Position : PCABU Sales Manager – Egypt, Turkey and East Africa.
Organization
Function : FIELD SALES REPRESENTATIVE – AREA MANAGER
Country : Egypt, Turkey, and East Africa Region
Location : Egypt (Home Office)
Context
Direct report to Cluster Sales Manager- Eastern Countries
Key interfaces
Product Manager and Product Line Managers PCABU
Customer Service Managers all over PABU
Countries – BGs organization
Internal support functions:
Front Office and Back Office
Supply Chain
Manufacturing
Technical Department
Purpose
The purpose of the position is to be in charge of development of Sales in the above mentioned countries for all PCABU Units with a direct reporting to Cluster Sales Manager for PCABU.
The position leads and develops his sales strategy with the goal of market penetration and market share increase, optimizing financial performance (turnover, commercial margin, payments), support PA objectives and drive sales operational excellence in the perimeter.
He is responsible for development and operational performance of agents and distributors in all PCABU Products to succeed on Nexans markets.
He understands the role of his function in the business strategy and develops a vision for it.
He promotes a customer focus culture in sales and marketing operations, while he is attached to a constant respect of the law and internal rules, Nexans values & Nexans local image.
Areas of responsibility
OPERATIONAL EXCELLENCE
Presents, adjusts, and validates the offer
Formalizes and negotiates on a daily basis to get the order to contract:
From existing frames of contract including distributors and agent contracts,
In respect of the pricing policy and methods,
In respect of local legislations and rules.
TAKE RESPONSABILIY
Participate in main contracts and negotiations for major customers
Support sales activities by comforting relationship with major accounts: lobbying, support on distributors contracts and agents as well as resolution of difficulties
Anticipates future strategic contracts by developing pre-sale activities and relationship with decision makers.
GLOBAL TEAM PLAYER
Reports to marketing on customer visits, market, competition and innovation:
Maintains customer files up-to-date including products and services,
Supports the product expertise.
Manages the interface with plants to organize and schedule after-sales activities.
Manages the interface with sales front office to support their activities
CUSTOMER AND MARKET FOCUS
Prepares the right offer so as to address customer needs:
Customizes the offer in partnership with the Product Manager,
Prepares the offer presentation with communication tools,
Defines KPI for each customer.
Achieves sales objectives according to the sales action plan:
Proposes a sales work plan,
Prospects targeted customers,
Promotes Nexans awareness and image,
Develops loyalty
Expected results
Increase PCABU Products sales in the assigned territory.
Set footprint in his territory and maintain recurrent business on Medium and Long term.
Increase Nexans market penetration and market share in the area for all PCABU products
Creates a network of agents and distributors to cover the area being close to customers
To study the need to create a local kitting facility in coordination with PCABU Management
Position sizing
Actual turnover in the area is 8 M Euro
Maintain and increase Sales under his parameter by maintaining existing customers and develop more prospect customers.