Sales Manager

RELEVANT EXPERIENCE:

• Minimum 5 years in a sales related environment operating at a management level.
• Proven track record in sales leadership, team management and strategic planning.

MINIMUM QUALIFICATIONS:

• Matric
• Driver's License

PREFERRED QUALIFICATION:

• Bachelor's degree in business management, marketing or related fields is advantageous.

BEHAVIOURAL SKILLS:

• The ability to inspire, motivate, and guide teams toward achieving their goals.
• Clear and effective communication with team members, clients, and other departments to ensure alignment and understanding.
• Fostering teamwork and encouraging cooperation among different teams to achieve common objectives.
• Providing support and development opportunities for team members to enhance their skills and performance.
• Assessing data and performance metrics to identify trends, opportunities, and areas for improvement.
• Addressing and managing conflicts or issues within the team or with clients in a constructive manner.
• Prioritizing client needs and maintaining strong relationships to enhance customer satisfaction and loyalty.
• Being flexible in response to changing market conditions and adjusting strategies as needed to meet evolving challenges.

PRIMARY FUNCTIONS OF THE POSITION:

• Providing leadership, direction, and guidance to both sales representatives and the client services team to ensure they meet their targets and goals as well as developing and growing these teams.
• Foster a positive team environment by promoting open communication and encouraging collaboration among sales staff.
• Implement training programs to enhance the skills of the sales team, focusing on product knowledge, sales techniques, and customer engagement.
• Establish and manage recognition programs and incentive payouts to celebrate team and individual achievements, reinforcing a culture of excellence and motivation.
• Interacting with Exports/Operational teams/Supply Chain to ensure alignment with the group strategy.
• Weekly/Fortnightly group and one-on-one meetings with the teams and individuals.
• Supporting sales representatives by accompanying them to certain key strategic customers.
• Serving as the main point of contact for clients, addressing inquiries, issues, and concerns in a timely and professional manner.
• Develop and execute sales strategies that align with company goals, targeting market opportunities and identifying areas for expansion.
• Maintain relationships with key strategic customers, ensuring their needs are met and identifying upselling or cross-selling opportunities.
• Analyze sales performance data to identify trends and drive accountability within the team to achieve revenue growth.
• Maintaining a book of a few strategic accounts.
• Oversee the development and implementation of a robust CRM system that captures customer interactions, sales data, and analytics to enhance sales processes.
• Provide training on SANA, equipping the sales team to effectively engage with customers online and utilize technology in their workflows.
• Continuously assess market conditions and competitive landscape to identify potential risks and develop mitigation strategies.
• Ensure that sales practices adhere to company policies and legal regulations, promoting ethical behavior within the sales team.
• Develop and maintain contingency plans for potential disruptions, ensuring the sales team is prepared to adapt to changing market conditions.
• Performance management of underperforming sales representatives and client services teams.
• Manage customers risk with Credit Manager, increasing insurable limits, monitoring bad paying customers.
• Manage Sales Representative aged stock.
• Identify and research potential new markets or customer segments to diversify the company's customer base and reduce reliance on existing accounts.

KEY PERFORMANCE AREAS:

• Percentage increase in sales GP & Tons over a period, indicating overall sales performance.
• Percentage of customers retained over a given time frame, reflecting client satisfaction and loyalty.
• Percentage of sales representatives meeting or exceeding their individual sales targets.
• The average GP generated per sale, testing effectiveness of upselling and cross-selling strategies.
• Percentage of leads that are converted into customers, testing effectiveness of the sales process.
• Feedback from clients regarding their experience, measured through Net Promoter Score (NPS).
• The rate at which new markets or customer segments are successfully penetrated, indicating growth and diversification efforts.