Sales Manager

5 months ago

Witbank, South Africa Eazi Access Rental Full time

**Purpose Statement**

To drive Hub Sales targets through the effective management of the external sales team and the sales process to ensure coverage of the Hub’s sales budgets.

**To achieve growth** in each market sector through the sales team in the Hub.

**Key performance areas (to translate into a measure of success)**
- Competitor Analysis
- Adherence to sales process
- Leadership and Management

**Main Outputs and Responsibilities for This Position**

**AREA/TYPE**

**RESPONSIBILITY**

Actual to Budget Revenue with a plan for surplus.
- Ensure Sales Consultants together with trade desk meet set targets and budgets.
- Set goals with sales consultants to ensure that the Hub turnover and utilisation targets are met.
- Develop and propose new ways and means to increase revenue.
- Manage and maintain pricing in accordance with budget
- Plan for growth and forecast accordingly
- Execute Hub Sales strategy and assist Regional General Manager in the sales Strategy.

Quote Conversion
- Ensure Sales Consultants and trade desk meet set conversion rates.
- Maintain the correct skills, tools, processes and resources in order to maximize quote conversion.
- Ensure that decision makers both at the customers head office & on their sites are adequately covered in order to secure deals.

Effective coverage of customer Sites and Head Offices to build and maintain effective business relationships.
- Ensure that all customers with potential business opportunities are visited and the services of Eazi Access are promoted on a planned and regular basis.
- Manage territory & opportunity coverage and related resources.
- Ensure maintenance of contact database and follow ups.
- Manage call ratios of external sales staff.
- Ensure adequate planning and time management of sales team.
- Assist sales team in resolving queries, challenges, or possible complaints with customers.
- Maintain sales channels and actively develop new ones.
- Regularly review customer classification by spend and opportunity.
- Service levels to be set, maintained and assessed on a

regular basis.
- Call on customers with Sales Consultants regularly and

ensure that Customers are satisfied with product, service

and sales interactions.

Competitor Analysis
- Develop and submit competitor analysis to Regional General Manager.
- Collate information on a regular basis regarding competitor’s rates, fleet and activities.
- Discuss and implement counter measures with the Regional General Manager for the effective use by both the Internal & external sales teams.
- Ensure that Eazi maintains a competitive edge and that learnings are shared and taught appropriately.
- Be an advocate for the Eazi value proposition.

Adherence to sales process.
- Ensuring that all policies and procedures are adhered to in the sales department and wider company.
- Ensure all duties are carried out safely and in accordance with all company policies and legal requirements.
- Ensure that the Sales team are well trained and that they adhere to the Sales Process.
- Ensure that the most effective tools and resources are in place to effectively execute the sales process.
- Ensure that weekly debtors meetings actions are attended to, issues addressed and followed up effectively.
- Produce weekly and monthly sales reports covering, revenue to budget, utilization, forecasting, sales consultants progress, debtors, opposition, opportunities & challenges

Leadership and Management
- Ensure that Eazi Access has a willing, able, motivated sales team
- Ensure that selling skills are practiced effectively and consistently by all external sales staff by observation.
- Advise and assist individuals to grow and develop to build competency and revenue.
- Implement a continuous learning program for the team to keep them highly skilled, motivated, focused and effective.
- Ensure that employees have clear and understood work/role descriptions, targets and goals to perform their functions, and that client needs, and requirements are integrated into all work-related practices.
- Ensure that employees have the right resources, skills, tools, equipment, and information to successfully execute on their responsibilities;
- Effectively manage employee performance and create opportunities for them to gain the competence for the work required and to grow.
- Manage staff in accordance with agreed key performance indicators.

**Any other lawful and reasonable outputs and responsibilities that may be required.**

**Qualifications**

Minimum

Grade 12

Recommended

B Com Sales & Marketing Degree, IMM Diploma will be an advantage

**Experience**
- 4 - 5 Years Sales Management experience within a corporate or semi-corporate environment
- 4 - 5 years’ experience in managing a sales team.
- 4 - 5 years general business management experience.
- 3 years’ experience in a Trade Desk environment.
- Some experience in the rental industry and/or logistics market.

**Knowledge**
- Budgets and Planning
- Customer service
- P

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