Commercial Responsibilities:
To develop territory plans and visit schedules for sales executives and ensure that customers are serviced in accordance with the principles of customer segmentation to ensure we focus the resources on the customers with the greatest growth potential.
To communicate with other departments internally so that Issues/challenges/opportunities/product innovation can be prioritized and resolved so that sales/ service targets can be met.
Deliver collection achievement vs. target as well as the intended DSO
To initiate and build relationships with senior management in existing and potential customers so that Coats can develop and expand the customer contact map to ensure we have access to the key decision makers.
Understand the market dynamics, trends and emerging needs of customers and translate this into actionable insights which are shared proactively using the CSX CRM platform.
To monitor and coach assigned sales executives in the field aligned to the sales competency framework and Commercial Academy programmes to identify relevant training and development needs for their team
Marketing and Communication:
Support global projects and innovations in the local market.
To provide market intelligence/insights on both customers and competitors so to support senior management on developing strategies/tactics to enhance business growth
Actively support key strategic customer meetings to promote the benefits of Coats product, service & digital offer
To work with marketing team re co- branding, digital events etc in order to increase brand awareness for non- Coats users, and enhance brand goodwill among existing users.
People Development:
Encourage and engage Sales team to develop a growth mindset based on proactive actions to enhance performance and improve results.
Build capability and consistency of the team by training and developing and providing coordination to the relevant stakeholder of GA, Technical services , Customer service and O2C team.
Drive engagement, motivation and recognition within the team to build accountability to achieve their goals.
Develop and coach the sales team in accordance with competency profiles and aligned to the Commercial Academy Training programmes
Actively support and promote the Commercial Academy training modules with their sales team to build a consistent way of working aligned to the overall sales capability development plan
To ensure formal appraisal are given to each sales executive to review every 6 months and 12 month
