1. Industry Business Plan – unique for specific Industry – Region Specific plan for 3 years covering;
Teams, target accounts, financial growth targets, investments, exhibitions
Financial targets linked to each focus country
Plan of action for 12 months, including all actions & KPI′s; (Tier 1-2 accounts, exhibitions, team approach, solution design, training,)
Regional Plan in full alignment with Corporate Industry Vertical Plan
2. Sales growth – “Hunter & Farmer” focused
Actively lead his / her personal portfolio of selected target accounts, Tier 1-2 on
regional level. This entails:
1) Active Lead on > 15 Personal Target Accounts, based upon agreed lists in
which match the set out strategy for the region
2) Network supporting business, by working closely with sales on their strategic
business opportunities for region.
3) Supporting and coordinating Global Target Accounts for the region, Global
Target Account Teams approach.
Accounts are carefully selected based on; strategic value, size, relation and strategic fit for cargo-partner and Industry bespoke.
3. Support and lead regional team
Follow up with local sales rep′s (Key Accounts) developments upon their Target
Accounts lists.
Periodical follow up calls with National Heads if any.
Follow up on results, KPI′s – drive growth for countries, make sure local growth is
accomplished, and if not, identify challenge and raise the concern to
management.
Act as advisor and support local training of sales reps and operations about what is important and how the industry works, its needs and demands.
Communicator and ambassador
Periodical strategic follow up meetings with Senior Management in regions and countries of focus – making sure that progress is made according to strategic plan of action
4. Solution design
Together with key operational centers and local sales reps in region, establish new solutions to the industry.
Act as operational bridge between local operations and local sales for new solutions and current for quality & KPI performance.
Set up Competence Centers in key strategic locations in which match Corporate standards.
5. External communication
Exhibitions; decide key strategic focus exhibitions and assess budget and KPI′s for successful ROI
Write articles & posts, Linked In, industry specific magazines about Cargo Partner actions and activities.(sub to agreed budgets and aligned with Corporate Head direct reporting)
Social Media; support active postings and highlight advantage of Cargo-Partners active involvement and developments through specific Industry.
Lead and organize specific customer events for Industry with strategic target customers – regionally.
6. Information, material & Portal responsibility
Lead, implementation any updates of sales presentations from corporate level but also support local presentations related to content, feature, added values
Responsible for sharing any success stories, Newsletters, new solution design and business plans
Active on portal, Alfresco, where all strategic information should be stored and accessed by signed off members in the network and team community