Sales Manager

SUMMARY:
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POSITION INFO:

PURPPOSE OF JOB:

Achieve consistent sales growth for the company, year on year.

MINIMUM REQUIREMENTS / QUALIFICATIONS AND/OR EXPERIENCE

1. 10 Years sales Experience with 5 years in a managerial sales position in a structured sales environment.

2. Tyre industry experience. Min 5 years(preferred).

3. Proven experience on mentoring and coaching a sales team.

4. Passion on transforming sales and service values to align with company culture.

5. Commitment for over achievement

6. Data driven to leverage and communicate information to improve core KPI’s that matter to your team.

7. Accountability to be honest and transparent with all communication with colleagues regardless of personal ramifications.

KEY PERFORMANCE AREAS:

This position will be responsible for the following 4 Key Performance Areas:

1. Financial KPA: To exceed the sales and new business target within the Financial Year.

2. Customer KPA: To retain 100% of a good paying customer base and increase the new customer base with the financial year growth target.

3. Operational KPA: To optimise End User Sales efficiency by 100% utilization of all sales resources.

4. Learn & Grow KPA: To enable end user sales executives to confidently retain and increase end user customer base within FYE.

KEY PERFORMANCE AREA

(RESPONSIBILITIES)

MEASURE | KPI

(WHAT SUCCESS LOOKS LIKE)

Financial Responsibilities:

1. Grow Sales year on year

· Achieve and exceed the turnover and GP target.

· Grow on existing account base as set out on KPA.

· Ensure an overall GP percentage of 28%

2. Control expense budget

· Keeping expenses within budget.

3. Authorise price structures.

· Ensuring that correct Volume discounts are loaded for each customer.

· Ensuring that each product is priced correctly for optimal GP.

· Authorizing pricing outside set volume discounts.

· Approval of credit notes within specific parameters (Not below 7% GP)

4. Authorize revised special pricing applications.

· Authorize special pricing.

Customer Responsibilities:

1. Retain 100% of good paying customer base.

· Implement sales strategy to retain customer base by utilising sales tools.

· Ensuring each sale executives does a minimum of 60 existing customer visits and service executives does 148 customer visits per month.

· 100% of customer spend on all applicable product and services offered by ATT/AMS.

· Align sales executives with the budget for the financial year indicated by sales activities, new business obtained and existing client growth.

· Utilising specific sales resources to retain customer base in the form of test tyre performances, corporate video’s, customer testimonials, contact centre, Sales force, customer visit template.

2. Grow market share

· Implement the Sales strategy to increase market share as stipulated in the budget KPA.

· Determine the size of the market within each region of the end user and review annually.

· Determine the non-spending customers in each region and implement a target attack program.

· Utilising specific sales resources to assist the opening of new accounts in the form of test tyre performances, corporate video’s, customer testimonials, contact centre, Sales force, customer visit template.

· Implement a marketing strategy in collaboration with Marketing department to grow ATT presence in each area.

3. Manage Sales Executive activities

· Visit Top 20 customers of my team each monthly

· Visit 20 prospects with sales executives each month

· Ensure sales executive activities are uploaded Monthly, weekly, and daily pending on the requirement.

· Coaching him by briefing and debriefing him with each customer visit.

4. Liaise with Customer relations manager.

· Allocate CRO to visit and/or contact top 20 customers every 6 months.

· Action and investigate any complaints that are received via this channel.

· Respond with resolution to CRO within one week of receiving queries.

5. Resolve escalated customer queries

· Obtain fact and determine impact on ATT and customer.

· Determining a win-win solution based on facts obtained.

· Respond to the customer/client by email or by telephonic discussion.

· Capture information under customers profile within Salesforce.

· Update sales SOP to avoid reoccurrence within 24 hours of resolving the incident.

· Escalate to relevant department manager if required.

· Resolution within 30days

Operational Responsibilities:

1. Set the annual sales budget including existing and new business targets

· Set a growth percentage target on the prior financial year sales per sales executive.

· Identification of growth areas within market segments.

· Generate a competitive analysis.

· Identify market segment opportunities to upsell products that is exclusively available to the company.

· Implement a strategy to sell new products at optimal GP

2. Allocate existing and new business target to sales executives

· Allocate sales budget to each sales executive.

· Ensure the individual sales executive budgets should balance back to divisional budgets.

3. Manage sales executives’ activities within sales force

· Participate in and monitor the sales executive’s monthly planner so that at least 100 customer visits are completed which include a minimum of 40 new account visits for sales executives and 148 customer visits for service executives.

· Enforcing pre-meeting preparations has been actioned.

· Monitor what was captured on SF on a weekly basis.

· Customer check form to be completed with each visit (Objective - Saving the customer money)

· Monitor and manage SF activity reports monthly by number of customer meetings, number of prospect meetings, time spend at customer.

4. Manage customer infield visits and call cycle

· Sales manager to manage planner and call cycle with each service executive.

· Ensure that each sales executive attends the meetings as set out in their monthly planner and changes are justified.

· Introducing new products and services to customers.

· Sharing of product information to ease the sale by using test tyre reports, supplier warrantees and CPK guarantees.

· Establish meeting goals and upsell opportunities.

· De-brief the events and outcomes of the meeting, summarise actionable points and coach sales executive.

· Create resolution and offerings and revert to customer.

· Coach sales executive on positive outcomes, sales techniques and areas requiring improvement.

