Head of Sales

**ABOUT THE COMPANY**

Blue Label Distribution is the largest distributor of prepaid e-tokens of value, with over 150,000 distribution points of representation nationally. We offer tailor-made and specialised solutions for various go-to-market environments. Our distribution expands across all segments of the market and includes: Corporate Distribution (Insurance, Banking), Retail Distribution (Food and Non
- Food Retailers, e.g. SPAR, Pick n Pay, Powerfashion, Woolworths),Petroleum Forecourt (Corporate and Franchise owned outlets across Engen, Shell, Total, BP, PUMA, Global and more), Independent / Informal Distribution (Moms & Pops/SPAZA), Store in store concepts, Stand-alone stores.

**JOB PURPOSE**

This role is responsible for the design and development of the strategy and plans stemming across the Formal Retail and Petroleum segments as well as revenue generation through effective planning across these segments. The role is also responsible for the overarching profitability of the mentioned segments including costs and base retention and acquisition.

**RESPONSIBILITIES**

**Drive and Develop Strategy planning and execution**
- Collaborating with senior executive team to understand the strategic plan and deliver revenue through a sales and distribution plan
- Lead and manage the regional teams in order to maximize the execution strategy and sales plans for revenue and to meet or exceed set goals
- Drive the forecasting of monthly, quarterly, half yearly and annual sales plans to ensure achievement of the goals on the required metrics (monthly, quarterly, half yearly and annually)
- Review financial statements, sales, product availability and activity reports, or other performance data to measure productivity and profitability
- Lead the Key Accounts Managers and where applicable Regional Managers to initiate and implement corrective actions
- Assist in establishing the plan and drive the implementation of changes
- Actively lead the Key Account Managers to expand the customer base and retain customers through regular review sessions
- Drive and delivery of product listings and availability and achievement of category profit margins

**Drive sales growth and performance**
- Manage a successful key accounts team within the Formal Retail and Petroleum segments and ensure that the team consistently meets or exceeds sales performance metrics
- Work with other function leads to create and maintain a world-class Sales culture, focused on delivering results by providing ongoing coaching and development of Key Account Managers and Regional Management
- Consistently ensures that business is conducted with integrity at all times and that behaviour aligns with our values
- Analyse performance metrics data and leverage it to effectively coach and develop the team.
- Responsible for the development and implementation of new processes and procedures for effective and efficient team operations
- Plan or direct activities such as sales promotions and campaigns that require coordination with other department managers
- Contribute to overall business an Marketing plans and strategies

**Work Collaboratively**
- Build a culture of respect and understanding across the organisation
- Recognise outcomes that resulted from effective collaboration between teams
- Build cooperation and overcome barriers to information sharing, communication and collaboration across the organisation
- Facilitate opportunities to engage and collaborate with external stakeholders to develop joint solutions
- Collaborate with other leaders to deliver a superior end-to-end customer experience

**Leadership**
- Leads change to create a self-refreshing and learning organisation
- Continuous improvement of business processes and adherence to governance principles
- Provides leadership in the development of continuous evaluation of short and long-term strategic financial objectives
- Take a hands-on lead position of the cost of sales and cost to serve
- Manage processes for forecasting, budgets and consolidation and reporting with regard to B2B sales and distribution
- Provide recommendations to strategically enhance financial performance and business opportunities
- Develop customer-centric capability within the regional and sales teams

**Self-Management**
- Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
- Plan and prioritise, demonstrating abilities to manage competing demands
- Demonstrate abilities to anticipate and manage change
- Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs
- Focus on self-development and growth is essential

**Behavioural Competencies**
- Customer Focus
- Plans and Aligns
- Manages Complexity
- Communicates Effectively
- Instills Trust
- Interpersonal Savvy
- Collaborates
- Drives Results
- Builds Effective Teams
- Strategic Mindset
- Business Insight
- Financial Acumen

**S