Main purpose of role
The main purpose of this role is to manage the new & retention teams for the cape region and meet monthly and annual sales business targets
Duties and responsibilities
Achieve Sales Targets monthly, quarterly and annual.
Cash Flow – Hit the accounts receivable target quarterly
EBITDA – Ensure client profitability by selling at band rates to ensure national profitability (proposed spend on credit app vs. actual)
Action any unprofitable clients that get allocated to the region to rectify, this is escalated to RSM by Sales Director
Growth – Hit quarterly revenue budget and ensure the full year new business target achieved for Inland Region as well as extended budget
Ensure growth within the entire Inland Region
Ensure that Dear John process is followed on all lost client and regain at least 1 lost client per annum.
Quality – Hit the quality objectives set for the financial year
Ensure the team conduct quality calls with clients and document quality minutes.
Develop individual new business strategy, ensure this is implemented and reviews done with GM, SD and MD twice per quarter.
Ensure that Executive Sponsors are visiting the top 3 clients per region at least twice per annum. Keep record of minutes of these meetings.
Ensure accuracy of monthly forecasts (lesser the variance between forecast and actuals)
Compliance to the key performance indicators as set for the financial year.
Ensure team are hitting the targeted amount of monthly client calls. (15- per week)
Ensure all activities are loaded on the CRM System and that quality information is captured.
Ensure that the team follows the CAPA process to resolve reoccurring issues with clients, monitor and measure service improvements.
Ensure monthly business reviews are consistent and that the correct data is presented to the client with actions plans on how we anticipate improving. Measure the outcomes.
Accomplish Regional Sales Human Resource objective by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counselling and disciplining employees in assigned Region.
Communicating Job expectations, planning, monitoring, appraising and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
Achieve Regional Sales Operations objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; resolving customer problems; identifying trends; determining regionals sales system improvements; implementing change.
Meet regionals sales financial objectives by accurate forecasting; preparing annual budget; scheduling expenditure; analysing variances; initiating corrective actions.
Establish sales objectives by creating a sales plan for the region in line with the National objectives.
Maintain and expand retention customer base by communicating with the Sales Executives; building and maintaining rapport with key customers; identifying new customer opportunities
Recommend new initiatives requested by clients and service changes; surveying customer needs and trends; tracking competitors.
Implement trade promotional opportunities.
Remain up to date by participating in training opportunities offered by the organization; reading professional publications and maintaining personal networks.
Direct and co-ordinate all sales activities.
Consult with other department heads to ensure Sales remains up to date with changes in service offering and feedback on operational shortfalls.
Visit regional branches to ensure compliance to sales requirements and strategy and assist with new business opportunities.
Direct the Sales Executives, BDM’s and Sales Support staff to keep records of all correspondence, tender submissions, credit applications and other documentation as indicated by the company’s internal sales operating procedures.