5. Manage and resolve all sales executive escalations (Pricing, product, queries, applications)

· Ensure all escalated debtors queries are resolved by the sales executive as and when required from Accounts department.

· Involve other department managers to resolve escalated queries raised by Sales Executives.

· Negotiate pricing within approval parameters.

6. Review of sales team and sales executive results

· Monitor sales vs budget on a weekly basis.

· Manage current customer sales vs budget.

· Share sales team performance on Sales vs budget, Sales executive activities vs target and new business vs budget

7. Report and escalate new risks and opportunities facing the company to all directors and stake holders

· Ascertain departmental interaction requirements and meet accordingly. Strategic meetings to measure SLA deliverables.

· Escalate all operational queries to the CFO, CEO, COO if necessary.

· Identify and escalate exceptions on pricing and GP %

· Correct sales executives’ behaviour on escalated queries received from other departments.

8. Exceptions

· Teams meetings to be scheduled with customers where physical meetings are not allowed to take place onsite.

Learn & Grow Responsibilities:

1. Sales Executive development

· Conduct a skills audit on sales executives annually.

· Formalize procedure on coaching, brief and de-brief.

· Implementation of training programs in conjunction with training department.

· Upskill Sales Force capabilities of each Sales executive and ensure that the skills are utilised and applied in field.

· Motivate and lead by example.

2. Performance management

· Bi-weekly strategic and performance review meetings with each sales executive within your portfolio.

· Implementation of official review system when required.

· Disciplinary action on poor performance.

· Quarterly KPI meetings.

· Conduct a quarterly performance review on official KPI documents

3. House keeping

· Maintaining ATT culture.

· Keeping team moral high.

· Implementing Adhoc Projects.

4. Faster innovative thinking

· Bring at least 1 idea per month to the sales management accounts meeting to improve ATT perception / Service Supply to clients.

DECISION MAKING CRITERIA

· Pricing:

o Approve pricing discounts to a minimum of 7% gross profit.

o Authorise customer volume discount price lists and discounts on retreads.

o Authorise all price list change requests.

o Authorise all escalated pricing requests beyond Branch Manager limit.

o Request the multiple be changed on specific sizes or products to either increase or decrease the price.

o Negotiate pricing increases to OE customers.

o Authorise any price changes on Breakdown costs.

o Authorise direct supply Container deals or Urgent local deliveries.

o Authorise AMS pricing and IBT’s.

· Stock

o Authorise all IBT’s that fall outside of the weekly stock ordering process.

o Authorise all buy outs for Coastal customers.

o Authorise all credits and goods returned.

o Authorise all requests to waiver handling fees on all returns.

o Authorise the fitment of Combo’s in 067 and 050.

o Be the back up to authorise the release of all Combo’s from Bond to stock.

o Authorise the release of loose tyres from Bond to stock.

o Authorise the strip of Combo’s for loose stock.

o Advise on min-max stock levels in required warehouses.

· Deliveries, fitments & vehicles

o Authorise special deliveries outside of the CCF.

o Authorise use of company vehicles for private use.

o Authorise requests from Transport for fuel cards, change of vehicles, etc.

· Staff Activities

o Authorise leave.

o Sign off expenses for Sales Staff and/or adhoc requirements.

o Sign off time and attendance for direct reports.

· Sales Activities

o Authorise prospects on Salesforce

o Approve the Customer Call Frequency for reps on Salesforce

o Authorise credit applications

o Approve deliveries to 3rd party addresses

· Authorise changes Factory production patterns as and when required

COMPETENCIES REQUIRED:

Knowledge:

1. 1. Fleet solutions sales process
2. 6. Financial reports
3. 2. Product and services
4. 7. Customer and market trends
5. 3. Tyre industry
6. 8. Competitors
7. 4. Sales Force system
8. 9. ATT Policies & Procedures
9. 5. Product and market pricing structure
10. 10. Company structure

Skills:

1. 1. Negotiations
2. 7. Problem solving & decision making
3. 2. Presentation
4. 8. Coaching & Inspiration
5. 3. Convincing and selling
6. 9. Strategic Planning
7. 4. Communication
8. 10. Forecasting
9. 5. Basic accounting
10. 11. Management and leadership
11. 6. PC and software literate
12.  

Attitude / Behavioral Requirements (Compulsory):

1. Positive

I am a positive and motivated team player and will ensure that this is paid forward to my team and colleagues.

2. Customer driven

I am a responsible employee and will ensure that I always place the company first within a win-win relationship with our customers.

3. Success driven

I am a success driven person motivated by winning each potential deal and accomplishments, by striving to be the best possible version of myself within my portfolio.

4. Open for learning

I am open for learning from each member of the ATT team to ensure the collective knowledge of the team guarantees sustainability of the company.

5. Accurate and thorough

I am accurate and thorough and will ensure to take detail into consideration when making decision that influence the company, customers and staff.

6. Care to develop and grow

I am a manager that cares for my team and shows this by developing and growing my team.

7. Deadline Focused 

I am deadline focused and will work extra hours, use resources and plan to ensure deadlines are met.

8. Target driven

I am target driven and will use all possible resources available to me to ensure targets are met with the goal to overachieve.

9. Lead by Example

I am a team member that will lead by example and positively influence all staff and customers.

10. Work Ethic

I am a team member that rates work ethics critical to success and will ensure my team honours work ethics.

11. Willingness to work long hours

I am willing to work long hours with productive results.