Area Sales Manager

In this role, you will be responsible for overseeing the sales process, coordinating the sales team, and engaging with customers to ensure effective sales strategies. Key responsibilities include monitoring offers, managing stock levels, coordinating trade-in pricing, and planning the use of demo vehicles. You will also be executing marketing initiatives, developing sales strategies, and improving sales processes using CRM systems. 

Your main tasks include:  

• Sales Process Oversight: Ensure smooth operations and effective sales strategies. Support the implementation and follow-up of the sales strategy in the area, serving as the base for the market and business plan. 

• Sales Strategy Development and Market Analyses: Execute marketing initiatives and develop sales strategies. Identify new business opportunities, develop and promote Scania products and services, and collect sales data to create forecasts and action plans. 

• Leadership: Represent the distributor Sales Director in the area, foster a result and customer-oriented mindset, and lead by example. 

• Sales Force Guidance: Conduct weekly meetings with the Estonian sales team. Coach and follow up with the dealer sales force, set, track, and report on dealer sales activities and plans, sales forecasts, objectives, and targets. 

• Customer Engagement: Maintain daily interactions with the sales team and participate in joint customer visits. 

• Operational Support: Monitor offers, manage stock levels, and coordinate trade-in pricing. Plan and coordinate the use of demo vehicles. 

• Process Improvement: Update procedures and enhance the sales process using CRM systems. 

• Collaboration: Work closely with the marketing department and act as a liaison among Sales Support, Marketing, Services, and Retail. 

• KPI Management: Follow up on set KPIs from the sales strategy and execute the sales strategy based on structured sales and Retail Sales Management (RSM) through a CRM approach. 

• Business Plan: Take responsibility for business plan implementation. 

• Reporting: Ensure that relevant financial and statistical reports are compiled and analysed for further improvements. 

• Market Monitoring: Monitor market and competitor activity, trends, and demands, and coordinate findings and market needs back to the Sales Director. 

• Communication: Listening and communicating openly, honestly and respectfully with different audiences, promoting dialogue and building consensus. 

• Ensuring Accountability: Holding yourself and others to high standards of accountability and creating an infrastructure and transparent culture that supports and measures personal and organizational responsibility and accountability. 

• Initiative: Dealing with situations and issues proactively and persistently, seizing opportunities that arise. 

• Inspiring Others: Energizing and inspiring others to strive for excellence and commit to common goals and purposes, creating a sense of self-efficacy, resilience, and persistence in followers. 

• Leading Change: Recognizing the need for change, being open to new ideas and methods, and championing transformational change within the organization and beyond. 

• Result Oriented: Demonstrates the effort, willingness and ambition to achieving results. Meets objectives and responds proactively to avoid disappointing results. 

• Fluent in Estonian and English: Ability to communicate effectively in both languages, ensuring clear and precise communication with diverse stakeholders. 

• Strong motivation package including personal company car usage;  

• Continuous training and development opportunities and future career possibilities in Scania Group globally; 

• Family and health care benefits; 

• Loyalty program and company events.