National Sales Manager - Direct Channel Apply Locations: Johannesburg Time Type: Full time Posted on: Posted 5 Days Ago Time left to apply: End Date: September 25, 2024 (21 hours left to apply) Job Requisition ID: JR001282 The National Sales Manager is responsible for leading a national team of sales account executives, growing fuel & lubricant volumes, and increasing bottom-line through high-quality engagements with both new and existing customers. Financial Planning and Implementation: Define & deploy volume & margin sales growth strategies by channel & sector. Manage volume in excess of a billion litres per annum or equivalent in proceeds. Identify levers and enablers to support business ambition for growth. Manage Capex and Opex in excess of USD $1 million. Pursue opportunities for cost reduction for P&L improvements, annual savings in excess of 15%. Develop and deploy tactics for profit margin maximization. Act as a strategic advisor to all appropriate stakeholders within the business & sales teams. Business Development: Develop new business and design market development activities. Manage multiple business channels and possibly a Segment (Industry) 'expert'. Identify strategic customers and convince key stakeholders on lifetime value of partnering with Astron Energy. Develop unique solutions based on a detailed needs analysis of customers in conjunction with internal support stakeholders. Develop compelling Customer Value Propositions and present them to customers as solutions to their business needs. Maintain a strong sales pipeline and generate strong leads for the business unit. Engage in continued research and detailed analysis to understand and anticipate future customer needs as well as to provide new perspectives and insights. People Management: Document sales account executive performance goals in annual scorecards. Conduct weekly team reviews to manage, track and provide feedback on key sales activities (leading indicators) to ensure sales account executives meet agreed-upon performance goals including: A minimum of 4 customer contact points per month for all strategic key accounts. Monthly performance reviews for each of the strategic accounts. Per region, a minimum of 4 new deals submitted for approval in each month. Track and report on sales KPIs (lagging indicators) to inform strategic planning including: Maintain 25% of opportunities in each stage of the sales cycle, from prospecting to closure, these clearly mapped against chosen sectors for growth. No more than 4 months average length of time opportunities in each stage of the sales cycle. Achieve a minimum of 20% customer conversion ratio. Evaluate and refine sales account executive's sales pipelines and forecasts individually. Track and ensure correct implementation of CRM and reporting on sales efforts. Support and assist sales account executives with customer engagements when required. Drive business performance within the team and act swiftly in resolving issues of poor performance within the team. Hiring and Development: Maintain up-to-date records of sales team skills profile. Manage people development processes such as performance management, succession planning, and talent management to meet performance standards. Develop and implement coaching plans for each individual team member and periodically review progress and improvements. Drive ongoing development by promoting continuous learning and research into business and industry trends as well as Astron Energy products and solutions. Build a high-performance sales team based on staffing needs using scientific and objective recruitment practices. Provide and support comprehensive onboarding of new sales team members. Identify and forecast training needs and learning gaps in the sales team. Lead own personal development and seek regular feedback from peers to drive self-improvement. Experience Required and Qualifications: Senior Certificate and an Honors Degree (Sales, Marketing or related). 10 years of a demonstrated track record of experience in the following: Consistently meeting/exceeding sales targets as sales manager or as an individual contributor. Customer relationship management. New business development. B2B selling. Knowledge of the Oil Industry, its products, and services. Team leadership & development. Business acumen including knowledge of business sectors, current market, and industry status. Application Deadline: 24 September 2024 About Us Astron Energy is a leading supplier of petroleum products in South Africa, with a vast network of Caltex-branded service stations that make us one of the country's top two petroleum brands. We are strongly committed to being a responsible corporate citizen, promoting education, health and economic development in an effort to build stronger communities and drive sustainable economic growth. We own and operate the country's third-largest crude oil refinery in Cape Town, which has a capacity of 100,000 barrels a day, and a lubricants manufacturing plant in Durban.
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