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Head Of Sales at eRecruiter Nigeria

Job Profile

To develop and deliver a commercial strategy as well as drive sales and maximise sales production through the Direct Sales Channel in a scaleable and effective manner through the building and management of an efficient Direct Sales Team.

Key Responsibilities

Strategic Collaboration:

  • Participate in strategic meetings to contribute to the development of the annual Country and Direct Sales Strategy (Direct and Channel Partner) and Business Plan
  • Source and generate new ideas to input into the Strategy and provide for strategic adjustments
  • Develop implementation plan of Direct Sales Strategy in 
  • collaboration with the team and monitor implementation therein
  • Develop and ensure Group commercial procedures are maintained by sharing best practice and continual improvement to protect company's commercial position, including measurement tools to forecast success alongside the Finance Manager

Objective/Output: Strategy implementation (OKRs)

Direct Sales Oversight:

  • Responsibility for developing a commercial strategy, along with the successful communication and delivery of the strategy.
  • Responsible and accountable for developing and executing business strategies to deliver growth in accordance with the strategic plans
  • Set direct sales targets as per Business Plan and set up teams to deliver on sales targets
  • To guide and direct commercial activity across the country to maximise the potential of the ZOLA brand products, to support delivery against OKR’s and targets
  • Responsibility for new business development, negotiations and commercial contracts in line with proposed budgeted growth.
  • Monitor and evaluate emerging business opportunities with a view to positioning the ZEGHA’s sales resource and technical capability accordingly
  • Monitor and track daily sales targets and activities to ensure line management is managing the day-to-day sales operations effectively
  • Convene and chair weekly and monthly sales meetings with the sales team to discuss delivery on sales targets and identify and resolve operational problems
  • Provide weekly feedback on sales targets to Country MD to review country performance and identify gaps where interventions are required
  • Participate in quarterly meetings with team to review sales performance and come up with the necessary adjustments
  • Monitor the execution of the credit process and trends and make the necessary adjustments in consultation with Platform team through problem diagnosis and identification of interventions
  • Monitor customer satisfaction score and devise interventions to improve ratings
  • Participate in the identification and assessment of risks, formulating risk mitigating strategies in collaboration with the Country MD

Objective/Output: 

  • Annual Sales Plan 
  • Growth of customer base to ensure profitability of country
  • Weekly Sales Dashboard of operational indicators
    • On plan for head count
    • Installed value (sales * product mix = revenue line)
    • Productivity
  • Monthly indicators
    • Cost of Sales
  • Customer churn during 1st 3months
  • CSAT / NPS

Budget Management:

  • Develop annual budgets based on operational and financial targets
  • Monitor the departmental operating budget to ensure expenditure is aligned to budget allocations
  • Address budget variances with the Finance Department to clarify over or under-spend
  • Authorize expenses as per delegation of authority

Objective/Output: 

  • Expenditure within budget
  • Sales performance
    • Number of Sales
    • Cost of Sales
  • No fruitless, wasteful or unauthorized expenditure

People Management:

  • Lead the recruitment of sales members in collaboration with Human Capital Department
  • Manage the performance of direct reports, ensuring agreement of annual goals, measuring performance against agreed goals and dealing with areas of non-performance
  • Lead the development of staff to ensure the team receive adequate and relevant training to support career development
  • Input into the development of succession plans for the department in consultation with the MD
  • Lead, coach and mentor direct reports and the team to foster personal growth and teamwork
  • Manage the administration of direct reports through the approval of leave, subsistence and travel expenses
  • Manage the administration of documentation to ensure availability and ease of retrieval at all times

Objective/Output:

  • Department fully resourced to achieve business objectives
  • Motivated and disciplined team
  • Bi-annual Performance Appraisal for all staff members carried out
  • Performance Development for all staff in sales team per timeline
  • Training plans for staff in place and implemented
  • Documentation complete and accurate

Stakeholder Management:

  • Participate in weekly Core Team Meetings and monthly Performance Review Meetings
  • Engage with Platform teams to address departmental problems, identify resolutions and make the necessary adjustments to the operating business model
  • Communicate regularly with the Country MD to provide the necessary updates on departmental operations
  • Develop and maintain relationships with staff / team members to ensure business continuity and smooth running of operations
  • Liaise with senior visitors (both internal and external) to communicate information on business operations and for conducting field visits 
  • Manage engagements with authorities, councilors and elective representatives in villages undertaken by team members
  • Support the collaboration across functions to understand and resolve problems on the ground

Objective/Output:

  • No business impact 
  • Relationships result in business advocates and business opportunities

Job Requirements

 Ideal:

  • Degree in Marketing or any relevant field of study 
  • Relevant post graduate qualification e.g. MBA
  • 8 years’ experience in a sales environment from a FMCG, TELCO(door to door), of which 5 years is at a management level
  • Direct Sales management experience, experience of the expansion into new territories

Managerial and Technical Competencies: 

  • Knowledge of methodologies in Direct Sales
  • Understanding of the local business environment and channels
  • Knowledge of the relevant legislation pertaining to the country
  • Knowledge of financial principles
  • Strategic planning skills 
  • Leadership skills
  • People management skills
  • Risk management skills
  • Relationship management skills

Generic Competencies: 

  • Communication skills
  • Problem solving skills
  • Analytical skills
  • Networking skills
  • Negotiating skills
  • Interpersonal skills
  • Planning & organizing skills
  • Customer focused
  • Resilience
  • Ethical
  • Team player
  • Work under pressure
  • Self-motivated

WORKING CONDITIONS

  • Office bound/on-site/travel 
  • Required to work out in the field, therefore significant travel is required
  • Willing to work extended hours

Mode of Application

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