Head of Sales

Head of Sales

The Employer: is a world leader in its field of specialisation offering a variety of financial products for motor vehicles, aiming to creatively solve customers’ problems, thus has a strong focus on their sales team that offer expert service and support to its customers and affiliated dealerships.

The Role: The Head of Sales role is responsible for the development, design, communication and deployment of the Sales strategy to deliver growth in accordance with business plans to generate profitable revenue for the Business. This will include the full management of the Sales teams including training or upskilling, career development, performance management and staff retention.

MINIMUM REQUIREMENTS:

  • 5+ years successful sales/call centre leadership experience, of which at least 3 years at Senior Management level
  • BCom or similar qualification would be advantageous
  • Strong background in call centre/contact centre environment
  • Ability to analyse sales statistics and interpret at executive level
  • Ability to communicate complex ideas in a clear, comprehensible manor to a diverse audience
  • Ability to engage & collaborate across various Departments

PERSONAL ATTRIBUTES:

  • Energetic
  • Ability to work under pressure
  • Accuracy / attention to detail
  • Honesty, reliability & integrity
  • Confident
  • Good communication skills at all levels within the organisation
  • Ability to effectively handle challenging situations
  • Self-starter / self-motivated
  • Business initiative
  • Problem solver
  • Resilient
  • Clean credit and criminal records

Job Responsibilities:

Overall Sales Operation (Direct Telesales and Dealer Network Sales)

  • Execute strategic plans to deliver sales growth and new business opportunities i.e. new product development
  • Setting revenue targets and key performance indicators per region
  • Formulation and implementation of specific business interventions to deliver sustained performance and drive sales

Campaigns and JV’s relating to the overall Sales Operation (Direct Telesales and Dealer Network Sales):

  • Drive Value Added Product (VAP) sales initiatives through various Telesales campaigns, as well as Dealer Network channels
  • Ongoing analysis and reporting of overall sales performance through all channels
  • Develop the multi- functional budget to ensure that strategic deliverables are adequately budgeted for across the sales division. This will include formulation, achievement, analysis and review of all sales budgets
  • Analysis and ongoing monitoring of Profit & Loss attributable to the division
  • Ongoing communication with key stakeholders across both the Telesales as well as Dealer Network Sales divisions. This would encompass both external, as well as internal group stakeholders and partners
  • Responsible for Supplier relationships and driving income and bottom line profitability through panel of product providers and dealer network
  • Attend monthly review sessions with all stakeholders to review sales, conversion rates, cancellation rates, retentions and annuity growth in the relevant books. Review sessions would entail regional travel to relevant provinces within South Africa
  • Investigate improved/new product offerings that will cater for a disruptive and changing motor landscape
  • Review compliance and statutory issues within the division. Work closely with compliance department to ensure that key legislative and compliance issues are addressed and actioned within the division
  • Manage change in market environment and implement strategic initiatives to deal with the change
  • Manage key risks within the division and implement mitigating actions
  • Review product commercial structures to ensure that the Business is offered the best commercial deal and that all interests of the Business are always protected
  • Compile all reporting packs and attend board meetings and other relevant monthly management meetings
  • Responsible to ensure that any changes to/introduction of product, systems, product pricing, reporting, commercials and JV arrangements are implemented and communicated effectively through the various sales channels and stakeholders

Direct Telesales:

  • Analysis and reporting of all lead considerations including, but not limited to: lead quantity per product and campaign, sales conversion rates and lead utilization
  • Investigation and implementation of latest trends around call centre best practice and relevant call centre system technology
  • Drive JV sales campaign performance with management team in line with JV partner expectations
  • Track performance of relevant JV’s and report back to key stakeholders in monthly and quarterly review sessions
  • Drive profitability of sales campaigns for both parties
  • Ensure timeous payout of JV profits to partners
  • Generate reciprocal JV sales opportunities with partners on new products sold on Company data and, vice versa, Company products sold on partner data

Corporate Account Management division (CAM):

  • Manage the expectations of our OEM clients through relevant Corporate Account Managers (CAM)
  • Ensure that monthly feedback is presented to the OEM by the relevant CAM on all divisional areas that would be relevant to the OEM/Company relationship
  • Ensure that all communication that may impact the OEM from a Company perspective, and vice versa, is adequately and timeously relayed to key stakeholders
  • Ensure the confidentiality of OEM data and any info disseminated by the OEM through the CAM
  • Ensure that the CAM is working closely with all key OEM stakeholders to assist, where possible, in adding tangible value to their business both from a head office as well as dealer network perspective

People & Leadership responsibilities:

  • Drive the development and implementation of human capability and accountability frameworks across multi functions to ensure the achievement of people management strategies
  • Drive change management activities across multi value chains to ensure resistance to change is minimized
  • Effective management of direct reports (Mentor, coach, guide, develop and support)
  • Evaluation, appointment and continued assessment of direct reports
  • Overseeing or auditing performance management conducted by management to ensure fairness, accountability and offer support where required
  • Signoff of all sales commission and remuneration structures
  • Cultivate a learning culture within the sales team to ensure skill sets are current, compliant and progressive

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