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**Leadership/Supervisory Role**: The very first role of the Head of Sales is to provide leadership over the sales department. The Head of Sales is in charge of developing weekly/monthly/annual and seasonal sales targets for the department, examining growth opportunities, enabling sales improvements, product mix development, and taking responsibility for the department’s performance against targets.
Using his/her expertise and experience, the Head of Sales also manages the departmental calendar regarding trading priorities inclusive of launches, promotions, exclusives, and campaign activities to maximize sales opportunities. In his leadership capacity, the Head of Sales introduces new brands and categories to the market by leading the sales team in product launches.
In this capacity, the Head of Sales is tasked with establishing and overseeing the adoption of departmental vision and values, which forms part of the work culture. He also plays a mentorship role to key positions within the sales department, assisting in the execution of duties upon request, honing their professional skills, and readying them for the occupation of his position in his absence.
**Strategy**:The Head of Sales also plays a major strategic role in the sales department. He is tasked with implementing sales strategies that further the department’s agenda and drive enhanced revenue generation for the business. The Head of Sales delivers an optimized market mix relative to the core target consumers and identifies the roadmap that will lead to the achievement of the department’s goals as well as the overall goals of the business. The Head of Sales creates and implements sales action plans that incorporate key actions that work to set KPI’s for the business.
**Analytics**:The Head of Sales utilizes analytics tools in undertaking detailed analyses of sales performance to report sales strategy successes, weaknesses, and opportunities to senior management. Through his various research and analyses, the Head of Sales identifies areas of improvement in sales strategies intending to establish actionable insights for the improvement of sales and business profits.
He also monitors and observes the brand and makes forecasts, identifying new trends ahead of the curve, hence, offering the business a competitive advantage and keeping it ahead of its competition in the market.
**Collaboration**: The position of Head of Sales is also highly collaborative and, as such, the Head of Sales teams up with the online merchandising departments in creating product intelligence, for example, product/brand adjacencies, affinities, display rules, conducting trend analysis, and ensuring that these are aligned to support and drive sales and conversion.
In this collaboration, he also monitors the development of the business’s product from its conceptualization through to its testing and launch and, therefore, carefully understands the product whose sales he is supposed to spearhead, making it easy to tailor unique strategies around that product.
The Head of Sales also works closely with the stock department in processing relevant data and information, translating it into actionable strategies that drive sales and lead to the achievement of targets. He similarly partners with the stock management for administrative purposes, for example, the development of plans, strategies, structure, budget, vision, and establishment of goals for the department.
**Knowledge/Relationships/Opportunity**:The Head of Sales is also tasked with managing key relationships on behalf of the business. The Head of Sales builds strong relationships with external partners and consumers and regularly interacts with them by attending sales workshops, seminars and hosting events, hosting sales events for the business’s product, playing an active role in industry organizations and so forth.
These efforts establish the business as a market and thought leader and open up avenues for identification of potential opportunities for sales and revenue generation. In this capacity, the Head of Sales also conducts regular and consistent research on the latest market best practices and trends in order to constantly keep the business at par or even ahead of other players and driving greater sales resulting from the securing a greater market share.
Employment Type
- Full-time
- Job Location
- Cape Town, Western Cape, South Africa
- Experience
5+ years FMCG Sales Management Experience
- Base Salary
- R50000-R70000
_ Per month_
