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JOB DESCRIPTION – INSIDE SALES MANAGER, HERTZ CHINA
A. Job title / Job code / Reporting to:
Inside Sales Manager. Reporting directly to the Sales Director, China.
B. Job purpose (mission or “raison d’être”)

The key responsibilities and accountabilities for the incumbent are to:

 All inside sales activities in regard of the Sales Growth for Company.
 Develop inside sales Plans and assist in developing the market and outside sales team.
 Direct, support and train related local inside sales to achieve branch and personal objectives.
 Run weekly sales meetings for inside sales to review their accounts list and sales activities and provide sales direction
 Monitor the sales result for each inside sales on a monthly basis to make sure that his/her monthly sales quota is met
 Approve discounted rates applications from the inside sales within his/her authority limit
 Communicate with Sales & Marketing Director to ensure customer commitments and opportunities are captured.
 Direct and participate in all customer appreciation programs.
 Create demand and generate interest in existing and new markets, and search for opportunities to create new clients
 Supporting the market and regional business leaders in developing accurate and timely business
 Assist Sales Representatives to maintain relationships and close deals.
 Gain a personal relationship with the region’s Top 20 accounts.
Maintain existing key accounts mainly large MNC corporate clients
 Explore new Corporate clients and implement B2B channel management via the cold call management, CRM or etc.
 Communicate with region staff to ensure fleet requirements are understood.
 Submit monthly report to Sales Director, recapping last month’s activities, sales initiatives, successes, issues, market & competitive information.
 Monitor and evaluate the activities and products of the competition.
C. Key-result areas (Major Accountabilities) (What is done and for what purpose)
 Ensure company achieves/exceeds sales goals & targets.
 Develop inside sales plans and update it on a quarterly basis.
 Improve, develop and maintain relationships with key account decision makers and executive staff
 Continued education and familiarization of company products, services, policies and procedures.
D. Job Contacts (main interfaces inside and outside the company)
 External Customer
 Local and National Sales Staff
 Internal Legal Department
 Branch Operations
 Region Management
 Internal Sales & Marketing Department
 Internal Pricing & Contracts Department  Local and National Sales Staff/Mgt
 Region Management
 Nat’l Acc’t Associates

E. Job dimensions (Authority/Autonomy)

Key Performance Indicators KPI 1 KPI 2 KPI 3 KPI 4
Revenue Growth/BP Target Active Accounts Growth Top 20 Accounts Relationship Management Sales Rep Development

F. Knowledge, skills and experience required
(Detail here the knowledge, skills and experience required for satisfactory performance of the job)
Educational Background:
Bachelor’s Degree. Bachelor’s degree in related field or equivalent professional level work experience. Advanced degree is preferred.
Professional Experience:

Five years of Sales Experience with at least two years in inside sales management area. Experience in developing new business and growing revenues as well as the ability to build long term relationships with key accounts. Service industry will be an added advantage

Knowledge:
 Company processes, including credit, sales, and operations.
 Computer software tools.
 The China approach to Sales & Marketing as well as International understanding

Skills:
 Excellent skills in managing MNC corporate clients and strong ability to close deals
 Experience prospecting/cold calling to large market prospects
 Internal and external communication and presentation skills – ability to articulate and sell value Leadership capability
 Negotiation skills
 Project management skills
 Fluent English

Competencies:
 Motivated by achieving positive sales results
 Customer-focused
 Results driven
 Ethical, bright & organized, have the passion for success

Additional Notes:
Candidate must be flexible to travel at least 50% of the time. Ability to work independently. Creativity. Open minded to try new techniques and ways of doing business.

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Published at 22-Jul-2011
Viewed: 4640 times