Sales Head

Description:

Purpose

To manage sales of the company’s Air Solutions products and ensures consistent, profitable growth in sales revenue through positive planning, deployment and management of sales team


Key responsibilities for this position include, but are not limited to:
Sales Strategy

Develop and Implement Strategic and Business plan for the sales market
Analyse Store and Partners performance indicators against company goals and lead direct reports to develop plans to improve the business.
Expand on current channel to market and identify new target contactors and consultants.
Prepare sales strategy to achieve sales growth in both local and export sales to allocated countries bordering South Africa.
Strategize and plan the sales process management, forecasting, pricing, key account management, expenses, profitability, new product development, market research and brand strategy


Monitoring Profit

Monitor sales performance by sales group and action strategy to improve on current performance where necessary
Heading the Air Solutions sales and ensure sales growth is achieved where possible
Motivate and inspire the team to perform to their full potential
Conduct regular meeting with the sales team to review sales performance and forecasts for each region
Update management on business process and operating plan and financial model and profitability
Periodically review distributor performance and check on gaps in performance vs target
Conduct regular meeting with distributors and sales team to discuss performance, training and sales strategy


Market Share

Conduct effective and accurate market research and apply this information to increase sales
Conduct analysis of sales trends and develop strategy according o result
Keep up to date with recent market and industry trends, competitors, and leading customer strategies
Monitor and report on competitor activities
Support sales team with marketing activities with product launches, promotions, advertising adventures and exhibitions.
Increasing sales through identification of possible new applications or new products


Sales Forecasting

Monitor that forecasting is in line with sales planning
Continuously strive to minimize forecasting error rate and on forecasting methods used
Continuously strive to ensure that LTI is at an acceptable level based on sales performance
Monitor and ensure that Monthly and yearly sales forecasts are correctly compiled


Project Management

Must maintain a healthy projects pipeline for the assigned market.
Strong follow ups on the projects starting from Access to spec-in to tender to final decision making (including pricing).
Ensure that the projects are listed and registered on company B2B system.
Must closely monitor the project progress and have clear discussion during weekly pipeline meetings.


Pricing

Negotiate pricing that would drive sales
Keep abreast of market developments and competitors’ product pricing and activities and make recommendations
Keeping price relevant to brand perception.


Reporting

Report and communicate on sales performance vs set target
Highlight key variances and change sales plan and forecasts accordingly
Progress report on forecast accuracy and inventory plans against set targets


Budget Setting

Assist with setting up of annual sales target
Assist with setting up of annual sales targets for each sales group and coastal distributors and monitors

Requirements:

Required Experience

5 – 10 years Retail sales and sales management experience
Experience in developing marketing and sales strategies
MS Office at an advanced level.
Possession of a reliable vehicle and a valid driver’s licence


Required Competencies

Exceptional sales skills with capabilities to switch consumers from competitor purchases.
Strong understanding of consumer buying behaviour in consumer electronics.
Negotiation skills to get support from retail managers for sales promotions and best displays.
Ability to share knowledge and gain support through motivation of sales team via strong leadership.
Honesty, integrity and ethical conduct at all times
Willingness and ability to travel nationally and internationally when required
Persistence and creativeness
Ability to function under pressure
Communication (verbal & written) and interpersonal skills
Excellent oral and written communication skills

Educational Requirements

A Degree/Diploma in sales & marketing or business studies
20 years minimum experience in local sales and export management in HVAC
Proven sales success track record


Cultural Diversity

Able to transfer knowledge and guidance across various cultures and level of education
Interface with cross functional work teams such as dealers, customer support/services/ sales/marketing/ finance etc.