Sales Manager

Workplace Circumstances

• Environment: Office
• Languages: English, Khmer
• Location: Phnom Penh

Position Summary

Department: Commercial Sales & Business Development

Reports To: Director of Sales / Vice President of Sales

Role Overview:

Responsible for driving revenue growth, establishing key account relationships, optimizing trade sales operations, and leading a high-performing sales team through coaching, metric management, and strategic pipeline execution.

Duties & Responsibilities

• Strategic Planning & Target Setting
• Revenue & Quota Management: Develop and implement strategic sales plans to expand the customer base, increase market share, and achieve company revenue targets.
• Forecasting & Budgeting: Analyze market trends, historical sales data, and competitor activity to prepare accurate sales forecasts and manage the department's budget.
• Territory & Channel Allocation: Define sales territories, assign realistic quotas to team members, and optimize distribution or retail channels.
• Team Leadership & People Management
• Recruitment & Onboarding: Partner with HR to recruit, interview, and onboard high-performing sales representatives.
• Coaching & Training: Conduct regular one-on-one coaching, field rides, and skill-building workshops to improve negotiation, closing, and product knowledge.
• Performance Management: Track individual and team KPIs, conduct formal performance appraisals, and implement Performance Improvement Plans (PIPs) when targets are missed.
• Motivation & Retention: Design commission structures, sales contests, and recognition programs to keep the team motivated and minimize turnover.
• Sales Execution & Pipeline Management
• Pipeline Oversight: Monitor the sales funnel from lead generation to closing, ensuring accurate CRM data entry and identifying bottlenecks early.
• Key Account Management: Build and maintain strong, long-term relationships with top-tier clients, dealers, or key retail partners, stepping in personally to close high-value deals.
• Pricing & Negotiation: Approve custom pricing, discounts, and contract terms within company policy to protect profit margins while winning business.
• Reporting, Analytics & Cross-Functional Alignment
• Performance Reporting: Present regular sales reports (weekly, monthly, quarterly) to senior leadership detailing revenue, conversion rates, win/loss analysis, and market feedback.
• Marketing Alignment: Collaborate closely with the Marketing team to align promotional campaigns, product launches, and lead-generation efforts with sales goals.
• Operations & Inventory Coordination: Work with Logistics, Supply Chain, and Finance teams to ensure stock availability, timely delivery, and smooth credit/collection processes.

Benefits

• Base salary and commission/bonus upon meeting sales targets
• Meal and accommodation allowance for provincial travel
• NSSF (National Social Security Fund) card
• Annual seniority/severance pay for full-time employees
• Free company products provided for personal use

Qualifications

• Bachelor's Degree in Business Administration, Marketing, Economics, or a related field (Master’s/MBA preferred).

Work History

• In a supervisory or management role leading direct sales teams for 3 years as a minimum

General & Technical Skills

• Experience Level: Minimum 5–8 years of progressive sales experience.
• Track Record: Demonstrated history of consistently meeting or exceeding quarterly and annual revenue targets and team KPIs.
• Strategic Sales Planning: Ability to design and execute annual sales strategies, segment markets, set ambitious revenue goals, and capitalize on market opportunities.
• Pipeline & Territory Management: Expertise in managing complex sales funnels, CRM systems (Salesforce, HubSpot), territory distribution, and customer segment growth.
• Negotiation & Key Account Management: High proficiency in high-stakes negotiations, contractual closing, managing top-tier key accounts, and vendor relationship building.
• Sales Analytics & Forecasting: Data-driven mindset with experience building financial forecasts, tracking revenue metrics, analyzing trade discipline, and optimizing CAC/LTV.
• Budgeting & Resource Allocation: Skill in creating and managing departmental sales operating budgets, trade promotion spend, and sales incentive schemes.

Soft Skills

• Leadership & Talent Coaching: Proven ability to mentor sales representatives, execute regular performance reviews, build accountability, and foster high team morale.
• Communication & Executive Presence: Exceptional verbal and written communication skills; confident delivering C-suite presentations and representing the company at trade events.
• Adaptability & Problem Solving: Resilience in navigating market fluctuations, overcoming client objections, and pivoting sales tactics dynamically.
• Ethical & Professional Standards: High integrity in contract management, adherence to corporate governance, sales trade discipline, and ethical business conduct.