Head of Sales

Recruiter:

Multi Search

Job Ref:

Head of Sales

Date posted:

Thursday, June 10, 2021

Location:

CapeTown, South Africa

Salary:

N/A

SUMMARY:
Head of Sales

POSITION INFO:

Our client based in Cape Town is seeking to employ a strong Head of Sales Person to join their team

Bullet Points

Strong retail understanding - develop strategies that support the client''s retail customers
Strong leadership skills - Develop and drive the team
Grow business and clients

CORE PURPOSE OF THE JOB

The Head of Sales: Retail will be responsible for and lead a team in planning, implementing, and managing the company''s sales to its retail customers. This will entail delivering organic growth and delivering on new business. He/she will be required to develop sales strategies and plans to support our retail customers. In addition to this the Head of Sales: Retail will:

Provide planning, development, evaluation, and co-ordination to the Retail sales team
Facilitate communication between the sales and other staff, as well as between clients and other sales and marketing resources within the greater business
Ensure that the distinct retail and brand-facing sales teams operate in a co-operative and integral way
Evaluate client requirements and interpret these requirements into new product solutions.
Oversee and evaluate client relationships on an ongoing basis.

DIMENSIONS OF THE JOB
Statutory Liabilities

Company Policies and Procedures
Basic Conditions of Employment Act
Labour Relations Act

PRINCIPLE DELIVERABLES

Strategy Development and Implementation

Overall responsibility for creating, planning, implementing, and integrating the strategic direction of the Retail Sales division within the company
Heads, reviews, and reports on the strategy ensuring that objectives are well understood and executed by members of staff.
Maintain constant awareness of both the external and internal competitive landscape, opportunities for expansion, customers, markets, new industry developments and standards, and so forth to improve the market position of the business and deliver consistent quality.
Regularly reviews the competitive environment and ensures that appropriate measures are taken to increase and grow the market share by penetrating new markets.

Budget/Contracts

Approve and coordinate all projects related to Retail Sales.
Develops and monitors the approved annual operating and capital budgets for Retail Sales, ensuring that this is in line with the strategy of the division.
Maintains contacts with Retail customers and maintains knowledge of current Retail and retailer relationships, prices and agreement terms to maximize the opportunity required to meet sales objectives.
Evaluates competitors and alternate solutions for benefit analysis to clients and recommends solutions that maximize effectiveness and minimize costs for Retail.
Manages relationships with Retail clients for sales, service and support of all company Retail solutions.
Provide advice on evaluation, selection, and implementation of new Retail related products and services.
Review all Retail image & data agreements as well as SLA contracts, soliciting involvement and participation of other team members as appropriate.
Maintain problem logs by documenting problems.

Sales and Marketing

Responsible for the management of the Retail sales for the company
Communicates sales plans, policies and market trends throughout the business.
Develops and maintains a customer centric culture by ensuring quick response times and maintaining the quality of the service delivered.
Direct and manage the performance of the Sales function thereby increasing business capacity with a view to forging strong rewarding relationships.
Drive the Sales team to offer innovative and new product development, and to generate new business through deepening the relationship with key and prospective clients.
Review sales and marketing activities, results and expectations with Sales staff on a regular basis.
Maintain key account relationships
Develop an effective marketing strategy for retail sales that will help realise the business goals and ensure that the marketing strategy has the ability to create an awareness of products and services.

Planning/Policy Development

Develop and enforce policies and procedures to ensure the protection of the company''s Retail client base.
Oversee the development, maintenance, and communication of sales and marketing documentation, policies, and procedures.
Develop and maintain business policies and standards aimed at maximizing effectiveness and minimizing costs related to the acquisition, servicing and operation of new and existing clients.
Regularly evaluate and research new solutions and technologies, and recommend changes to existing products, solutions, clients and staffing.
Gather and analyze changing requirements of Clients and develop effective and feasible ways to satisfy Client requirements.

Systems Administration/Reporting

Promotes and oversees relationships between the company''s Retail sales resources and external entities (e.g., government, vendors and retailers).
Ensures that all sales systems operate according to internal standards, external benchmarks and legal requirements.
Develops and maintains the client base, defining benchmarks for the service and measurement of client relationships.
Coordinates and manages reporting needs and sales analysis for the business.
Ensures that the gathering, processing, distribution and use of pertinent information required by management to make decisions occur in a timely, accurate and cost-effective manner.
Ensures that sales systems are capable of provision of all product data and statistics as required by retailers.
Facilitate correction of any client relationship problems.
Oversees the link between Retail clients and the company''s Operational resources.
Recommend changes to software applications based on analysis of their impact to all Client requirements.

Human Resources Management

Leading an effective cohesive team for optimum performance
Conflict resolution
Promotion of BEE compliance, employment equity; skills development and health and safety standards.
Constant awareness and adherence to relevant labour legislations.
Identify job performance standards and evaluates performance using a performance management system.
In consultation with the H.R. Director, assist with the implementation of the following processes which will support divisional objectives:
effective succession planning for key senior positions in the business
recruitment, talent management and retention strategies
training and development
reward and remuneration packages and incentive structures

NATURE AND SCOPE OF THE JOB

Serves as the primary contact to Retail related clients
Ability to relate to all levels of the Business as it pertains to the Retail and retailer ecosystem
Responsible for senior level decision making and both day to day management and strategic direction of the department.
Be a team player that motivates and educates other team members
Set and manage priorities
Comprehend complex, technical subjects
Plan, implement and support sales strategy
Translate technical language to lay audiences

COMPETENCIES REQUIRED
Knowledge/Experience:

A bachelor''s degree in Marketing, Business Administration, or a similar certification, or proven experience that trumps this
Minimum of 15 years of experience with increasing responsibilities for management and sales
Direct management of complex sales teams and sales environments is essential.
Significant experience in intangible or services sales to retailers is desirable.
A detailed understanding of the South African retail operational landscape.

Skills/Behaviours:

Familiarity with desktop, notebook, handheld, and server computer hardware.
Familiarity with local and wide area network design, implementation, and operation.
Familiarity with operating systems such as Windows and OSX.
Knowledge of various office productivity software programs such as word processing, databases, spreadsheet programs, and communications software.
Familiarity with various computer peripherals such as printers, monitors, modems and other equipment.
General knowledge of sales and CRM processes gained through three or more years of related experience.
Ability to analyze and resolve complex sales related issues, both client and interpersonal.
Effective verbal and written communications skills and effective presentation skills, all geared toward coordination and education.
Ability to negotiate and defuse conflict.
Self-motivator, independent, cooperative, flexible, creative.
Retail sales operations as they pertain to retailers promotional and e-commerce activities in a traditional and an online environment
Sales and Marketing solutions design and development
Sales process analysis and design
Marketing management, and operation of sales systems

Proven skills in:

Dealing with Retail owners, Clients, and others
Budget preparation and monitoring
Planning and organizing
Management and leadership
Communication

WORKING ENVIRONMENT

Extended hours and travel required.
Monday to Friday 08h00 to 17h00 (40 hour week)

NB! This job is now closed. You can apply for other jobs by uploading your CV.

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