The Regional Sales Manager (RSU) is responsible for the achievement of business targets in his assigned region(up to 1500 sites) which include revenue, collection, product coverage, customer numbers and volume growth and customer satisfaction.
The Regional Sales Manager (RSM) controls the sale and distribution of lubricants and automotive products directly to 3 main types of customers – puncture shops, fleets and distributors. Approved credit up to predefined limits.
Management of People
Provides overall supervision to the activities and employees of the Retail Sales Department and assigned region. This includes; accountability for the results of the Retails Sales in the region, the implementation of the company’s human resources policies and procedures, staff discipline, performance management, quality and implementation of HSE policies..
Prepares a strategic sales plan for the assigned region and sends to the General Manager for negotiation and approval. Monitors trends in the market and recommends adjustments as required.
Annual Sales Planning
Develops and obtains approval for the annual sales plan for the assigned region. This includes discussion and negotiation of quantity, the nature of various schemes the staff incentive policy, marketing budgets, resources and manpower. Expectations are identified for Logistics, Production and marketing support. Prepares forecast for products. Defines the region’s requirements for IT and Finance.
Achieves the agreed sales targets. This includes aligning and allocating resources (manpower and vans). Assigns territories to each Van Salesman and Supervisor and assigns sales targets to each van salesman according to identified potential and the routes for each Salesman. Monitors route adherence and sales on a daily basis. Makes visits to key customers to maintain the relationships and to ensure consistent sales.
Ensures that agreed targets in terms of ‘outstanding’ days are met at all times. Identifies collections which have to be made and agrees with the RSU Supervisor and Van Salesman the weekly collection targets. Monitors collections, discusses with the Supervisor his plans for collecting ‘the overdues’. Monitors outstanding balances, handles problems and closes the book. Ensures that there is a differentiated approach to collections for puncture shops and distributors.
Sales Process Control
Ensures that all activities are carried out within his region, by his employees and with his customers in accordance with Petromin’s procedures and ethics. Ensures that policies on quantities are in accordance with limits and contacts Supervisor to ensure that orders have reached the customer. Reconciles orders, sales and invoices issued with Supervisor’s signature. Investigates audit findings / checks violations.
New Products and Services
Launches and manages the achievement of sales targets for new products. Carries out market studies, builds the business case and obtains approval. Obtains marketing support and arranges / coordinates the product launch.
Is responsible for the van inventory. Encourages the RSU Supervisor to carry out a weekly inventory count. RM carries out a random inventory count. Coordinate the monthly inventory with Finance, all Van Salesman and Supervisors, and ensures that there is ‘sign off’ from all participants.
Gathers regular information on the market, particularly competitors and provides to the General Manager.
Assists legal department in the recovery of amounts stuck in legal cases.
The most important part of the job is meeting and exceeding sales targets for the region in the most cost effective way in a territory comprising of up to 1500 puncture shops.
The most difficult/complex part of job is managing the supervisors in an effective manner which results in credit recovery, stock and invoices into the market.
Two year Diploma in Business
Related Work Experience
8 – 10 years experience as a RSU Supervisor and Van Salesman.
Fluent in English and Arabic.
- Job Location:
- Saudi Arabia
- Company Industry:
- Oil/Gas; Petrochemicals
- Company Type:
- Employer (Private Sector)
- Job Role:
- Employment Type:
- Full Time Employee
- Monthly Salary Range:
- Number of Vacancies:
- Job Ref.:
- Career Level:
- Years of Experience:
- Min: 7
- Residence Location:
- Certification / diploma