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A position has become available for aReginal Sales Directorto join our team.
Job Purpose
Is responsible for all new Sales (primarily Automation) within the Retail market segment in the sub-region. Will deliver growth and market share goals over a 3-year planning horizon. Is responsible for directing and controlling all new Sales activities including the setting of Sales plans, targets and Sales objectives in accordance with the strategy.
Responsible for achieving Sales targets within an allocated budget, driving funnel growth and vitality and manages through KPI’s in order to deliver sustainable results. Defines the shape and size of an effective Sales organization to deliver against strategy. This includes defining and building Sales capabilities and skills.
Duties & Responsibilities
Development and Execution of Sales strategies to grow revenue
Work closely with the Commercial Director to define the growth strategy for capturing new business in sub-region to ensure that targeted/budgeted growth goals are delivered.
Deliver growth, margin and working capital expectations in line with annual budget
Accurately forecast future sales and sales plans that adapt to constant shifts in the marketplace
Drive the closure of all identified Sales Opportunities/Leads, through Salesforce
Drive systematic Sales processes to enhance coverage of the market, drive funnel growth and drive conversion
Lead the development of sales capacity and skills within the organization
Tracking and reporting on Sales performance vs. target weekly
Participation in weekly Sales Calls/Meetings and providing progress updates
Manage ongoing contract and relationships with customers to preserve and grow existing Sales volume
Identify and communicate market trends and new technology requirements
Work with marketing team on strategic market planning
Build strategic relationships with Oilco’s and other strategic players along the solution value chain to deliver best in class value proposition to the customer
Work with extended sales teams on more complex projects
Work with Channel manager for Distributor strategy, execution and management
Play critical role in Policy deployment
Identify valuable emerging markets and seek out new major clients by forming solid working relationships within the industry
Customer Relationship Management
Collaborate with the relevant business stakeholders in the periodic analysis of existing customer trends
Collaborate with team members in co-ordinated communication efforts/campaigns with existing customers
Develop networking opportunities with existing customers as part of Senior Management team
Manage and interpret customer requirements - speaking with clients to understand, anticipate and meet their needs
Monitor customer retention as part of Senior Management team
Stakeholder Relationship Management
Establish partnerships with relevant key stakeholders
Collaborate with team members in the implementation of a Stakeholder Engagement Plan
Engage with clients at various levels and forums
Building and Extraordinary Team
Build, maintain and lead a high performing sales team through acquisition and development of talent at all levels
Build and lead an engaged and motivated sales team
Monitor progress against targets and gives timely feedback and coaching support to team members
Manage a team to meet budget targets, grow new business, achieve price increases etc.
Monitor, Review and Report on Product Sales/New Business performance (with support from Finance)
Responsible for some key Financial/Growth performance metrics
Manage Project and Action Plans within approved budgets, to drive growth initiatives and campaigns
Provide Technical Support on Key Projects, as Project Sponsor or Project Manager
Assume responsibility for business Tenders, in conjunction with relevant team members
Oversee and manage the roll-out of sales and marketing projects implemented within the business.
Deliver Funnel growth - 3 months 3+ y X of sales target
Deliver bookings target
Time taken to grown opportunity from ‘opportunity’ to ‘order
Quality
Forecast Accuracy
Win rate of large tenders
HSSE
HSSE NM/PI targets met
HSSE Audit targets met
Increase in RETAIL core growth from x% to y%
Achieve AR target
OMX
Increased in Group OMX by x BPS for the (Year) FY
Quality
OTD of projects
Building Extraordinary Teams
Ensure retention rate of <5% within RETAIL through increased employee engagement
Ensure that Staff complement meet BBBEE requirements in South Africa
Desired Experience & Qualification
Education/Achievements
Required
University degree or equivalent
Proven track record of winning significant profitable business (both directly and indirectly through a team)
Preferred
MBA
Experience/Knowledge
Required
Minimum 10-15 years’ experience in Sales and Marketing
Knowledge of Geographical landscape.
Strategic planning background experience
Preferred
Extensive knowledge and usage of industry toolset including Salesforce.com
Industry knowledge, experience and interrelationships at a global level
Specific Skills
Required
Customer centric
Relationship Management
Negotiations & Tendering
Strategic Planning & Organisation
Advanced Computer Literacy in Office Suite
Project Management Skills
Product Management Skills
High level oral and written communication Good Administrative Skills
Proven Operational/Leadership Skills
Preferred
Advanced Analytical Skills
Valid driver’s license and own transport
Company Benefits
Company Events
Full/Part Medical Aid Contribution
Training
The benefits listed are applicable to the company and can differ depending on the position or department.
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