Sales Team Lead

Makro South Africa; Gauteng; On-site; ZAR 30 000 - 60 000; Full time

Job summary

An established industry player is seeking a dynamic Sales Manager to lead recruitment and sales strategies. This role involves achieving recruitment targets, analyzing market trends for growth opportunities, and ensuring exceptional customer service. You will collaborate with various departments to enhance workflow and coach your team for success. If you have a passion for sales management and a knack for customer-centric strategies, this position offers an exciting opportunity to make a significant impact in a thriving environment.

Qualifications

• 1-3 years in sales management or demonstrating managerial skills.
• 3-year Marketing Diploma or studying towards one preferred.

Responsibilities

• Achieve set recruitment targets and actively recruit new customers.
• Analyze market trends to identify sales/profit opportunities.
• Manage customer expectations and ensure satisfaction.

Skills

Sales Management

Customer Service

Market Analysis

Team Management

Financial Acumen

Coaching Skills

Education

3-year Marketing Diploma

Tools

SAP

Job description

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Functions / Responsibilities:

• Achieve set recruitment targets per store
• Actively recruit new customers as per annual targets
• Ensure customers are recruited based on the Business Development proposition in a professional manner
• Facilitate opening of new cards, accounts, and set up customers to hand over to CRO
• Ensure the first experience of customers with Makro is professional, efficient, and maintains customer satisfaction at all times

Analyze and interpret sales and market information to ensure volume/profit growth

• Actively analyze market trends and sales environment to source for sales/profit opportunities
• Develop recruitment strategies for relevant markets/geographical areas
• Identify key focus areas that will drive profitability
• Manage and track KPIs relevant to the above
• Communicate daily, weekly, and monthly sales targets to all sales representatives
• Monitor weekly sales performance compared to targets
• Conduct monthly PITSTOPS with all sales staff
• Ensure action plans are in place to improve performance
• Analyze daily sales data
• Conduct daily morning meetings to communicate individual and store sales performance

Ensure all customer expectations and requirements are appropriately met

• Manage customer expectations and communicate appropriately
• Set an example for customer-focused behavior
• Consistently provide customer satisfaction through all actions
• Handle customer complaints effectively and promptly, ensuring resolution or escalation as needed
• Communicate information to sales staff via morning meetings and monthly PITSTOPS
• Monitor stock levels and focus on key stock articles per channel
• Identify and implement new opportunities to grow the customer base of your department

Assist in execution of Business Development Sales Plan via market development

• Suggest changes to price books, promotions, rebates, and other pricing strategies if not aligned with current environment
• Assist in processes that enable sales staff to excel in customer service excellence
• Apply sound financial principles in market development and investigate cost-saving processes
• Manage expenses closely and report/suggest changes to optimize internal profitability
• Provide sales staff with SAPCRM reporting or other internal system data to assist in customer management

Team Management

• Plan and facilitate training and development of new staff
• Set targets and performance standards in conjunction with staff
• Develop and monitor action plans to address performance gaps
• Ensure staff retention within the department through appropriate challenges
• Develop a talent pool within the team/department
• Re-evaluate the effectiveness of performance management agreements regularly
• Conduct monthly coaching and training sessions

Build capability through coaching and collaboration

• Collaborate with other departments to optimize workflow
• Investigate opportunities to enhance sales staff performance and report findings
• Review and update job descriptions/role models as market conditions change
• Meet with key stakeholders to improve processes and reduce operational costs

Requirements

Minimum Academic Requirements, Professional Qualifications, and Experience:

• 3-year Marketing Diploma or studying towards one (preferred but not essential)
• 1-3 years in sales management or demonstrating managerial skills within current team

Competency Standards

• Live the company values
• Good judgment
• Customer/member centricity
• Planning & improvement skills
• Influence and communication skills
• Understanding of culture, diversity & inclusion
• Knowledge of business and route-to-market strategies
• Product and competitor knowledge
• Understanding of price books, pricing strategies, and rebates
• Financial acumen including ROI, budgeting, and revenue growth principles
• Proficiency in SAP and order fulfillment processes
• Coaching skills and understanding of business and market development

Review and update

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