Head of Sales

2 weeks ago

Johannesburg, Gauteng, South Africa RTT Full time

The Role

To define and implement the sales strategy through discipline, controls and procedures to ensure CourierIT gains new business customers according to the business capabilities and strategies moving forward.

To recruit, motivate and train the Sales team to ensure a high-level performance where people are recognised for extraordinary effort and rewarded with a longer term structure.


Ensure the retention of the client base, relationships, sustainable commercial agreements and growth with CourierIT across all products and services.


Skills and Experience Minimum**:

  • Management Degree and Diploma / Sales & Marketing Degree
  • Advantageous

Minimum:

-
10 years' experience in putting together Sales teams:


  • 5+ years of which should be at senior management level*:

Knowledge:

  • HR Policies and procedures
  • Knowledge of the logistics industry
  • Knowledge of relevant legislation
  • Interpretation of financial statements
  • Knowledge of basic statistical principles
  • Knowledge of the economic landscape
  • Knowledge of IT technologies & platforms

Key Accountabilities
-
Develop and Implement Sales Strategy:

  • Participate in developing business strategy as part of the executive management team
  • Develop the sales strategy in line with the business strategy
  • Manage COURIERIT's strategic business risks in terms of the policies and frameworks
  • Implement operational sales and business development strategy
  • Establishes both market and target customer strategies for the company
-
Business Management:

  • Manage the Sales Division in line with operational and budget requirements and in accordance with relevant legislation
  • Translate the overall sales strategy into section targets, objectives and operational deliverables
  • Drives team towards expected market penetration and customers/partners satisfaction
levels

  • Monitor performance to ensure achievement thereof on an ongoing basis
  • Monitor and ensure the effective running of the sales portfolios
  • Establish and ensure maintenance of sound relationships with key business stakeholders
  • Ensure services are accessible to customers at all times
  • Ensure optimal service delivery
  • Attend Manco and other meetings as required by the Executive
  • Submit reports to the Managing Executive and Manco on all matters pertaining to sales on a monthly basis and as and when required
  • Conduct staff meetings as and when required to discuss operational performance and business issues
-
Research and Trend Analysis:

  • Monitor and evaluate the customer experience on an ongoing basis
  • Identify innovative opportunities
  • Analyse market trends and developments and make recommendations to the business accordingly
  • Encourage collaboration between various specialties in the business
-
Manage Relationships with Clients, Regions and relevant Business Units:

  • Strategically manage relations with clients, regions and relevant business units
  • Establish and ensure maintenance of sound relationships with new and existing clients
  • Manage relationships in accordance with policies, procedures and legal requirements
  • Ensure and enable clear and open communication
  • Provide and guide regions and relevant business units in terms of business objectives and marketing strategy
-
Manage Expense Targets:

  • Prepare and manage sales budgets
  • Approve budgetary expenditures within authorisation limits or delegations
  • Review and report on financial performance
  • Ensure costs are maintained
  • Ensure outstanding debtor accounts are maintained
-
Human Resource Management:

  • Set performance objectives for employees
  • Ensure that all employees have signed performance agreements
  • Conduct quarterly s all employees appraisals
  • Put together action plans to address poor performance
  • Identify training needs of all employees
  • Ensure ongoing training and development of all employees
  • Ensure career paths & succession plans are in place
-
IT Enablement:

  • Understand & develop a deep understanding of interface/integration solutions with clients and end users (e.g. api's, webservices etc.)
  • Collaborate internally & externally to ensure best of class access to technology (particularly last mile) to gain operational and strategic advantage
  • Proactively engage, promote and drive the use of technology to improve operational and financial efficiency

Personality and Attributes

  • Strategic Management skills
  • Strategic Thinking ability
  • Strong ability to close deals
  • Relationship management skills
  • Leadership skills
  • Interpersonal skills
  • Risk Management skills
  • Report writing skills
  • Interpersonal skills
  • Communication skills
  • Negotiation skills
  • Networking ability
  • Conflict resolution skills
  • Analysis and problemsolving ability
  • Statistical skills
  • Analytical skills
  • Change Management skills
  • Change Management skills

Other
In accordance with our Employment Equity goals and plan, preference will be given to suitable

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