"We encourage people with disabilities to apply."Summary:The Sales Team Lead is responsible to achieve the sales budget set for the commercial sales staff by managing the team to increase profits and sales, finding new opportunities in the market place to deliver customer service excellence and increase Makro market share and profits.Functions / Responsibilities:Execute General Sales PlanDriver sales team (Reps and Call Centre agents will be selling function) to achieve annum sales targets at the targeted margins.Execute sales plan as identified by GSM.Recruit high volume Customers and Business partners with specific Customers conducted to establish growth potential in focus areas /Customers.Execution commercial sales as agreed between GSM and merchandiser related to food, gen merchandise and liquor departments in store and ensure/execute and alignment on the agreed commercial strategy across all departments.Execute best basket solution to high Customer Margin Business Groups to satisfy customer needs.Relationships and interactions with internal and external stakeholders developed and maintained to enhance Customer service.Ensure high level of customer satisfaction and customer service orientation and maintained in sales team.Manage customer relationships across all structures. Skilled in communication, collaboration and coaching to ensure shared mind-set around the service levels to customers.Achieve set recruitment targetsActively recruit new customers as per annual targetsEnsure customers are recruited based on the Business Development proposition in a professional manner (drive opening of trade debtor accounts)Facilitate opening of new cards, accounts and setting up customer to hand over to CRO within the targeted onboarding timelinesEnsure first experience of customer with Makro is professional, efficient and customer satisfaction upheld at all timesComply to all Makro procedures related to new customerExecution of KPI's to achieve volume/profit growthIdentify key focus areas that will drive profitabilityExecute, track and report on general sales KPI's relevant to aboveEffectively use SAPCRM to analyze internal performanceManage of sales team and call centre agentsCommunicate to all sales representative and call center agents what their daily/ weekly and monthly sales targetsMonitor weekly to see how far sales staff are compared to their set sales targetsConduct monthly PITSTOPS with all sales staffEnsure action plans are in place to improve performanceAnalyze daily sales for defection reasons, opportunities and management issuesConduct daily morning meetings to communicate individual and store sales performanceEnsure all customer expectations and requirements are appropriately metManage customers' expectations and communicate appropriatelySets an example for customer focused behaviorConsistently provide customer satisfaction through all actionsDeal effectively and timeously with customer complaints and ensure that complaints are resolved or escalatedCommunicate the information to all sales staff by means of morning meetings and monthly PITSTOPSIdentify and implement new opportunities to grow the customer base of your departmentSpend at least 3 - 4 days in trade with customers, reps and recruitment activities.Assist in execution of Business Development Sales Plan via market developmentSupport team sales performance via new market opportunities etc.Suggest change to price books, promotions, rebates and any other pricing if not relevant to current Business Development environmentAssist in processes that will ensure sales staff to excel in customer service excellenceProvide sales staff member with SAPCRM reporting or from other internal system that will assist sales team in having customer information at tip of fingers.Team ManagementDraw up and monitor action plans to correct inadequate performanceEnsure staff members are retained within the Department (procedures, selling skills etc) via appropriate work challengesRe-evaluate the effectiveness of the performance management agreements with team members to ensure it is still meets the business needsConduct on-the-job coaching; identify and fill performance gapsBuild capability through coaching and collaborationDo Trade VisitsGet Involved in ExhibitionsInitiate Car park ActivitiesGet Involved in New Projects, to Increase Business OpportunitiesInitiate New Concepts and ProductsRequirements:Minimum Academic, Professional Qualifications & Experience required for this positionMatric3 – year Marketing Diploma or studying towards this (preferred but not essential)Min. of 1 – 3 years in sales management position (or showing managerial skills in current team format)Competencies:EnergyPassion We are HumbleRespect for others.Honest and Fair We act SmartCreativityEntrepreneurial Orientation We are EngagedPositive Attitude · Courage We Follow ThroughTenacityAchieves ResultsJudgmentStrategyExecution and ResultsCustomer centeredTalentPlanning and ImprovementInfluence and CommunicateEthics and ComplianceEvaluating problemsInvestigate IssuesBuilding RelationshipsCommunicating InformationProcessing DetailsStructuring TasksResearch SkillsData AnalysisManagerial skillsIR skillsLeadership / training skillsBusiness and Route to Market StrategyProduct knowledgeCompetitor knowledgePrice booksPricing strategy and rebatesMaster data processSales vs Customer MarginReturn on InvestmentFinance and BudgetingRevenue Growth Management principlesSAPOrder Generation processFulfilment model and processCoaching principlesCompany strategy and leversBusiness and market developmentReview and update
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