SALARY R62500Reporting to the Commercial Executive, the Sales Manager: Consumer Sales will be responsible for the AAs B2C sales across a variety of channels. The Sales Manager will be expected to integrate sales channels and align these to the requirements of market segments. Primarily the Sales Manager has to maximise the growth potential of the AAs individual membership base.The identification and pursuit of new and emerging markets will be a key focus area of the incumbent to ensure target achievement. He/she will further be required to optimise sales of the range of AA products and services through identification of customers purchasing trends using the CRM system and principles. Cross selling and up selling opportunities must be a focus across all products as well as membership offers and campaigns. Furthermore the Sales Manager will be responsible for the enhancement of service levels through the implementation of CRM principles.3. JOB SPECIFIC REQUIREMENTSJob objectives and work activitieso To implement and manage B2C sales (inbound and outbound) strategy with the support of other AA divisions and business units.o Manage, achieve and maintain the B2C revenue budget and develop departmental business plans.o To manage sales teams (B2C) in order to ensure that monthly, quarterly and annual sales targets are achieved.o Meet individual sales targets.o Mentor, coach, train, motivate and monitor sales staff to ensure that sales targets are achieved and exceeded. o To generate sales and activity reports and timeously submitting these reports.o Together with the Commercial Executive, identify new markets /industries and the innovation of appropriate offerings together with the relevant business units and thereafter implementation of sales plans to capture new business.o Monitor B2C profitability and growth within the commercial division. To ensure delivery of targeted sales plans through consistently monitoring sales performance and installing corrective actions when needed to reach target. Ongoing performance management; identifying and managing training needs in order to meet strategic sales objectives, as well identifying and resolving performance-related problems.o Increase sales effectiveness using information such as conversion rates, introducing incentive initiatives etc.o Investigate changes and developments in the market and proposing innovative business alternatives to increasing revenueo To enhance current market share through researching trends with a view to increasing the AAs sales penetration.o Investigate competitor activity to assist in developing counter strategies.o To negotiate and coordinate with other divisional heads to align B2C sales activities with objectives of relevant division(s). o Monitor consumer preferences to determine focus of sales efforts.o To implement CRM principles that will improve B2C sales levels o Set and maintain business rules within the Commercial (B2C) environment. o To identify and convert business opportunities, strengthen market capabilities and consumer relationships.o Any other related duties as required by the Commercial Executive.Job Knowledgeo Extensive knowledge of sales processes that will support and optimise B2C sales processes.o Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.o Management of third party providers for the telephonic selling of membership o Financial and analytical understanding that may be applied to strategic divisional business planning and budgeting is required, including setting divisional and individual targets, to ensure that objectives are met.o A sound understanding of basic human resources functions, such as recruitment, coaching and motivation, training, reward and recognition, retention of staff etc. o Knowledge of the market, customer, products and services that have, and will, set the standard of professional service being offered to AA members and future customers.o Sound knowledge of administration processes to achieve excellent customer service levels.o Excellent working knowledge of MS Word, Excel, PowerPoint and Outlook.o Organisational structure and functioning.o Codes, policies, regulations and procedures related to the company.o Business correspondence formatting.Job Related Skillso Assertiveness as well as excellent negotiating skills.o Quick thinking and dynamic individual.o A self-driven, self motivated individual. o The ability to encourage others to motivate themselves and work in teams.o A team player that is dynamic and flexible.o Above average interpersonal and communication skills are necessary to build and maintain business relationships that produce effective and efficient results.o A keen sense of business acumen.o Analytical skills combined with a good understanding of financial aspects such as costing and profitability.o The ability to successfully co-ordinate projects from inception through to implementation are further necessary skills expected.o Superior presentation skills; it will be expected of the candidate to present at board level as well as at senior management level. o An honest & trustworthy individual.o Ability to perform well under pressure.o Ability to work concurrently on multiple tasks.o Excellent Time Management.o A high sense of urgency.o An ability to adapt quickly to constantly changing business priorities.Job Experienceo A proven track record in managing diverse sales teams, management of call centre sales advantageous.o At least 5 years sales experience within a B2C sales environment and an additional 3 years managerial experience in a similar, target driven environment.o Previous experience working with CRM platform will be advantageous.o Previous experience in marketing and or customer service industry would be an advantage.o Sale of intangible products and services. o Project management experience.o Proven experience in people management.Educationo A relevant B-Degree or equivalent qualification is required.Othero The prospective manager must be prepared to work flexible hours to ensure that strict deadlines are met.o Own transport is essential.4. COMPETENCY REQUIREMENTS(Please refer to Competency Framework)Extreme Importance Entrepreneurial and Commercial Thinking Persuading and Influencing Deciding and Initiating Action Planning and Organising Delivering Results and Meeting Customer Expectations Applying Expertise and Technology Analysing Presenting and Communicating InformationHigh Importanceo Working with Peopleo Formulating Strategies and Conceptso Writing and Reportingo Leading and Supervisingo Coping with Pressures and Setbackso Achieving Personal Work Goals and Objectiveso Relating and NetworkingModerate/Baseline Importanceo Adhering to Principles and Valueso Adapting and Responding to Changeo Creating and Innovatingo Learning and Researching o Following Instructions and Procedures
