Head Sales and Marketing Operations

New

Job Summary

Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers. Rigorously drive sales Target in order for revenue growth to be achieved

  • Minimum Qualification: Degree
  • Experience Level: Mid level
  • Experience Length: 5 years

Job Description

Core Working Relationships: 

  • Clients
  • Stakeholders
  • Sales Operations
  • Production Operations

Task Complexities: 
  • Direct and coordinate activities involving sales of manufactured furniture products. 
  • Resolve customer complaints regarding sales and service.
  • Review reports to project sales and determine profitability.
  • Oversee local sales executives and other staffs.
  • Liaise with leadership to determine price schedules and discount rates.
  • Prepare budgets and approve budget expenditures.
  • Monitor customer preferences to determine focus of sales efforts.
  • Liaise with human resource to plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
  • Direct, coordinate, and review activities in sales and service with a view to add to the bottom line of the business. 
  • Confer or consult with department heads and the brand and communication consultant to plan advertising and to secure information on products and customer specifications.
  • Confer with potential customers regarding products needs and advise customers on types of furniture products to purchase.
  • Assess marketing potential of new store locations, considering statistics and expenditures.
  • Visit franchised dealers to stimulate interest in establishment or expansion of sales and service outlets of an organization.
  • Build and execute the Company’s marketing and communications plan.
  • Develop, maintain and grow relationships with leaders in the Corporate, Real estate, Commercial, Hospitability and Public sector for the purpose of lead generation.
  • Identify and develop new strategic opportunities for partnerships with Major stakeholders in the construction and property development sector of the economy for the purpose of marketing the company.
  • Develop content  for promotional materials, social media, newsletters and other campaign channels.
  • Understand the company’s target market and ensure adequate communication to the target market.
  • Categorize and report on trends specific to our industry and what will impact the business
  • Maintain effective internal communications to ensure that all relevant company functions are kept informed of marketing objectives.   
  • Work closely with Sales Operations to ensure that revenue growth targets are achieved 
  • Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders with the support of the interior designers.
  • Recommend products to customers, based on customers' needs and interests.
  • Answer customers' questions about products, prices, availability, product uses, and credit terms.
  • Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
  • Consult with clients after sales to resolve problems and to provide ongoing support.
  • Provide customers with product samples and catalogs.
  • Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
  • Monitor market conditions, product innovations, and competitors' products, prices, and sales.
  • Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
  • Obtain credit information about prospective customers.
  • Train customers' employees on the appropriate use of new Furniture.
  • Liaise with Customer service to prepare quotations, job order forms.
  • Negotiate details of contracts and payments.
  • Negotiate with retail merchants to improve product exposure, such as shelf positioning and advertising.
  • Liaise with the technical unit to plan, assemble, and stock product displays in retail stores, or make recommendations to retailers regarding product displays, promotional programs, and advertising.
  • Check stock levels and reorder merchandise as necessary.

Key Job Attributes: 
  • The Ability to Multitask
  • The ability to work with a team 
  • Ability to work independently 
  • Ability to be proactive and deliver results
  • Integrity/Discipline 
  • Excellent interpersonal skills
  • Attention to details
  • Possess analytic and problem solving skills
  • Proficiency in the Microsoft package

Skills
  • Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Speaking — Talking to others to convey information effectively.
  • Persuasion — persuading others to change their minds or behaviour.
  • Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
  • Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Negotiation — Bringing others together and trying to reconcile differences.
  • Reading Comprehension — Understanding written sentences and paragraphs in work related documents.
  • Service Orientation — Actively looking for ways to help people.
  • Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making.
  • Coordination — Adjusting actions in relation to others' actions.
  • Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.

Technical 
  • Excellent communication skills and evidence of building strong relationships 
  • Solid knowledge of digital technologies including those involving content management, web analytics, search engine marketing, email marketing, website usability
  • Able to develop strong value propositions consistent with Customer needs
  • Knowledge of the company’s product and services
  • Ability to connect strategic thinking and planning  with hands – on  tactical execution
Knowledge
  • Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
  • Administration and Management — Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

Education & Experience:
Education:
  • A Degree in  Marketing, Communications, Social sciences or Business Administration.   
  • An MBA will be an added advantage
Experience:
  • Minimum of 5-7 years of demonstrable experience in sales, marketing, merchandising or related field in the furniture OR related industry 
  • 2-3 years’ experience in a supervisory role. 

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