Job Overview
The Regional Sales Manager will be responsible for driving sales activities within assigned territory by managing sales team, performing sales forecasts, ensuring sales revenue and profit growth, reviewing market analysis and monitoring pricing objectives.
As a Regional Sales Manager, you'll be at the forefront of driving sales and servicing of both heavy and light duty vehicles towards bridging identified needs in the marketplace within Nigeria and Africa.
Key Responsibilities
Regional Sales Strategy and Execution:
Develop and implement regional sales strategies to achieve and exceed sales targets.
Identify new business opportunities and expand the dealer network to enhance market penetration.
Monitor and analyze market trends and competitor activities to adapt sales strategies accordingly.
Dealer Network Growth & Enablement:
Identify and qualify prospective dealers through field visits, referrals, and trade-show pipelines.
Implement dealer scorecards covering cross-sell rate, demo effectiveness, and after-sales satisfaction.
Facilitate quarterly roundtables, sharing pipeline forecasts, competitor intelligence, and best practices
Customer Acquisition & Key Account Management:
Develop value-based pitch decks and ROI case studies tailored to commercial farms, cooperatives, and government programs.
Orchestrate tier-1 negotiations: volume discounts, bundled-service agreements, and financing support.
Maintain a top-20 customer dashboard with deal status, renewal dates, and multi-product adoption rates
Sales Operations & Forecasting Discipline:
Update CRM weekly: pipeline stage, probability, competitive landscape, next-action date, and customer sentiment.
Conduct bi-weekly forecast reviews with finance to reconcile bookings vs. billings and reallocate resources as needed.
Sales Performance Monitoring:
Track and report on sales performance, including sales volumes, revenue, and market share.
Analyze sales data to identify trends, opportunities, and areas for improvement.
Implement corrective actions and improvement plans to address underperformance and achieve sales targets.
Marketing and Promotion:
Collaborate with the marketing team to develop and execute promotional campaigns and events to drive sales.
Ensure that dealers have access to up-to-date marketing materials and product information.
Participate in trade shows, exhibitions, and industry events to promote Light and heavy-duty vehicles and expand the dealer network.
Budget and Cost Management:
Develop and manage the sales budget to ensure cost-effective operations.
Track and report on sales expenditures, identifying opportunities for cost savings.
Implement cost reduction initiatives without compromising sales performance or dealer satisfaction.
Customer Relationship Management:
Build and maintain strong relationships with customers, ensuring a high level of customer satisfaction.
Follow up with customers post-sale to address any questions or concerns.
Maintain a customer database and keep accurate records of interactions.
Team Leadership:
Lead and mentor the dealer sales team, providing guidance and support to achieve departmental goals.
Foster a collaborative and high-performance culture within the team.
Conduct performance reviews and identify development opportunities for team members.
Compliance and Risk Management:
Ensure compliance with all relevant regulations, standards, and company policies.
Identify and mitigate sales risks, including market fluctuations and competitive pressures.
Implement measures to safeguard sales data and dealer information.
Requirements
Bachelor's Degree in Business, Marketing, Engineering, or a related field.
Minimum of 15 years of regional sales management experience, preferably in Automotive, FMCG, retail, Logistics or industrial sectors.
Demonstrated success in managing complex sales cycles and large project pursuits.
Financial acumen: budgeting, forecasting, variance analysis, cost-control discipline
Willingness to travel across different regions up to 75% of the time.