Head of Sales

2 weeks ago

Johannesburg, South Africa Rory Mackie & Associates Full time

**REPORTING TO**: CEO and CFO/CCO

**OVERALL JOB PURPOSE**:
***

To develop and implement a national sales plan in line with company objectives that focuses on:

- Successful acquisition and retention of new and existing retail customers
- Maximisation of revenue growth and minimization of costs across all brands being represented
- Profitability and sustainability
- Leadership and management of the sales team (currently 12 people)

**PRINCIPAL JOB RESPONSIBILITIES**:
***

**Sales Responsibilities**
- Development and implementation of plans supporting the achievement of all brand objectives
- Ensure consistent financial performance of the sales team against agreed revenue and margin objectives
- Review structures, systems and processes of the sales team to ensure maximum efficiency and systems compliance
- Work with relevant functional teams to ensure appropriate and regulated incentive and commission programmes are implemented
- Provide high level customer/supplier liaison services
- Monitor and report on performance of the business and make recommendations thereon
- Effective knowledge management by ensuring all knowledge capital produced by the business is successfully captured and maintained for future use
- Ensure escalations from retail customers are appropriately prioritised and resolved
- Ensure business is conducted with integrity at all times
- Ensure a seamless working environment by providing effective cross-functional communication and leadership
- Lead key communications within and outside the business to ensure the effective delivery of all key messages
- Develop strategic relationships with customers and vendors to maximise sales opportunities (i.e. Sell to, sell with, sell through)
- Understand category-specific landscapes and trends

**Team Leadership Responsibilities**
- Participate in the manpower planning and recruitment process ensuring process is complied with and that top talent is hired and managed effectively
- Co-ordinate and ensure successful orientation of new employees into the business
- Day to day supervision of the team to ensure sales targets and service levels are met - e.g.:

- Allocation of resources
- Motivation
- Performance levels
- Disciplinary matters
- Remedial management
- Employee welfare
- Providing and co-ordinating authorisations
- Administration (contracts, leave rosters and forms, employee records and any other)
- Career management of the team including:

- Formal performance reviews
- Personal training and development plans
- Career planning

**Personal Development Responsibilities**
- Proactively remain abreast of industry and competitor knowledge
- Self-study and research in order to develop both technical and soft skills
- Actively knowledge-share with colleagues and sub-ordinates

**LEVEL OF AUTHORITY**:

- Freedom to act within established guidelines in order to achieve determined goals
- Team leadership and management

**FINANCIAL RESPONSIBILITY**:
***
- Achievement of sales targets for the business
- Management and reporting of brand budget

**CRITICAL RELATIONSHIPS**:
***
- **Customers**: High level relationships, sell to, sell with, sell through
- **Vendors**: Strategic partnerships, sell to, sell with, sell through
- **Internal**: Management of sales team, cross-functional, leadership
- **External**: Representative for the company, strong and consistent messaging

**QUALIFICATIONS AND EXPERIENCE**:
***
- Relevant Tertiary Qualification Essential
- Expert knowledge of Microsoft Office suite (Word, Excel, PowerPoint) Essential
- Drivers License (and own transport) Essential
- A minimum of 8 years relevant retail/FMCG business experience with proven track record Essential
- A minimum of 5 years senior management experience Essential
- A minimum of 4 years team management experience Essential
- Proven sales executive experience, meeting or exceeding targets
- Previous experience as a sales executive, sales manager or sales and marketing director
- Ability to communicate, present and influence all levels of the organization, including executive, C-Level and national buyer level
- Ability to be the sales face of the company - have the gravitas and the presence to interact with the front-end customer and all suppliers/brand principals
- Proven ability to drive the sales process from plan to close
- Proven ability to articulate the distinct aspects of products and services
- Proven ability to position products against competitors
- Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions
- Excellent listening, negotiation and presentation skills
- Excellent verbal and written communications skills

**SKILLS AND ATTRIBUITES**
- Leadership
- Sales
- Strong general business acumen
- Delegation
- Target driven
- Diplomatic
- Professional
- Excellent understanding of technology
- Attention to detail
- Reliable and responsible
- Organised
- Excellent time management skills
- Dedicated
- Ethical
- Ability to se

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