Senior Sales Manager

Role Purpose:

The Senior Sales Manager role exists to drive revenue growth and market expansion within a specific country or region by managing key growth accounts and mid-sized customers. By understanding local market dynamics, customer needs, and industry challenges, the SSM ensures that Coats Digital’s solutions, such as FRP (Fast React Plan) and GSD (General Sewing Data), are effectively positioned to deliver value. This role is critical to expanding Coats Digital’s presence, increasing the adoption of digital solutions, and achieving sustainable growth. Through proactive engagement, strategic account management, and collaboration with cross-functional teams, the SSM contributes directly to Coats Digital’s goals of market leadership, customer satisfaction, and long-term profitability.

Principal Accountabilities and Key Activities:

1. Revenue Growth and Sales Target Achievement

Accountability: Deliver consistent revenue growth by achieving or exceeding sales targets within the assigned country or region.

Key Activities:

1. Develop and execute a comprehensive sales plan to meet quarterly and annual targets.
2. Identify new business opportunities and drive the sales process from lead generation to closing.
3. Maintain a robust sales pipeline and provide accurate sales forecasts.
4. Track and report on key performance metrics, ensuring alignment with company goals.

2. Key Account Management and Growth

Accountability: Develop and manage relationships with key customers to drive account growth and long-term partnerships.

Key Activities:

1. Build and maintain strong relationships with key decision-makers and stakeholders.
2. Create and execute account plans to identify upsell, cross-sell, and renewal opportunities.
3. Conduct regular business reviews and customer meetings to ensure satisfaction and alignment with their goals.
4. Address customer challenges promptly and coordinate with internal teams for resolution.

3. Market Penetration and Expansion

Accountability: Increase Coats Digital’s presence and market share in the country by identifying and securing new business opportunities.

Key Activities:

1. Research and analyze market trends, customer needs, and competitive landscape.
2. Identify and target high-potential segments and industries within the apparel manufacturing sector.
3. Develop strategies for penetrating new markets or regions within the assigned country.
4. Attend industry events, trade shows, and conferences to generate leads and raise brand awareness.

4. Sales Strategy Execution

Accountability: Execute Coats Digital’s sales strategy effectively within the country to align with broader regional and global goals.

Key Activities:

1. Implement sales processes and best practices to ensure consistent execution.
2. Collaborate with marketing to develop localized campaigns and sales collateral.
3. Work closely with Pre-Sales Consultants and Technical Support teams to deliver effective product demonstrations and solutions.
4. Regularly review and refine sales strategies based on market feedback and performance data.

5. Customer Satisfaction and Retention

Accountability: Ensure high levels of customer satisfaction and drive retention through exceptional service and support.

Key Activities:

1. Ensure smooth onboarding and implementation of Coats Digital solutions.
2. Proactively engage with customers to understand their needs and address concerns.
3. Collaborate with Customer Success Managers to ensure customers are achieving value from the products.
4. Gather customer feedback and work with Product and Support teams to drive continuous improvement.

6. Reporting and Compliance

Accountability: Maintain accurate sales records and ensure compliance with company policies and procedures.

Key Activities:

1. Update CRM systems (e.g., Salesforce) with accurate and timely information on leads, opportunities, and customer interactions.
2. Prepare and submit regular reports on sales activities, pipeline status, and forecast accuracy.
3. Ensure adherence to company policies, including ethical sales practices and data privacy regulations.
4. Participate in sales meetings, training, and performance reviews.

Education, Experience & Qualifications

(Include skills and competencies required to perform the role competently)

Education

• Bachelor’s Degree in Business Administration, Sales, Marketing, or a related field.
• MBA or a relevant postgraduate degree.

Experience

1. Sales Experience:
   • 10+ years of experience in B2B sales, account management, or business development.
   • Experience in managing sales within a specific country or region.
2. Industry Experience:
   • Prior experience in industries such as apparel manufacturing, supply chain, ERP solutions, or SaaS is highly desirable.
3. Track Record:
   • Demonstrated success in achieving or exceeding sales targets and driving revenue growth.
   • Experience in managing mid-sized and large accounts and building long-term customer relationships.
4. Team Collaboration:
   • Experience working with cross-functional teams (e.g., pre-sales, technical support, marketing).
   • Ability to collaborate with global and regional teams to execute sales strategies.
5. Travel:
   • Willingness to travel within the assigned territory for customer meetings, site visits, and industry events.

Qualifications

1. Sales and Account Management Expertise:
   • Proven ability to manage and grow customer accounts within a defined territory.
   • Strong understanding of sales processes, pipeline management, and forecasting.
2. Industry Knowledge:
   • Familiarity with the apparel manufacturing industry or experience selling SaaS solutions and enterprise software.
   • Knowledge of production planning, supply chain management, or digital transformation solutions is advantageous.
3. Technical Proficiency:
   • Proficiency in CRM systems (e.g., Salesforce) and productivity tools (Microsoft Office Suite, Google Workspace).
   • Ability to understand and present technical solutions effectively.
4. Communication and Interpersonal Skills:
   • Excellent communication, negotiation, and presentation skills.
   • Ability to build and maintain strong relationships with key decision-makers.
5. Strategic Thinking:
   • Ability to develop and execute sales strategies tailored to the local market.
   • Strong analytical and problem-solving skills to identify growth opportunities.
6. Language Skills:
   • Proficiency in English (spoken and written).
   • Local language fluency relevant to the assigned territory is a significant advantage.