Head of sales

Job Summary

A consulting firm seeks qualified candidates to fill this role   Primary Purpose:   To drive market development through creation and executio...

  • Minimum Qualification: Degree
  • Experience Level: Management level
  • Experience Length: 10 years

Job Description

A consulting firm seeks qualified candidates to fill this role

 

Primary Purpose:  

To drive market development through creation and execution of a multi-channel sales strategy including partner channel management and field force management

 

Key Performance Areas and Responsibilities

Description

Objective / Output

Strategic Collaboration 

Contribute to development of  multi-channel sales strategy for 

FLEX and INFINITY products in Nigeria including

Field force management

Partner channel management

Market development

Geographic expansion

Effective planning to deliver business results

Annual & quarterly activity planning

Field force deployment

Work with Group Commercial to implement existing processes, frameworks, tools and training effectively to sales organization

Work collaboratively with Group Commercial to build and/or refine processes, frameworks, tools and training

Create processes in absence of defined processes from Group

Annual functional strategy

Quarterly strategy implementation (OKRs)

Sales Channel Supervision/  Oversight

Implement and refine multi-channel sales effort for FLEX and INFINITY

Construct and deploy effective communication to all levels of sales organization including:

Priorities

Activities

Targets

Monitor and track daily sales targets and activities 

Trend analysis

Diagnostics

Identify outliers

Territory expansion/planning

Identify, monitor & track seasonality  

Annual Sales Plan

Growth of customer base

Weekly Sales Dashboard of operational indicators

On plan for head count

Installed value (sales * product mix = revenue line)

Productivity

Monthly indicators

Cost of Sales

Customer churn during 1st 3 months 

CSAT / NPS

Budget Management

Develop annual budgets based on operational and financial targets

Monitor the departmental operating budget to ensure expenditure is aligned to budget allocations

Address budget variances with the Finance Department to clarify over or under-spend

Authorize expenses as per delegation of authority 

Expenditure within budget

Sales performance 

Number of Sales  

Cost of Sales

No fruitless, wasteful or unauthorized expenditure

People Management

Build a high performance sales organization from the ground up

Recruit, train, coach, build leaders and motivate all levels within sales org

Demonstrate company values every single day

Manage the performance of direct reports, ensuring agreement of annual goals, measuring performance against agreed goals and dealing with areas of non-performance

Lead the development of staff to ensure the team receive adequate and relevant training to support career development 

Input into the development of succession plans for the department in consultation with the MD

Manage the administration of direct reports through the approval of leave, subsistence and travel expenses

Manage the administration of documentation to ensure availability and ease of retrieval at all times

Department fully resourced to achieve business objectives

Motivated and disciplined team

Bi-annual Performance Appraisal for all staff members carried out

Performance Development for all staff in sales team per timeline

Training plans for staff in place and implemented

Documentation complete and accurate

Stakeholder Management

Identify and  follow up on opportunities for improved lead generation & customer targeting 

Identify, negotiate and deploy effective partnerships

Liaise with local government to gain support in areas where we work

Liaise with senior visitors (both internal and external) to communicate information on business operations and for conducting field visits

Support the collaboration across functions to understand and resolve problems on the ground 

Relationships result in business advocates and business opportunities

 

(What qualification and experience is required to perform the Essential Duties) 

  • Degree in Marketing or any relevant field of study
  • Relevant postgraduate qualification e.g. MBA
  • 10+ years’ experience in a sales environment in Nigeria, of which 7 years is at a management level
  • Management of multi-channel sales force including large field sales force
  • Telecom / white goods industry experience
  • Direct Sales management experience, experience of the expansion into new territories

 

Knowledge, Skills, and Abilities Required

  • Managerial and Technical Competencies:
  • Knowledge of methodologies in Direct Sales
  • Understanding of the local business environment and channels
  • Knowledge of the relevant legislation pertaining to the country
  • Knowledge of financial principles
  • Strategic planning skills
  • Leadership skills
  • People management skills
  • Risk management skills
  • Relationship management skills
  • Generic Competencies:
  • Communication skills
  • Problem-solving skills
  • Analytical skills
  • Networking skills
  • Negotiating skills
  • Interpersonal skills
  • Customer focused
  • Resilience
  • Ethical
  • Team player
  • Work under pressure
  • Self-motivated

 

Working Condition office-bound/on-site/travel

Required to work out in the field, therefore significant travel is required

Willing to work extended hours

 

The above declarations are not intended to be an all-inclusive list of the duties and responsibilities of the role described, nor are they intended to be such a listing of the skills and abilities required to perform the work. Rather, they are intended only to describe the general nature of the role.

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