SUMMARY:
Informal Channel Head: Sales - 10 years’ experience within the Informal Market with the ability to analyse the ecosystem, derive strategy and ensure execution.
POSITION INFO:
JOB PURPOSE
Develop, grow and maintain the Informal Market to successfully compete within South Africa. Do the requisite analysis, segment the market and gain the relevant insights to develop, maintain and execute on the strategy with the Informal Market. Grow the business profitability of the existing base of merchants and ensure the sales, onboarding and retaining of merchants, including promoting the organization to existing and new traders to meet the strategic business objectives. Coordinate with the Product Category Director to suggest enhancements that will drive Informal Market satisfaction (both merchant and Consumer) and increase product penetration and broaden sales opportunities, thereby ensuring suitable products are taken or maintained in market. Implement and develop innovative Informal Market tactical strategies to generate revenue to meet sales and profit targets across the business. Responsible for increasing visibility and equity of the company brands, products and services.
RESPONSIBILITIES
New Business Development, Sales Management and retention
Lead and drive new business opportunities through deliberate research, lead generation and keeping relevant to market trends. Collaborate across the business to develop feasible Informal Market plans that enable revenue and profit generation. Focus on growing and developing existing merchants, together with generating new business and additional market penetration. Responsible for the effective on-boarding of new merchants. Create business plans for all relevant consumer groups and opportunity for new merchants. Act as the key interface between the Informal Market Merchant and all relevant divisions within the business. Distribution to all internal stakeholders of the final signed merchant agreements and safekeeping of the original merchant agreements as prescribed. Acquire additional distribution channels which are regional or nationally based where the business has either little or no distribution. Direct strategic national Informal Market planning, roadmap, consumer development through market development and strategies. Timely & accurate revenue & new business value forecasting. Responsible for managing P&L accuracy and approval related to his/her portfolio Promote and market Products and Services in addition to the products and services already active in the channel. Keep abreast of changing markets and other conditions, quickly amending and changing plans to ensure continuous growth and meeting of business objectives. Conduct competitor analysis across the country with focus on region and report activities to key stakeholders. Conduct sound and detailed status analysis of existing and new channel partners and/or stores to take corrective action or provide further support to enhance revenue. Monitor achievements of the assigned targets by channel and immediately acting on low performing outlets through corrective actions. Co-ordinate channel training needs in line with both the business and the channels objectives with the capability specialist, to ensure a consistent and informed sales force.
Sales Marketing and promotions
Manage promotional budgets by segment to ensure optimal service and product performance and ensure profitability within the channel. Collaborate with Integrated Activity Planning Manager on the approved promotional plans, with specific objectives to ensure seamless execution sales in distribution function. Develop and execute a postmortem in report format on monthly plans for the Informal Market in line with national plans and compile improvement plans where necessary. Collaborate in compiling selling stories to ensure correct communication to traders by the sales force of the value proposition.
Report Generation
Complete weekly, monthly, postmortem reporting, and quarterly sales performances and other reports as required.
Complete general and region specific, weekly competitor analysis reports including potential proactive solutions to combat the competitor. Manage an accurate data base for all assigned channel outlets and regional contacts and update regionally and nationally as required. Complete input into board packs for the Informal Market
Work Collaboratively
Build a culture of respect and understanding across the organisation Recognise outcomes which resulted from effective collaboration between teams Build co-operation 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 consumer experience
Self-Management
Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained. Demonstrate consistent application of internal procedures. Plan and prioritize, 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. Continually upskill oneself in terms of the Informal Market around news, ideas, changes in strategies and next steps to own the market. Live the company Values.
Leadership
Be an effective inspirational leader to facilitate the creation of motivated, accountable, full-service teams who understand and strive to meet the needs of all stakeholders. Coach, counsel and train digital team, operational managers and staff to apply, support, sustain and develop a continuous improvement culture. Role model behaviour and motivate team members in line with the companies’ values and ethos. Guidance of others and active development of self to improve on their technical and communication abilities so that capabilities and deliveries are better understood and thus trusted and applied through the business. Translates strategy into goals for performance and growth helping to implement organisation-wide goal setting, performance management, and annual operating planning. Identify the capabilities needed to meet the current and emerging business needs of the organisation. Evaluate current capabilities, identify gaps, and prioritize development activities.
BEHAVIORAL COMPETENCIES
Customer Focus
Building strong customer relationships and delivering customer-centric solutions.
Instills Trust
Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Situational Adaptability
Adapting approach and demeanour in real time to match the shifting demands of different situations
Develops Talent
Developing people to meet both their career goals and the organization’s goals
Cultivates Innovation
Creating new and better ways for the organisation to be successful.
Collaborates
Building partnerships and working collaboratively with others to meet shared objectives.
Drives Engagement
Creating a climate where people are motivated to do their best to help the organization achieve its objectives
Drives vision and purpose
Painting a compelling picture of the vision and strategy that motivates others to action
Business Insight
Applies knowledge of business and the marketplace to advance the organization''''s goals. For example, leverages insights to shape and drive critical initiatives. Shares industry developments with the team; helps them grasp business and industry fundamentals and understand how they contribute.
Manages Complexity
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations.
Plans and Aligns
Plans and prioritizes work to meet commitments aligned with organizational goals. For example, stays focused on plans and improvises in response to changes, including risks and contingencies. Aligns own team''''s work with other workgroups''''. Looks ahead to determine and obtain needed resources to complete plans.
Communicates Effectively
Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, tailors communication content and style to the needs of others. Pays attention to others'''' input and perspectives, asks questions, and summarizes to confirm understanding.
Builds Effective Teams
Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals. For example, mentors others on how to build effective teams; takes actions to correct dysfunctional teams. Ensures that the team has the right mix of skills; leverages individual strengths effectively.
Ensures Accountability
Holds self and others accountable to meet commitments. For example, measures and tracks team''''s and own performance, and helps the team learn from success, failure, and feedback. Adheres to, and enforces, goals, policies, and procedures.
Drives Results
Consistently achieves results, even under tough circumstances. For example, emphasizes the importance of results; encourages a sense of urgency in others; challenges poor outcomes or unproductive behaviors. Provides assistance or encouragement to help others over obstacles.
Builds Networks
Effectively builds formal and informal relationship networks inside and outside the organization. For example, makes connections to help people build their own networks; offers insights about internal and external contacts. Leverages networks to remain aware of industry developments and widen own sphere of influence.
Financial Acumen
Interprets and applies key financial indicators to make better business decisions. For example, fosters accountability for making good financial decisions; provides guidance to help the team make astute decisions. Summarizes financial performance data and explains implications for the organization
EDUCATION
Bachelor’s degree in Commerce
Postgraduate qualification in sales or marketing would be beneficial
EXPERIENCE
Minimum 10 years’ experience within the Informal Market with the ability to
analyse the ecosystem, derive strategy and ensure execution.
Salary : R----- - R1.3 mill p.a.
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