Bosch Africa
Country Sales Manager responsibilities:
- Business Plan & Current Forecast: Support of planning. Break down of Business Plan to (key)account/Product Group level
- Develop and implement sales strategy/distribution concept; in general based on Business Plan (e.g. for sales channels, districts, brand(s); optimize customer structure
- Analyse & determine best possible use of customer potentials and needs (Strategy, SWOT, Brands, KPI’s)
- Plans projects for workshop consultant to gather market information and leads to support Business Plan
- Establish, maintain and develop professional customer relationships. Offer professional availability (visits, tel, e-mail) and have contact with all relevant persons and aim at long term and trustful relations
- Participate in customer’s activities (e.g. open days, openings) and Mobility Aftermarket activities for customers (e.g. product trainings)
- Consult customers about market relevant issues (marketing campaigns, competition, how to improve brand recognition
- Ensure efficient procedure for complaint mgt., if necessary handle complaints personally
- Find best solutions for complaints (under consideration of economic-, time- and relationship aspects)
- Drive and support acquisition of new customers which fit the Mobility Aftermarket strategy
- Meet and exceed customer’s expectation, Increase customer satisfaction
- Ensure availability of al customer & prospect potentials and targets in Bosch Systems.
- Break down Business Plan to detailed year plan for customers (Potential turnover/ Product Group, activities/measures/resources)
- Negotiate, agree and confirm annual customer agreements/contracts (personally or supported by team member)
- Develop and carry out activities to reach targets, manage this with available resources
- Push and promote marketing activities on the customer basis in order to leverage the turnover
- CSM is responsible to implement in the country the RBKE contract conditions
- CSM is responsible for the budgeted (out of invoice) resources in order to achieve the assigned country target
- CSM needs to give visibility to Product Specialist on End Year Bonus and Valued Added Services
- Visit management: Prepare personal visits (targets, statistics, OPL, action list)
- Follow-up on tasks
- Monitor relevant KPI’s and carry out appropriate activities to reach targets
- Credit & payment management: monitor and react if, check and release special credit limits
- Provide/report: statistics, forecasts, document and submit business expenses
- Training for customers (value argumentation, benefits, product features…)
- CSM bring the voice of the customer into the organization
- Gather market information to get a clear and updated picture of the market needs (customer/product)
Country Sales Manager Qualifications
Education:
- Bachelor’s degree on commercial economics (marketing/sales or business administration)
- Technical understanding related to the automotive industry
- Minimum 5 years working experience in sales/mkt environment
- Minimum 3 years’ experience in Independent After Market (IAM)
- Experience in workshop / sales management (general process & organizational) preferably in automotive industry (AutoCenters, Tyres business, fleet business etc)
- 3 years Experience in distribution via wholesaler, b2b environment
- Excellent negotiation skills in decision maker environment
- Excellent English language skills and knowledge of French & German is a plus
- Excellent office software skills
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