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Head of Sales for a Leading Beverages Company at Tanzania

Job Summary

The Head of Sales (HoS) is responsible for directing all sales activities within the company and ensuring the company’s sales grow year on year.

  • Minimum Qualification: MBA / MSc
  • Experience Level: Senior level
  • Experience Length: 11 years

Job Description

Broad areas of Responsibilities and accountabilities

Revenue Targets

Business development / Trade channels / New opportunities

  • Key Account Management and Customer relationship management (CRM)
  • Developing a strong trained and motivated Sales team to deliver company objectives
  • Deliver business with agreed profitability
  • Implement good sales practices and system to help effective decision making
  • Debtors control

Revenue targets:

  • The HoS is responsible for preparing and delivering sales budgets as agreed within the business
  • This is to be achieved within the agreed parameters of profitability and ensuring agreed sales promotional spends

Business Development / Channels of Trade  / New opportunities:

  • The HoS is responsible for identifying every opportunity of growth for the business through new customer developments / identifying opportunities through the categories and developing incremental business through every channel of trade .
  • Must monitor and score on Sales team performance of acquiring new customers across various channels

KAM / CRM:

  • HoS must ensure that our key customers grow year after year and have a very good relationship with the business to help in the launch and consolidation of our NPD.
  • HoS must implement systems and practices to ensure easy analysis and understanding of customer business and profitability

Sales Team Management:

  • Recruit and develop a team of motivated and challenge seekers with high-performance potential
  • HoS must provide leadership to the team and develop a cohesive unit to deliver business objectives
  • HoS must visit each market on regular periods to provide guidance and training to ensure continuous growth
  • Must ensure implementation of trade marketing initiatives like sales promotion/display campaigns / etc initiated by marketing
  • Must institute a system of market intelligence reporting to the business in order to take effective and appropriate steps to mitigate competition assaults .

Delivering sales with profitability:

  • HoS is responsible for delivering profitable sales .
  • Agreed sales promotion budgets will be agreed at the year and adhered to .
  • Tactical sales investment will get implemented after due authorization and budget approval.
  • Will work closely with Accounts and Business Head on the same.

Implementing sales systems:

  • HoS is responsible for developing all necessary systems and practices needed for
  • Management of Van sales team/customers/business analysis
  • Management of Wholesale / Key accounts / Modern trade  / Alternative channel’s
  • Will have an agreed reporting system of self and team to apprise the management of progress on business 
  • Will develop a thorough market intelligence feedback system to be aware of competitive market forces.
  • HoS will also be responsible for implementing company agreed CRM / Operation packages to improve efficiencies of business operations

Debtors and Receivables:

  • HoS in coordination will be responsible to ensure timey collections from customers to complete the sales cycle
  • Wil be responsible for setting credit limits and other terms of business in coordination with Sales accounts

Team Member:

  • HoS will be a member of the company Operation team and will be work in cooperation with other functional heads to ensure smooth operations of the business.
  • He will also be responsible for suggestions to help improve efficiencies and cost reductions within the business. 

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