PWC中国企业改造工具库—7.04-job description template.doc

JOBDESCRIPTIONTEMPLATE

JobTitle

Department

Location

ReportsTo

No.Staff

JDNo.

SalesManager

MajorCustomers

Customer

Business

Unit

HQ

DDGCustomer

Business

Unit

??

OVERALLPURPOSEOFJOB

Toundertakethemanagement,organisation,planning,training,motivationandcontrolofJTC’ssalesforcemanagingJTC’smajorcustomeraccounts.

TostrengthenexistinganddevelopnewopportunitiestocontinuallymaximiseprofitablesalesforJTCandtoforgegoodbusinessrelationshipswithJTC’smajorcustomers.

PRINCIPALACCOUNTABILITIES

1.Theleadership,developmentandmotivationateamofmajoraccountmanagersindesignatedlinesofbusinesstoincreaserevenuesbysecuringmulti-Dinarcontracts.

2.TurntheCorporatestrategicmarketingobjectives,policies,strategiesandcontrolcriteria’sforeachproductandservicesapplicabletomajorcustomersinto:

a)forecastsofsalesbyrevenueandvolume

b)forecastsofthegrossprofitrequired

c)expensebudgetfortheunit

d)thelevelsofpromotionalsupportrequiredfrommarketingandCorporateRelations

3.Developsalesplansforeachapplicableproduct/servicesdetermining:

a)whatistobesold

b)towhichlinesofbusinessand/orcustomers

c)bywhatmethods

4.Providefeedbackintomarketingonanynewproductrequirementsrequestedorsuggestedbycustomersforevaluation.

5.Develop,manageandmonitora“CustomerCallingProgramme”togivecustomersaccesstoandvisibilityof,JTCseniormanagementtosupportthesalesforceinretainingandgrowingthecustomerbaseandtoassistinsecuringmajornewbusinessopportunities.

6.Contributeto,andensure,eachaccountmanagerproduces“AccountDevelopmentProgrammes”fortheiraccountsinorderto:

a)identifytheinfluentialcustomercontactdetailsintheaccountandtheirbusiness

strategy

b)identifythedevelopmentpotentialoftheaccount

c)determiningthesalesdevelopmentprioritiesandstrate