MICHELIN DEM-1283-DGOP MV Date d’édition : 1/10/2017 Page : 1/2

DGP Author: DGOP MV Validator: Marie-France Lechasseur – DGOP/MV Classification : D3

Job Description:Regional Sales Manager

Code chorus (1283)
MISSION
Manage a team to enable them to achieve the results associated with its mission.
Help and contribute to the performance of the team to achieve the results associated with the team mission

KEY EXPECTED RESULTS

Employee enhancement
• Communicates expectations and objectives providing ongoing feedback, and addressing shortcomings.
• Balances the workload, commitments and priorities of individuals vs the company when setting expectations and assigning
work.
• Monitors and ensures the efficient and appropriate use of resources, tools.
• Uses individual as well as group goal setting to maximize performance.
• Challenges rules or practices that present inappropriate barriers to independent action and decision-making.
• Brings excellent performance to the attention of the larger organization.
• Seeks resources that will enhance the team's productivity.
• Develops and supports employees' career plans and learning opportunities.
• Applies company policies and procedures in managing direct reports’ performance.
• Coaches in different areas, identifying training and development needs to support professional growth.
Customer satisfaction
• Responds to customer/internal partner needs in a timely, professional, helpful, manner, regardless of the attitude.
• Shows customer/internal partner that their perspectives are valued.
• Adapts to the different working styles, personalities and cultural backgrounds of the people they work with
Empowerment
• Delegates’ authority to match responsibility, holding staff accountable for agreed upon commitments.
• Supports staff in taking independent action, providing coaching along the way.
• Delegates’ responsibility rather than taking charge or micro-managing when staff have the capability.

For your given perimeter

Territory Management
 Makes forecasts and revenue projections for territory.
 Develops and maintains long-term territory plans.
Negotiating
 Supports business change, acting as a single point of contact for senior stakeholders, facilitating relationships between them.
 Creates an open and constructive environment for negotiation, assuring all parties that a fair solution will be attained.
 Persuades others to review their demands and reconsider their positions.
 Expresses ideas/solutions in an appropriate manner to over come resistance, complaints and frustration from others.
 Builds rapport with the other parties to foster positive and productive relationships.
 Creates value based on shared interests to produce win-win outcomes.
Product & Service technical knowledge
 Matches product/service to obvious customer needs.
 Locates and uses expertise of others to improve product knowledge.
 Displays knowledge of how products/services compare with those of the competition.

Customer Value Management

 Supports new business opportunities by developing and analyzing business cases, market strategies, deal requirements, business
potential, and financials.
 Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of
plans to deliver against organization’s objectives.
 Coordinates planning activities with other functions and stakeholders within the organization.
 monitors key performance indicators and is responsible for implementing corrective measures, when appropriate, to maximize
performance and achieve revenue and operating income budget.

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 MICHELIN DEM-1283-DGOP MV Date d’édition : 1/10/2017 Page : 2/2
DGP Author: DGOP MV Validator: Marie-France Lechasseur – DGOP/MV Classification : D3

PROFESSIONAL COMPETENCIES
1 2 3 4 5
X Customer Service Relationship
X Time and Territory Management
X Business Partnering
X Industry Knowledge
X Negotiating

X Product & Service and Technical Knowledge

X Customer Value Management

BEHAVIORAL COMPETENCIES – to be adapted with the new Manager competencies

1 2 3 4 5
X Decision making
X Managing conflict
X Resilience
x Teamwork
X Empowerment
X Global Business Perspective - Business Acumen
X Seeking Success Through the Success of Others
X Developing Empowered People and Teams
X Driving Customer Satisfaction, Employee Fulfillment & Business Results
X Inspiring Confidence & Motivating Performance

Conservation : WA+5 Toute copie imprimée de ce document n’est pas gérée Document1