Posted on :
10 Dec, 2013
10 Dec, 2013
1.Purpose of the Role
To effectively drive the divisional sales team, ensuring effective accounts management and professional customer relationship management that achieve customer and Vector sales objectives, KPIs and targets. To maintain and grow the relationships with defined key accounts that translate into increased sales volumes and expanded product lines.
Degree in management, business administration and/or marketing
Valid Code EB drivers’ licence
10 years’ experience in a marketing and sales function that includes managing complex and/or significant customer relationships and key/national accounts with at least 5 years in a management role
Duties & Responsibilities
Divisional Strategy Formulation and Implementation
Formulate short- and long-term (3-year) divisional strategies to deliver sustainable, profitable growth by key customers. Ensure alignment across plans and with the supply side of the business. Participate in the S&OP product forecast process to drive improved forecast accuracy.
Determine the tone and direction the divisional team takes in its approach to working with key customers.
Drive the achievement of targeted sales growth.
Evaluate and monitor competitors and their activities and formulate proactive responses when required.
Perform rigorous product analysis and allocate budget accordingly. Work collaboratively across cross-functional teams to align demand and supply across the company.
Drive the achievement of strategic and operational targets.
Participate in the Vector commercial planning process through the development of an annual customer business plan. Manage and penetrate key accounts at all levels, develop relationships that enable the achievement of divisional and customer plans and objectives and lead all Vector cross-functional team activities related to such accounts. Ensure that all accounts are profitably serviced in order for the company to achieve sales and revenue goals.
Analyse sales statistics to determine business growth potential. Monitor and analyse sales and market trends.
Plot the annual and long term objectives for responsible accounts and ensure all volume, distribution and profit targets are met. Coordinate multi-disciplinary teams to ensure smooth and efficient operations and delivery of all services to key account customers. This includes demand plotting and delivering products. Review key account performance, set targets and develop joint business plans to improve effectiveness and set maximum profit margins.
Manage sales administration in order to ensure smooth and effective sales activity from plotting, calls, order, delivery and after sales activity. Client Relationship Management
Manage all aspects of account profiles, including performance history as well as customer forecasts.
Develop and maintain strong work relationships with key opinion leaders in the market to inform future planning and sales focus. Drive the awareness and understanding of customers’ budgets, goals and needs and the impact on Vector. Drive multi-disciplinary teams to provide key customers with market intelligence and other value-added services. Market and Customer Insight Maintenance
Identify divisional priorities and market and customer knowledge gaps to help set research needs.
Division Planning and Execution
Lead an annual divisional management planning process to create customer-specific promotional plans.
Participate in determining annual marketing objectives and strategies and advertising and promotion spending. stimate ROI for key divisional initiatives and evaluate plans post-execution.
Participate in recommending base and stretch financial goals for the broader sales team.
Manage and control the divisional sales budget.
Understand key drivers of profit and loss and actively support the achievement of financial targets including driving profitable product mix, maximising profitability, and identifying business opportunities.
Identify business risks to achieving the sales targets.
Implement and simplify appropriate business processes to increase organisational effectiveness and efficiency in support of key account requirements.
Support corporate strategy alignment and business update meetings.
Lead and develop staff within the context of the Labour Relations Act, Employment Equity Act, Basic Conditions of Employment Act and the Skills Development Act.
Monitor staff performance and provide regular feedback.
Manage staff activities, ensuring service levels are met and protocols are adhered to.
Coach and support staff where necessary to achieve objectives. Manage staff leave and general time management issues in line with organisational deliverables and standards. Manage and deliver on succession plans to enable the development of a future generation of leaders and specialists and ensure optimal turnover and retention levels are maintained. Champion staff training and development through the utilisation of available training opportunities or contributing to the development of new training solutions in collaboration with national training specialists. Conduct regular performance appraisals with subordinates. Establish sound staff and labour organising and communication structures and systems.