Group Finance Planning and Analyst Manager

DIRECT REPORTS : 3 x Branch Managers, 8 x Reps, 1 x PA – Shared with Sales Manager Coastal, 1 x Site Supervisor

INDIRECT REPORTS : 3 x Branch Admin, 18 x Branch Staff - 3 Branches (From Stock Controller to General Workers)

PURPOSE OF JOB :

The Sales Manager is responsible for leading the sales team by providing guidance, training, and mentorship, setting sales targets and goals, creating sales plans, analyzing data, assigning sales territories, and building a team to achieve/exceed targets for Wholesale and OEM inland.

KEY PERFORMANCE AREAS :

1. Financial KPA : To achieve/exceed sales and GP targets and not exceed the expense budget within FYE.
2. Customer KPA : To increase market share by 10% and retain the existing customer base of inland sales.
3. Operational KPA : To manage and deliver operational excellence of the inland CCF.
4. Learn & Grow KPA : To develop competent Reps and Branch Managers that can grow Inland market share.

KEY PERFORMANCE AREA (RESPONSIBILITIES) MEASURE | KPI (WHAT SUCCESS LOOKS LIKE)

1. Achieve Inland target
   • Achieve and exceed monthly and yearly sales and GP targets for Inland wholesale.
   • Achieve monthly and yearly new business targets.
   • Stay within the allocated expense budget.
   • Ensure all customers are loaded on the correct volume discount contract.
   • Authorize pricing overrides on volume discount contracts.
   • Ensure sufficient stock is on order for OE customers.
   • Approve stock returns from customers.
   • Sign off credit notes.
   • Ensure credit applications are complete and correct and submit to accounts.
   • Maintain growth at existing customers by cross-selling and implementing new sales strategies.
   • Ensure new business growth by ensuring that reps open new accounts and that they are spending to their potential.
2. Customer Responsibilities :
   • Implement a sales strategy to grow market share by 10% and retain the existing customer base.
   • Segment the customer base into manageable areas.
   • Ensure reps are equipped and qualified to service customers effectively.
   • Maintain correct and updated customer information on Salesforce.
   • Compile and update competitor pricing spreadsheets.
   • Ensure volume discount contracts are loaded and reviewed monthly.
   • Communicate price increases two months in advance.
3. Customer complaints
   • Investigate and address customer complaints to prevent recurrence.
   • Discuss and resolve service issues from customers concerning reps.
4. Operational Responsibilities :
   • Ensure reps' call planners are completed monthly.
   • Plan to accompany reps on customer visits for coaching.
   • Monitor data integrity of reps on Salesforce.
   • Review meeting notes made by reps during visits.
5. Branch operations
   • Conduct monthly stock takes at branches to ensure stock control.
   • Assist branch managers with HR-related issues.
   • Motivate and lead Branch Managers.
6. HR
   • Assist with disciplinary hearings in other divisions.
7. Escalations and exceptions
   • Escalate operational issues to stakeholders as necessary.
   • Investigate exceptions on pricing and GP%.
8. Learn & Grow Responsibilities :
   • Design training and development plans for Branch Managers and Sales Reps.
   • Conduct skills audits on Sales and Branch staff.

DECISION MAKING CRITERIA

1. Authorize customer pricing plans.
2. Authorize pricing changes for volume discount contracts.
3. Authorize pricing at branches where minimum GP is adjusted.
4. Authorize IBT outside of weekly stock ordering process.

MINIMUM REQUIREMENTS / QUALIFICATIONS AND / OR EXPERIENCE

1. At least 5 years sales experience.
2. Matric.
3. Driver’s license.
4. At least 3 years Management experience.

COMPETENCIES REQUIRED :

1. Knowledge of ATT Wholesale Sales Strategy.
2. Technical tyre knowledge (New and Retread).
3. Coaching and mentoring skills.
4. Strong sales skills.

Job Tools :

1. Salesforce.
2. Laptop.
3. Cell phone allowance.
4. Company vehicle.