Head - Institutional Sales & Government Business

Manages sales of the company's products and services in within a defined geographic area, province or country. 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.

Responsibilities :

- Performs sales activities on major accounts and negotiates sales price and discounts

- Manages personnel and develops sales and sales support staff.

- Reviews progress of sales roles throughout the company.

- Accurately forecasts annual, quarterly and monthly revenue streams.

- Develops specific plans to ensure revenue growth in all company's products.

- Provides quarterly results assessments of sales staff's productivity.

- Coordinates proper company resources to ensure efficient and stable sales results.

- Formulates all sales policies, practices and procedures.

- Assists sales personnel in establishing personal contact and rapport with top echelon decision-makers.

- Develop sales strategies to improve market share in all product lines.

- Interprets short- and long-term effects on sales strategies in operating profit.

- Educates sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses and business/financial issues on contracts.

- Establish and control budgets for sales promotion and trade show expenses.

- Reviews expenses and recommends economies.

- Holds regular meeting with sales staff.