Head of Sales

Our client is seeking a dynamic and resilient Head of Sales to join their dairy company. This is a senior management role that will be responsible for overseeing the company sales strategy, managing performance and ensuring the sales team delivers measurable results.

Purpose of the job

As the Head of Sales, you will work closely with internal and external stakeholders to drive revenue, manage consequence management processes and deliver sustainable growth. Success in this role will require the ability to work under high pressure, implement robust plans and ensure flawless execution through an engaged and motivated sales force. This is a critical role directly contributing to the company's future viability.

The following will be key responsibilities for this role

Strategic Planning and Execution

1. Develop and implement a robust sales strategy aligned with the company's objectives and market opportunities.
2. Set ambitious sales targets, forecast volumes and develop annual budgets.
3. Monitor performance, analyze trends and refine sales strategies to ensure goals are met or exceeded.

Customer Relationship Management

1. Cultivate and maintain strong relationships with key customers, distributors and partners to drive growth and ensure customer satisfaction.
2. Identify customer needs, market trends and opportunities for new product launches.

Market Analysis and Expansion

1. Conduct detailed market analysis to identify emerging trends, potential threats and opportunities for expansion within and beyond current markets.
2. Tailor sales strategies for different regions and customer demographics to maximize revenue potential.

Performance Management and Reporting

1. Implement rigorous sales performance tracking systems to ensure targets are met and manage consequence processes when performance falls short.
2. Regularly report on sales metrics.

Cross-Functional Collaboration

1. Partner closely with departments like marketing, production, logistics and finance to ensure alignment and achieve overall business goals.
2. Act as a key liaison between the sales team and other departments to resolve issues, enhance communication and improve operational efficiency.

Continuous Improvement and Innovation

1. Drive a culture of continuous improvement within the sales function, seeking opportunities for efficiency and process optimization.
2. Foster innovation within the team, encouraging contributions that enhance overall sales effectiveness.

Leadership and Team Development

1. Provide strong leadership to the sales team including Area Sales Managers and ensure alignment with business objectives.
2. Conduct regular performance reviews, implement development plans and take corrective actions when necessary to maintain high performance.

Role Requirements

1. Education: Grade 12; Bachelor's degree in Business Administration, Marketing, Sales or a related field.
2. Significant experience in sales management roles within the dairy industry or related FMCG (Fast-Moving Consumer Goods) sectors is essential.
3. A minimum of 10 years of progressive experience in sales, with at least 3-5 years in a managerial or leadership capacity is expected.
4. Demonstrated success in driving sales growth, managing teams and achieving revenue targets is highly desirable.
5. Strong leadership abilities with a proven track record of effectively leading and motivating teams to achieve ambitious sales targets.
6. Proven ability to collaborate effectively with cross-functional teams, including marketing, product development, operations, and finance, to achieve common business objectives.
7. Experience in managing a team of Area Sales Managers, Telesales teams or sales representatives is crucial for effectively leading and guiding the sales organization.
8. Proven ability to manage underperformance within a sales team, taking corrective actions where necessary.
9. Valid driver's license and clean driving record required.
10. Willingness to travel frequently within the designated geographical area.