Sr. Sales Specialist

I. GENERAL OBJECTIVE OF THE JOB

The Senior Sales Specialist is responsible for achieving sales and collection targets for complex, high-value customer accounts or strategic territories while providing the best service to customers and ensuring that quality of products and services meets customer expectations.

This role drives revenue growth through strategic account management, new business development, and advanced customer relationship capabilities. The position supports the organization's growth objectives by managing key customer relationships, developing market opportunities, providing market intelligence, and mentoring junior sales team members. The role serves as a senior individual contributor bridging execution excellence with strategic thinking.

II. DUTIES AND RESPONSIBILITIES

A. Planning

• Gather, collate, and report to Sales Supervisor information and data obtained from the market and customers regarding all aspects of assigned products, including competitive intelligence and market trends.
• Prepare comprehensive sales plans, forecasts, and targets for assigned market, area, and customers with detailed account strategies for key customers.
• Plan promotion of assigned products through brochures, samples, demonstrations, and other marketing activities in coordination with the Marketing team.
• Plan customer calls and visits strategically, maximizing time to cover key customers with appropriate frequency and depth of engagement.
• Develop prospecting plans for new high-potential clients in cooperation with Sales Supervisor, identifying strategic growth opportunities.
• Develop account-specific collection strategies for overdue accounts, balancing relationship preservation with financial discipline.

B. Execution

• Continuously develop and upgrade selling and collecting skills through training, self study, and practical application of advanced sales techniques.
• Acquire and maintain deep product knowledge and technical understanding of applications, serving as product expert for team and customers.
• Secure cooperation of support groups to ensure quality of products and services meets customer expectations.
• Prepare detailed sales and collection performance reports, analyzing variances against plans and forecasts, and identifying root causes and corrective actions.
• Take initiative on customer complaints, leading resolution efforts and coordinating cross-functional teams to address complex issues.
• Provide effective feedback to concerned departments on product quality, service quality, pricing, market conditions, and customer needs with strategic recommendations.
• Prepare and update customer call and visit

schedule

s ensuring optimal coverage of key accounts and prospects.

• Maintain comprehensive sales and collection records covering area of responsibility with accurate documentation in CRM systems.
• Manage company assets assigned with care, ensuring proper maintenance and condition.
• Prepare professional customer correspondence, presentations, and inter-office communications as needed for account management activities.
• Lead complex negotiations on pricing, terms, and contracts within authorized limits, demonstrating sound commercial judgment.
• Conduct business reviews with key accounts, presenting performance data and identifying joint opportunities for growth.
• Represent company at industry events, trade shows, and customer forums, building brand presence and generating leads.

C. Training and Development

• Identify personal strengths and development areas, taking proactive action to build capabilities and address skill gaps.
• Mentor junior Sales Specialists, sharing best practices, market insights, and sales techniques to build team capabilities.
• Participate in training programs and professional development activities to stay current on sales methodologies, product knowledge, and market trends.

III. KEY PERFORMANCE INDICATORS

• Sales Volume Achievement: Percentage of volume target achieved
• Revenue Achievement: Percentage of revenue target achieved with focus on margins
• Strategic Account Growth: Year-over-year growth rate in key assigned accounts
• New Business Development: Revenue from new accounts or applications developed
• Collection Performance: Days Sales Outstanding for assigned accounts
• Customer Retention: Percentage of active customers maintained year-over-year
• Order Fulfillment Excellence: On-time delivery and accuracy for managed accounts
• Sales Pipeline Quality: Value and conversion rate of qualified opportunities
• Customer Satisfaction: Feedback scores and issue resolution effectiveness
• Market Coverage: Number of quality customer calls/visits completed vs. planned
• Forecast Accuracy: Precision of account forecasts reflecting market understanding
• Mentorship Impact: Development progress of mentored junior team members

IV. QUALIFICATIONS REQUIRED

A. Education

• Graduate of any 4-year Business, Science, or Engineering course
• Advanced training in sales, account management, or professional selling preferred

B. Experience

• Minimum 3-6 years experience in sales, account management, or related roles
• Proven track record of consistently exceeding sales and collection targets
• Experience managing complex B2B customer relationships
• Industry-specific experience strongly preferred
• Demonstrated success with strategic accounts or key customers

C. Knowledge / Skills / Abilities

• Strategic Selling: Advanced consultative selling skills, negotiation, and planning
• Customer Relationship Management: Proven ability to build and maintain relationships at multiple levels in customer organizations
• Product Knowledge: Deep understanding of products, technical specifications, and applications to engage credibly with customers
• Business Acumen: Strong understanding of customer business models, commercial terms, pricing, and profitability drivers
• Market Analysis: Ability to analyze competitive dynamics, market trends, and identify strategic opportunities
• Communication: Excellent verbal and written communication skills for diverse audiences from technical experts to executives
• Problem-Solving: Advanced analytical and creative thinking to address complex customer challenges
• Planning and Organization: Exceptional ability to manage multiple complex accounts and prioritize strategically
• Technology: Proficiency in CRM systems, MS Office, and mobile applications
• Mobility: Valid driver's license and familiarity with assigned territory geography
• Language: Professional proficiency in English; additional languages highly valued

D. Behavioral Competencies

• Results-oriented with strong drive to exceed ambitious targets consistently
• Strong ownership mentality with accountability for account performance and profitability
• Strategic thinker, balances long-term relationship building with short-term performance
• Self-motivated and able to work independently with minimal supervision
• Resilient and persistent in navigating complex sales cycles and overcoming obstacles
• Collaborative team player who shares knowledge and develops others
• Customer advocate who champions customer needs while protecting company interests
• High integrity and professionalism in all business dealings
• Adaptable to changing market conditions and customer requirements
• Continuous learner staying current on products, markets, and best practices

V. TRAINING NEEDED / REQUIRED

A. Onboarding and Orientation

• General orientation on procedures and systems; TQM / ISO Awareness / QHSE Policy
• Advanced product knowledge including specifications and competitive positioning
• Strategic account management methodologies and planning tools
• Company financial systems, pricing guidelines, and margin analysis
• Advanced CRM features and sales analytics capabilities

B. Continuous Development

• Time Management and Territory Planning: Advanced call planning, prioritization, multi-account management
• Continuous Improvement Tools: Process optimization and efficiency improvement
• Effective Communication & Interpersonal Skills: Executive engagement, presentation skills, influence
• Advanced Sales Skills: Strategic selling, complex negotiation, consultative selling
• Account Planning and Management: Relationship mapping, opportunity identification, risk management
• Business and Financial Acumen: Customer profitability, margin management, contract structures
• Counseling and Mentoring: Coaching techniques for developing junior team members
• Values Formation: Leadership behaviors, collaboration, cultural alignment
• Business Writing: Professional correspondence/proposals, business case development
• Product and Technical Depth: Advanced technical training, application development, formulation support

VI. CAREER PROGRESSION

Progression from Senior Sales Specialist: With continued exceptional performance, strategic account management success, and leadership potential, may advance to:

• Senior Sales Specialist II (managing portfolio of strategic accounts)
• Sales Supervisor (leading sales team)

Development Focus

• Deepening strategic account management expertise
• Building leadership and people development capabilities
• Enhancing business acumen and financial management skills
• Expanding market and industry knowledge
• Strengthening cross-functional collaboration and influence