Head of Sales

The Head of Sales primary job purpose is to develop and manage the sales & service business in South Africa, Africa & Globally.

Key Performance Area

(KPA)

Duties and Responsibilities / Tasks

1.Business

• Defines, articulates and implements the organization's strategy for selling products or services
• Develops forecasts and strategies to achieve sales at price levels to ensure profitability
• Own all plans and strategies for developing business and achieving the company's sales goals
• Actively looks at available tenders and ensure that these are executed timeously
• Conduct market surveys, report and update management regarding regional market development.
• Establish sales force objectives and quotas; prepare sales plans and budgets; establish the size and organization of the sales force
• Identify emerging markets and market shifts while being fully aware of new products and competition status
• Initiates and coordinates development of action plans to penetrate new markets
• Assists in the development and implementation of marketing plans as needed
• Estimate demand and prepare sales forecasts
• New business development including signing new clients
• Prospecting, qualifying and to evaluate potential clients
• Assists in the development of the sales plan. Prepares forecasts and KPI reporting for the sales leaders, CRO, and upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning
• Work collaboratively across teams - including Engineering, Product and Marketing
• Establish and foster partnerships and relationships with key customers both externally and internally

2.Sales

• Manage the sales team & support staff
• Ensure that sales targets are met
• Ensure that the sales margins in line with agreed upon margins
• Determine price schedules and discount rates
• Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers
• Signing new business and follow-up on sales leads
• Review operational records and reports to project sales and determine profitability
• Maintains accurate records of all pricings, sales and activity reports
• Confer with potential customers regarding spare part needs and advise customers on types and amount in cooperation with Technical
• Advise clients on company's policies and sales procedures to ensure functional effectiveness of business
• Establish the customer requirements

3. Suppliers & Procurement

• Planning of order intake for specific market segment
• Controls expenses to meet budget guidelines
• Analyze market or delivery systems
• Monitor customer preferences to determine focus of sales efforts
• Direct and coordinate activities of departmental staff
• Evaluate product quality for sales activities
• Monitor consumer or marketing trends

4. Stock & Warehousing

• Coordinating stock control operations with warehouse staff, as well as the sales and finance departments
• Analyzing supply chain data to ensure the uninterrupted availability of stock
• Forecasting supply and demand to prevent overstocking and running out of stock
• Evaluating vendor & suppliers offers and negotiating profitable purchase prices.
• Oversee stock storage processes, including tagging, boxing and labelling.
• Performing regular inventory audits and keeping stock purchasing within agreed upon budget
• Ensure that all shipment records, purchases are reported daily

5. Import & Export

• Design and implement import strategies
• Negotiate with vendors & suppliers
• Analyze market trends & identify new sources of supply
• Develop effective relationships
• Manage import & export logistics
• Ensure compliance with local & foreign trade laws & compliance

6. Customer Relationships

• Set up service agreements and/or contracts with customers
• Ensure that customer enquiries, orders and complaints are responded to in a prompt and satisfactory manner
• Maintains contact with all clients in the market area to ensure high levels of client satisfaction
• Present the company in a professional manner, to negotiate on its behalf

7. Administration

• Management of the sales team as well as new clients
• Co - ordinates subordinates leave periods
• Ensure that proper filing systems and records are maintained
• The incumbent also assists to solve problems that affect the departments service, efficiency, and productivity
• Network management and administration

8. Management and Leadership

• Manage the activities of subordinates
• Set meaningful goals and objectives and agreeing levels of performance of subordinates and review progress at regular intervals
• Implementation of reporting structures for staff (visit schedules, call reports, monthly sales reports
• Motivate staff to respond to pressure of work
• Analyze subordinate training needs and methods to meet such needs and make recommendations to the Manager skills & development
• Adheres to all company policies, procedures and business ethic codes and ensures that they are communicated and implemented within the team
• As the manager of the section he/she directs the team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values

9.Ad hoc duties

• Ensure that all activities are in accordance with corporate regulation and policies, code of conduct and applicable law
• Ensure that health & safety requirements are met and adhered to