Manages sales of the company’s products and services within a defined geographic area. Ensures consistent, profitable growth in sales revenues through positive planning, deployment and management of sales personnel. Identifies objectives, strategies and action plans to improve short- and long-term sales and earnings.
Key Accountabilities / Duties
1.Collaborates with senior management and others in establishing and recommending the most realistic sales goals for the company.
2.Manages an assigned geographic sales area to maximize sales revenues and meet corporate objectives.
3.Performs sales activities on major accounts and negotiates sales price and discounts.
4.Establishes and manages effective programs to hire, compensate, coach, appraise and train sales personnel and sales support staff.
5.Accurately forecasts annual, quarterly and monthly revenue streams.
1.10 years' relevant experience in sales and/or management.
2.Experience in preparing sales budgets and targets, analysing sales patterns and providing advice and feedback on effective sales strategies
3.Capacity to provide timely, accurate and insightful sales reports to senior management.
4.Demonstrated ability to provide leadership in a sales team and well-developed interpersonal skills.
5.Ability to handle stressful working conditions, short timeframes and demanding customers.
1.Identify and briefly explain the HRM concepts and practices that you consider would be relevant to the case above. Explain their relevance and how they can be applied to this case. (Hint: when answering this question do not limit your answer to just one or two key areas - draw on the knowledge you have obtained across the course)
2.If you were Samantha, what should you have done over the period of time you were manager to help improve Barry’s performance and the performance of the team? (Hint: Your answer should demonstrate your breadth of understanding about HRM and the integration of its activities.)
3.Explain what strategies you would put in place for the recruitment of the position of Sales Manager. Discuss advantages and disadvantages of the attraction strategies and identify principle sources and techniques you can use. Assuming Taylors Catering Supplies has just purchased e-recruitment software, discuss the advantages and disadvantages of the system for the recruitment of Sales Manager including reference to social media. 10 marks
4.Samantha in her brief exit interview said she “cannot cope with the stress and pressure”. What processes would you recommend Taylors Catering Supplies undertake to identify stressors in the business. Using both organisation and individual techniques, what prevention methods would you recommend.