Head of Sales

2 months ago

South Africa HR Genie Full time

Context & Scope:

Tongaat Hulett has a proud 132-year history and a strong socio-economic legacy in KwaZulu-Natal province, in South Africa, and into sub-Saharan Africa. Technical operations include the following: -

  • Four Sugar Manufacturing mills situated on along the North coast of Kwa Zulu Natal stretching from Tongaat through to Empangeni.
  • A Sugar Refining operation based in South Coast Road Durban
  • An animal feeds manufacturing plant situated in Tongaat alongside the Maidstone Sugar Mill.
  • A technical operations support comprising technical specialist who provide high level support to the operations both in South Africa and foreign operations.

The company's current priority is to improve the overall business performance in the medium to longer term and our objectives are to operate strategically, sustainably, efficiently and profitably. Tongaat Hulett's focus is on re-energising assets that will be cash-generative and exploring new customer segments.

The Head of Sales is a senior management position in the organisation and involves executing strategic and general management leadership responsibilities to enable the organisation to improve its current market position and achieve sustained levels of growth and profitability. The role will lead the various customer segmentations for the entire South African local market and ensure the Sales Teams are aligned to the vision and mission statement of the Sales Strategy of Tongaat Hulett and are equally supported and complemented in their efforts by the various internal interfacing disciplines. The role is fully accountable for ensuring appropriate profits are realised for all stakeholders within the value chain, customer satisfaction and expansion of the customer base. The role will be required to interact and align with other Executives and Senior Management across the value chain and organisation to achieve internal synergy between interfacing disciplines.

Purpose of the Role:

To direct and control the Sales Function through strategic planning and development of short medium and long term action plans, financial resourcing and organizational structures to support the growth and profitability across the customer segmentations and, to lead the Sales teams in a complex market to ensure it is provided with adequate direction and guidance on building existing customer relationships, identifying new business, market or product expansion opportunities and, dealing with competitor strategies and market volatility.

1) STRATEGIC MANAGEMENT:

1.1. Applying market research and market knowledge to conceptualise and identify opportunities, cost and benefits associated with new and diversified markets and the key enablers to building existing relationships.

1.2. Applying complex analysis and evaluative methodologies to determine realistic market share with due consideration given to the diverse and varied factors influencing market growth and profitability and/ or volatility in markets.

1.3. Developing the strategic plan to grow market share in the short, medium and long term and developing the action plan encompassing objectives, priorities, key performance indicators (KPI's) and goals.

1.4. Applying financial modelling techniques to predict revenue and expenditure associated with strategic interventions required to drive sales growth with existing and new customers.

1.5. Influencing leadership during strategic planning discussions on the applicability and capability of the strategic plan to achieve the critical and key sales objectives and its alignment with interfacing internal functions and market.

2) GENERAL MANAGEMENT

2.1. Developing the action plans and customising the execution approach to support and drive the Sales Strategy across the different market segments.

2.2. Identifying and aligning the sales organisational structure towards relevance in terms of market needs and customer service and satisfaction.

2.3. Preparing budgets and forecasts to detail volumes and margins across the different sales channels/ functions.

2.4. Controlling actual versus budget provisions applying data analytics, financial analysis and performance evaluation tools to measure alignment of the results associated with revenue, gross profit margins, revenue growth rate, etc.

2.5. Preparing short to medium terms Sales Forecasts with due consideration given to the critical interfacing disciplines i.e. production, logistics, etc. and, monitoring the actual results against forecasts with a view to intervening, correcting or aligning approaches and applications.

2.6. Approving and authorising expenditure against the approved budget or within the authorised limits in relation to requirements and/ or critical needs to support deliverables.

2.7. Contributing to sales management policies and procedures in terms of accountability, authority and control of actions and, managing the implementation of financial, human resources and governance policy prescripts and compliance thereof.

2.8. Managing the personnel performance and discipline through the implementation and execution of human resources disciplinary procedures and performance metrics focused on improving capabilities and achieving results.

2.9. Mentoring and coaching the sales team and approving training and deve

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