REGIONAL AREA SALES Commercial Accountable for driving sales whilst maintaining quality, standards, service and desired outputs across various geographic areas of responsibility.
Also responsible for ensuring the adherence of others to a set framework of processes, policies and procedures.
This role will work with various concrete variables, requiring an understanding of the theory or practices underpinning inter-related functional processes within a multi-procedural environment.
Job Purpose The purpose of the role is to drive and deliver sales in line with area sales targets while managing and overseeing all sales related and customer lifecycle management activities.
The role will also contribute towards Channel and Business Development and support Regional Marketing efforts.
Key Accountabilities and Outputs Contribute towards Channel and Business Development •Implement the Channel Strategy •Support with and collaborate on the implementation of Regional Business Development initiatives Support Regional Marketing efforts •Actively participate in the creation of the Regional Marketing and Sales Plan Regional Sales and Sales Input •Implement Route to Market strategy for relevant region.
•Build and maintain strong relationships with Sales Partners and Alliances •Provide input into the Regional Sales Forecast to enable effective Demand and Distribution Planning •Drive, manage and deliver sales in line with Regional Targets •Drive adherence to data and information standards to ensure the accuracy of all sales and customer related data within the Region •Interpret Sales Analytics and Provide Sales Insights •Oversee all Sales activities and Sales Order Creation processes within the Area Customer Lifecycle Management •Monitor Sales Order Management, Key Account Management, Service Level Management and Customer Relationship Management within the Area •Manage Old / Back Orders •Interpret Customer Analytics and Provide Customer Insights General Business, Financial and People Management •Actively participate in strategic planning and budgeting processes •Drive continuous improvement through streamlining and optimising relevant operational practices, processes and systems •Ensure adherence to operational and financial frameworks of practices, processes, standards and controls •Manage cost drivers and take the necessary action to mitigate financial risk and address variances and discrepancies •Ensure that the right people capacity is in place and manage employee performance through effective and goal directed people leadership •Ensure future talent capacity through succession management Qualifications and Experience •Bachelors Degree (3 years) / NQF level 7 (Essential) •6+ Years experience (Leadership) Sales and Trade Execution •Developing and leading teams •Negotiation and trading ability •Formal and Informal trade experience •Retail and wholesale experience •Collaborate internally and externally to achieve favourable OTIF outcomes •Robust IT Skills Key Qualities Communication •Written proposals or presentations aimed at changing practices within or across business units or selling a product or service to external clients Problem Solving •Proactive identification of functional problems that do not have predetermined guidelines, routines or procedures for solution, determine cause and impact, and choose the best alternative to solve the problem based on previous experience and an understanding of the theory or practices underpinning the problem.
Relationships Maintained •The top decision making bodies of large external organisations or government bodies Behavioural Competencies Accountability •Accomplishes assigned tasks and goals: takes necessary actions to keep progress against objectives on track.
•Prepares a roadmap for success.
•Ensures that all who need to know, are clear about the plan.
•Takes full responsibility for own actions and outcomes, including mistakes.
•Always acts in the company's best interest, regardless of whether it is difficult or unpopular.
•Ensures others are on track for achieving their goals.
Collaboration •Helps others with their work.
•Meets commitments to team members or others in the organisation.
•Actively contributes to team discussions and the accomplishment of team work plans.
•Shares expertise and resources to help others address their needs.
•Seeks to include all those who can contribute to the most successful outcome and those who have a stake in the results.
•Actively keeps all stakeholders informed.
•Attempts to reinvigorate team processes when progress is lagging: stays engaged even when not in full agreement with the team's direction.
Continuous Improvement •Increases performance expectations when success has been achieved •Seeks out sources of information, including trade associations, "best practice" companies, customers, peers, subordinates, etc.
•Finds ways to fast-adapt improvement ideas to work processes •Proactively seeks out resources, alliances, etc., needed to quickly introduce improvements Decision Making •Organises information to make it easier to analyse or see trends.
•Anticipates consequences and formulates alternatives.
•Establishes clear decision criteria for making informed choices.
•Seeks relevant information to better understand situations and problems.
•Conducts appropriate analysis; neither makes snap decisions or over-analyses.
•Sees relationships between various facts, figures or other information.
Knowledge of Business •Follows systematic, multi-source learning regiment designed to educate oneself quickly: keeps oneself current •Describes the important impacts that one has on the success of one's functional area and on company results; demonstrates a knowledge of the customers business •Uses business understanding to make sound decisions and influence the decisions of other