Head of Sales & Marketing

SKILLS AND KNOWLEDGE

EDUCATIONAL QUALIFICATIONS

• Bachelor's Degree/Diploma in Business Administration, sales and marketing or related field.

RELEVANT EXPERIENCE

• Minimum 10+ years of supervisory role (hiring and onboarding sales representatives, and managing a team of salespeople).

• Minimum 10+ years in technology sales, solution sales or a successful vertical business sale within various (small, medium, large) company environments.

• Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations.

• Experience in managing key customer relationships and closing strategic opportunities, especially for B2B business opportunities.

PERSONAL CHARACTERISTICS & BEHAVIOURS

• Influential personality with strong problem solving and negotiating skills.

• Excellent communication and presentation skills, able to digest and present complex information in a clear and concise manner and to inform decision-making.

• In-depth understanding of market demand and customer purchasing areas.

• Awareness of industry trends, market, and competitors' activity.

• Strong people management skills with an ability to drive highly effective team of Sales managers.

• Honest, discreet and with a high level of integrity.

• Analytical with attention to detail, operating to a high degree of accuracy.

• Strong commercial and strategic acumen.

• Computer literate (MS-Words, Excel, PowerPoint).

• Fluent in English (verbal and written).

1. JOB PURPOSE

The Head of Sales is responsible for overseeing and managing all sales performance and the operations of the sales division within the country, including ensuring overall achievement of sell-in sell out and sell-through targets by product, by area, and by segment. The Head of Sales is part of the Country leadership team working closely with the Country Manager, providing sales insight to aid local decision-making. The role also works together with the Regional (RHQ) BU to ensure an aligned approach to sales requirements across the region.

2. MAJOR CHALLENGES

• Varying market requirements for different areas and segments, that require immediate adjustments of critical Sales divisions.

 Awareness of market trends and regular forecasting of market situation.

 Flexible and reactive sales strategies that allow for adjustments as required by product, area, and segment.

• Unsustainable product supply to support B2B-focused offerings.

 Regular check-ins on product suppliers, and implementation of product strategy informed by B2B Sales activity.

• Job functions misaligned with job grades for current employees.

 Consistent performance management and development, with relevant compensation and incentive schemes in place to ensure fair compensation for given employee responsibilities in accordance with market rate.

• Managing product supply shortage.

O Active consistent lines of communication with Product Managers and Sales Division, regular updates on product stock situation to pre-emptively problem solve.

3. KEY DECISIONS/DIMENSIONS

• Advertising & Promotional (A&P) budget planning and approval.

• Resolving sales dealer/partner issues that require escalation and approval upon resolution.

• Approve budgets for marketing sub-teams.

• Adapt marketing strategy and direction in line with changing market trends and external changes.

• Sales target achievement.

• Maintain and improve team retention and development.

• Increase in country partners and suppliers.

• Number of subordinates.

• Monthly sell-in, sell-out, and sell-through data.

• Customer engagement and loyalty.