Job Purpose

• To implement appropriate solutions in the form of value propositions to meet or exceed all sales goals, performance quotas and process expectations in the assigned area.
• To provide tactical and operational management, supervision and support to the area sales team.

Key Responsibilities

• Sales Management
• Develop and execute the area sales strategy as aligned to the regional strategy.
• Generate leads regarding prospective contract opportunities and, together with the Regional sales Manager, drive deal closure.
• Drive the area contribution to strategic and operational target achievement.
• Contribute to accurate area sales (volume and product) forecasting and ensure alignment to and input into the regional and national planning processes.
• Track area competitor activity and performance.
• Develop, implement and manage area marketing objectives.
• Drive horizontal and vertical growth opportunities.
• Constantly analyze statistics regarding the number of sales made in a given time period, the resulting profits, and the need for new clients and products.
• Coordinate sales team promotional activities across the area.
• Customer Relationship Management
• Maintain and expand the customer base by building and maintaining good relationships with key customers and recognizing new customer opportunities.
• Understand key customers’ operations and strategies as well as their requirements and trends.
• Gather area market intelligence on national accounts and key regional accounts.
• Manage and coordinate area resources in line with customer plans in order to achieve strategic objectives (call planners etc).
• Ensure the customer service policy is rigidly implemented and maintained.
• Resolve escalated customer queries and issues professionally and in the best interest of all parties.
• Supply Chain and Distribution Management
• Address area stock availability issues with depots.
• Oversee the area order taking process.
• Budget Management
• Drive the achievement of the area sales budgets in terms of volume.
• Control area sales costs.
• Area Team Management
• Ensure the sales team creates demand pull.
• Plan and schedule team training and monitor impact on performance.
• Organize and direct the area team towards the achievement of its targets and together with the team, identify sales goals, create and implement strategies, and evaluate performance.
• Accomplish area sales goals by orienting, instructing, assigning, scheduling, counselling and disciplining staff.
• Address the job expectations of staff.
• Plan, supervise, evaluate job contributions and provide regular feedback.
• Manage staff leave and general time management issues in line with organizational deliverables and standards.
• Ensure the accurate recording and maintenance of all employee information.
• Manage delivery against talent management action plans.
• Clarify roles and responsibilities for subordinates.
• Complete skills and competency matrices for all subordinates.
• Formulate/update job profiles for all subordinate jobs.
• Coach and mentor subordinates and potential successors.
• Develop and drive the training strategy.
• Develop and drive progression and career paths for subordinates.

KPI’s

• Area customer satisfaction rating
• Sales team performance
• In-store management
• Achievement of operational targets
• Number of lost customers
• Sales volume / location
• Volume and value growth
• Cost management
• New business development (horizontal and vertical growth)
• Customer contact coverage

Qualifications, Skills and Experience Required for the Job

Qualifications and Experience

• Degree in management, business administration and/or marketing
• Valid Code EB drivers ’license