HEAD OF SALES
Job Description:
Our client is East Africa's leading consumer plastics brand, with an integrated supply chain setup that includes manufacturing and distribution across multiple channels. Our Client is presently undergoing a transformation to become a world class company, which is values led, process driven, has a high performing organization and is focused on growth.
The purpose of this role is to lead the sales function as we transition from a manufacturing business to become a consumer-led company. This includes developing and implementing a sales strategy, building a high capability sales organization, driving growth, commercial innovation, market research, pricing, and input to the product development process. You will be central in driving a high-performance sales culture, which focuses on continuous development, improvement, and growth.
You will also be an integral member of the senior management team, responsible for overall company strategy, culture & values, setting standards, developing and implementing world-class processes, and building a high-performance team.
This role is a mission-critical role for the organization.
KEY RESPONSIBILITIES
- Revenue & Growth: Develop and execute a sales strategy, in line with overall company goals. Overall ownership for top line and volume growth.
- Pricing: Benchmark and propose pricing changes. Together with the CEO and other relevant departments, establish overall pricing strategy, including per market segment, special promotional offers, consumer prince anchoring, etc.
- Data & Analysis: Develop sales reporting suite, including leading and lagging indicators, to make data actionable.
- Account Management: Manage existing customer relationships, satisfaction levels, and ensure continued business volume.
- Market Research: Consumer research, develop market insights and incorporate into sales strategy. Map channels to market, brand perception, and other relevant information, which can be incorporated into sales strategy, pricing, and product development.
- Communication & Marketing: Together with the CEO and Head of Marketing, develop the Our Client brand promise. Develop and execute communication strategies which target the final consumer. Ensure that all customer touchpoints and processes are aligned with the brand promise.
- Systems & Process Building: Develop and implement scalable systems and processes, both internally (e.g. best-practices, norms, etc.) and externally (e.g. CRM system, customer experience design, etc.)
- Merchandising & Field Sales: Overall responsibility for point-of-sale display, staff training, and retailer relationships.
- Team Leadership: Build a highly capable sales team, which is constantly looking for better ways to do things. Encourage an environment of experimentation and ownership and continuous improvement.
- Product Development: Act as the voice of the customer in new product development. Together with the
Head of Product, develop new product ideas and provide customer sign-off for new products, colours, packaging, labels, etc.
- Other: As a member of the senior leadership team, develop company strategy, and prioritise initiatives. Set the overall tone for culture and performance in the company. Involvement and leadership of cross-functional projects.
SKILLS & EXPERIENCE
- A minimum period of twelve (10) years relevant work experience and at least five (5) years in a management role in a relevant position
- Master of Business Administration or its equivalent from a recognized institution
- Bachelors degree in Sales and Marketing or its equivalent from a recognized institution
- Experience designing, implementing, and managing a sales growth strategy.
- Demonstrated performance in a consumer-oriented sales role.
- Excellent verbal and written communication skills, allowing you to coordinate across multiple internal and external stakeholders.
- Track record of generating high performance from an office and field-based sales force.
- Comfortable analysing data sets and inferring meaningful information from both structured and unstructured data.
- A growth mindset we wont be immediate experts in everything we set out to do, but thats ok, as long as were learning and making progress while managing our risk.
- Comfort with an ambiguous environment, where we will sometimes have incomplete information for decision making.
- Comfort with a broad mandate, where expectations are high, but which also allows a lot of freedom to deliver on outcomes.
- A bias for action, with the ability to operate in an ambiguous environment, where we will sometimes have incomplete information for decision making.
YOUR VALUES
- We value people who are extremely ambitious and have a track record of high-performance, and are able to continually step out of their comfort zone.
- A bias for action, with the ability to operate in an ambiguous environment.
- A growth mindset we wont be immediate experts in everything we set out to do, but thats ok, as long as were learning and making progress while managing our risk.
Required Skills:
Sales Growth Sales Strategy Labels Indicators Staff Training Offers Customer Experience Ownership Account Management Product Development Team Leadership Continuous Improvement Supply Market Research Merchandising Manufacturing Strategy Administration Research Design Leadership Marketing Business Communication Sales Training Management