building
- Intervening in case of sales and operational problems.
- Minimum Bachelor degree or equivalent through experience
- Experience in B2B Sales, Sales Management and People Management is required
- Bilingual F/NL with a good knowledge of English
Technical & professional skills
Organisational awareness: understands the formal structure of Telenet; has insight into telecom business, its market, customers, competitors; has an in-depth understanding of Telenet and BASE products & services and brand & people values and is capable of putting these across the sales team, respects dress code in contacts with customers
Technical & professional expertise: understands sales targets and market/portfolio approach, has in-depth experience in professional sales skills and techniques (structures of sales talk, customer needs analysis, conclusion of sale); works in line with sales objectives, financial and performance indicators, marketing and sales guidelines; works with sales management and reporting tools, Office software
Planning & organisation: orchestrates and implements clear, efficient and logical approaches to work and management of assignments, objectives, time.
Analytical thinking & problem solving: identifies problems and tackles them in a logical step-by-step way; appeals to reason, logic and pragmatism; takes sound decisions
Visionary insight: thinks and looks ahead, beyond the constraints of the current situation, contributing ideas; ha a global long-term vision.
Creativity and innovation: questions habits and currents methods and adapts them or generates imaginative, innovative and new ideas in sales opportunities
Conceptual thinking: identifies patterns or connections between situations, detecting underlying sales issues
Information seeking: obtains and uses all relevant information from a variety of sources to improve sales
Commercial acumen: understands the meaning and implications of sales performance indicators.
Interpersonal & communication skills
Customer focus: focuses effort, resources, people etc on delivering creative solutions that meet customer’s needs; works to anticipate customer needs and understands how to create added value.
Relationship building: builds and maintains networks of business contacts in and beyond the company who will contribute to success
Interpersonal skills: understands attitudes, interests, perspectives, needs of others; understands non-verbal behaviour, moods and feelings of others; is persuasive, guiding and assertive towards others; seeks feedback from sales people and customers; advises and challenges managers and sales team; has the ability to bring others round to one’s point of view and to gain acceptance
Team work and cooperation: builds effective , cooperative relationships; builds effective teams committed to organisational goals; builds up positive team climate, mature attitude; deals with diversity
Communication skills: communicates in appropriate , clear and concise terms, checks for understanding while communicating; is structured and gives accurate and logical information in written reports; languages : Dutch, English and/or French
Results orientation: focuses on targets, quality and deadlines
Initiative and pro-activity: acts quickly and decisively to seize the moment, prepares for the predictable, thinking through all possible scenarios
Achievement and perseverance motivation: shows confidence and believes in his/her own capacity to achieve results and tackle problems
Organisational alignment: identifies with the Telenet values, aligns actions and behaviour with needs and priorities
Flexibility and adaptability: maintains effectiveness in a changing environment and within a variety of dynamic work situations
Resilience: maintains control and performance in stressful situations
Integrity: “walks the talk”; acts as a role model, abides by business conduct guidelines and ethics; deals appropriately with confidential data
Self-development: appraises own strengths and weaknesses; has the willingness to develop his/her own skills, knowledge and behaviour through on-the-job experiences and feedback of the others#