Broad areas of Responsibilities and accountabilities
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
- 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
- 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.