Sales Manager

Key Performance Indicators (KPIs)

·        100% or greater achievement of annual revenue targets.

·        Number of qualified new customer meetings per month, min of 8 per month. A new customer is defined as new to AYVA and not having transacted with the company previously.

·        New customer acquisition (new logos) per qtr. min of [x]

·        Maintain pipeline coverage at 5x revenue targets.

·        Maintain a proposal to win ratio of [x]%

Position Responsibilities

·        Develop and own a comprehensive new business acquisition plan using the company territory & key account planning templates.

·        Develop and maintain a thorough understanding of the AYVA Packaging products and service offerings.

·        Identify new market segments and verticals with strategic growth potential using research and data.

·        Understand the competitive market landscape monitoring key competitor actions ensuring AYVA’s can compete and win new clients.

·        Accurately forecast pipeline stages, value of forecasts monthly and maintain sales reporting & insights in the CRM.

·        Conduct outreach campaigns using multi-channel techniques (phone, email, LinkedIn, in-person meetings, tradeshows).

·        Conduct face-to-face and virtual sales meetings with prospects, tailoring value propositions to qualify leads and guide them through the sales funnel with a consultative selling approach.

·        Develop and deliver compelling proposals, presentations, and quotes that highlight AYVA Packaging’s capabilities.

·        Negotiate contract terms in line with pricing and margin guidelines.

·        Liaise with operations to confirm production feasibility for complex customer requirements.

·        Ensure seamless handover of new customers to the Account Management and CX teams.

Key Competencies, Skills & Capabilities

·        Strong FMCG/ B2B sales acumen with ability to develop tailored value propositions.

·        Commercial negotiation and contract management.

·        Strategic thinking and market insight generation.

·        Self-motivation and goal orientation with an ability to work in cross functional teams to deliver exceptional customer outcomes.

·        High-level written and verbal communication skills.

·        Proficiency with CRM systems (e.g., Salesforce, HubSpot, Zoho).

·        Strong presentation skills and ability to engage at all levels.

·        Systems knowledge: CRM (e.g. Salesforce preferred), ERP (SAP preferred) MS Excel, Word, Outlook

Qualification & Experience

·        Bachelor’s degree in business, marketing, or related field.

·        7+ years in FMCG/B2B sales, preferably manufacturing or packaging.

·        Proven track record of securing large contracts and exceeding sales targets

·        Experience in contract negotiation and pricing strategy

·        Demonstrated experience in developing and executing national new business sales strategies.