Territory Development Manager

Territory Development Manager contributes to the definition of the turnover goals and guarantees the objectives achievement through the coordination of the Sales Network (indirect relationship with the customer/Sales), he is involved in customer management to support the Sales Network and consults, when necessary, other technical-sales roles in order to find out the appropriate technical and commercial solutions.

Job Responsibilities:

He/she helps to define the turnover goals relating to his area and ensures the achievement through the coordination of the Sales Network (indirect relationship with the customer/sales).

He/she coordinates the development and all the actions to be taken in order to achieve the turnover objectives, sales volumes, costs target and to maximize the market penetration of the assigned areas. He/she coordinates and supports the Sales Network in the planning and implementation of the most appropriate commercial actions in consideration of the managed customers’ characteristics and needs and in line with both sales strategies and Dana objectives.

He/she supports and actively encourages the Sales Network in the maintenance of sales volumes/market shares and in the business growth, also through joint visits with main focus to the Top Customers.

He/she constantly monitors the sales performance in order to identify the corrective actions and implement corrective measures when it’s needed.

He/she defines the commercial approach for the assigned areas (with special reference to prices, conditions, terms of delivery, payment, packaging, validity, duration of the contract, etc.) and coordinates the Sales Network in the implementation of the market principles on site in accordance with Dana policy and national and international constraints.

He/she supports the Sales Network in the management of customers on site, by reserving the right to modify the commercial approach when it’s needed.

He/she ensures the mapping (the market, the potential customers, the competitors, the potential applications/solutions) of the area of responsibility and shares the collected information with other sales functions. He/she provides technical and sales support (about catalogues, configurations, changes, codes, etc.) to the managed customers, by cooperating, when it is needed, with Product, System and Application Managers and/or other company functions. He/she organizes and shares with the Sales Network and Marketing direction both commercial and technical information concerning the market, potential customers, competitors, applications/potential solutions. He/she contributes to train the sales staff of his own area, by highlighting critical issues and enabling corrective measures (also producing technical and training documentation by participating to the training courses as a trainer).

He/she constantly keeps up on products, market, strategies and shares his/her know-how with co-workers and colleagues.

This associates responsibility is to support 2 Territory HUBs and 6 SACs:  – Northern Asia (China, Korea, Japan) – Southern Asia (Singapore, Thailand, India).