ABA Cooltrans – Sales Director

Role Purpose

• Lead sales team to ensure the achievement of company’s revenue target.
• Develop a sales strategy based on Consultative Selling methods to deliver the most appropriate solutions for clients.
• Establish long-term relationships with customers through consultation, gaining a deep understanding of their needs, and driving sustainable revenue growth.
• Foster a positive culture and develop the team to enhance overall effectiveness.

Key Accountability

1. Strategic Planning & Execution (20%)

• Develop and implement a sales strategy based on Consultative Selling methods, focusing on providing solutions rather than just selling products.
• Identify target markets, potential customers, and tailored approaches for each customer segment.
• Collaborate with other departments (Marketing, Product, Customer Success) to ensure alignment of strategies and sales plans.

2. Operational Activities & Projects (60%)

• Conduct market and competitive analysis by examining market trends and evaluating competitors to develop superior approaches and solutions. Recommend product/service adjustments based on customer feedback and market analysis.
• Ensure revenue targets are met and performance optimized by guiding the sales team to achieve or exceed quarterly and annual revenue goals. Monitor sales metrics, assess progress, and adjust strategies as necessary to meet objectives. Allocate and manage the sales budget, optimizing costs to enhance profitability.
• Establish long-term customer relationships by building and maintaining deep connections with key clients, understanding their needs and challenges to deliver customized solutions. Ensure transparency and integrity in transactions, fostering trust through professional and appropriate consultation.
• Manage the sales system and processes by establishing and improving sales procedures to enhance efficiency and consistency in customer management. Utilize CRM (Customer Relationship Management) tools to manage customer data and monitor the sales consultation process.
• Collaborate with Customer Success, Marketing, Finance, and Operations to ensure alignment in customer experience and optimize the sales consultation process. Work with Customer Success to identify up-sale and cross-sale opportunities, supporting revenue growth from existing customers.

3. Building Culture & Team Development (15%)

• Participate in company projects focused on cultural transformation and employee engagement by influencing and serving as a role model.
• Develop activities to promote core values and corporate culture within the Business unit.
• Conduct recruitment and attract talent within the team. Train, develop, evaluate, and recognize employees.
• Establish, guide, and implement job objectives for direct reports to align with departmental goals and company objectives.
• Create a plan for professional skill development and provide training for the sales team, including communication skills, product knowledge, and solution consulting techniques.

4. Policies & Systems (5%)

• Guide the development and communication of policy systems related to business operations.
• Perform other tasks as assigned by superiors.