Head of Sales - Krugersdorp Verfied

Salary Negotiable Krugersdorp, Gauteng Krugersdorp, Gauteng more than 14 days ago 17-05-2016 7:13:56 AM
14-06-2016 7:13:56 AM
Introduction
As the Head of Sales, you will be based in Johannesburg and reporting to the General Manager. Your core function is to develop and implement strategies through building sales competencies with the distributor to achieve distribution, consumer price, quality, visibility and display budgets in all market segments as agreed with company management. The strategies are delivered through direct management of a local distributor, wholesalers, retail and a direct working relationship with the national sales and marketing departments.
As the Head of Sales your key responsibilities and activities will include:
One Company Way
? Develop, plan, implement and measure to achieve the budgeted product in wholesale, retail store distribution, consumer price, quality, visibility and display within all channels within South Africa.
? This is achieved through developing sales competencies within the distributor sales structure and closely managing the day-to-day activities acting as trainer, consultant and key stakeholder of the full implementation of the One Company Way sales model.
Sales Forecasting
? On a weekly basis monitor market trends, weekly distributor activity plans and the supply chain situation to present and updated sales to trade (sell Out) forecast to the executive team, strictly ensuring the agreed level of SOH is achieved without over stocks or out of stocks.
Day to Day prime contact for distributor
? Developing and maintaining a working relationship with the distribution channels, retail partners and wholesale chain and having their respect and trust to ensure a close and influential relationship within all levels of the company sales and distribution team.
? Furthermore, using this relationship to closely manage all sales activities and brand activities within the trade.
? Lead the Sales and Servicing function through coaching, developing and motivating subordinates including follow-up of team and individual performance against targets and objectives aligned with overall sales strategy.
? Increase confidence in and the reputation of the business in respect of any and all stakeholders, driving brand awareness and loyalty.
? Develop and establish relationships with internal teams such as operations and through these partnerships ensuring a seamless and quality service being provided to the client.
? Ensure CRM system is managed and maintained by the Sales and Services team

Influencing
? Day to day Influencing with the distribution channels for all required activities and investment into the business, bringing in other key people within company at appropriate times to complete negotiations.
Financial Budgets
? Working closely with the sales team and/or the distributors to ensure that all financial budgets agreed by the company are spent within the confirmed budgets limits for market returns, travel expenses, personal expenses and any other expenses agreed to be spend on an occasion by occasion basis and are all spent within the company guidelines whether written or verbally communicated.
Distributor margin and trade spend management
? Through close monitoring of all elements of the price list from the company to the distributor, distributor to wholesalers, and distributor to retailers/customers to the consumer, ensure that the consumer is paying the consumer price agreed with company marketing.
? Further to this in managing the retailer margins, work closely with the distributor to ensure that all trade spend monies invested in the trade are done in a fair and transparent way maximizing return on invest for company and strictly staying within the company trade philosophy and that all Sales activation standards are achieved within the agreed trade spend % of sales.
? Likewise ensure that the value chain and distributors, including all the commercial and financial elements of the trade relationship, maximises the return of investment for the company, achieving at the same time the maximum level of visibility for the brand
Communication
? To inform company on a regular basis all relevant activity in the market by the distributor, competitors, wholesalers, retailers or country Authorities. Also to communicate to the distributor all relevant information from company to assist them in the sales planning activities.
You will be responsible for building relationships with the following
INTERNAL
? Regional BU director
? Regional sales management
? Marketing team
? Trade Marketing team
? Finance dept.
? Supply Chain
? Customer service
EXTERNAL
? Wholesalers
? Retailers
? Distributors
Profile
As the successful Head of Sales, you will have the following attributes:
NON-NEGOTIABLE:
? Proven track record in a stand-alone role / Reporting to an International Business Unit
? Experience with retailers and distributors within South Africa essential, internationally would be advantageous.
? Minimum 8 - 10 years experience within a senior sales role within a blue chip multinational, 5 years being National Sales Manager
? Strong commercial acumen, self-motivated
? Willing to travel extensively nationally and internationally - Up to 40%

EDUCATION AND EXPERIENCE:
? MSc. or BSc. degree in Business and/or Marketing
Specific competencies:
? FMCG international standard sales competencies
? Horeca
? Route to Market strategies
? Top to top negotiation
? Change management
? Commercial acumen
Personal characteristics:
? Team player
? Self-starter
? 'Getting things done' mentality
? Positive attitude
? Loyalty
? Pragmatic approach
? Ambitious