About the job
Summary:
- The Sales Team Lead is responsible to find new opportunities in the market place to deliver customer service excellence and increase Makro market share and profits through staff engagement.
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 setting up customer to hand over to CRO
- Ensure first experience of customer with Makro is professional, efficient and customer satisfaction uphold at all time
Analyse and interpreted sales and market information to ensure volume/profit growth
- Actively analyze market trends and sales environment to source for sales / profit opportunities
- Develop recruitment strategy for relevant market / geographical area
- Identify key focus areas that will drive profitability
- Manage and track KPI’s relevant to above
Achieve department sales targets
- Communicate to all sales representative what their daily/ weekly and monthly sales targets
- Monitor weekly to see how far sales staff are compared to their set sales targets
- Conduct monthly PITSTOPS with all sales staff
- Ensure action plans are in place to improve performance
- Analyse daily sales
- Conduct daily morning meetings to communicate individual and store sales performance
Ensure all customer expectations and requirements are appropriately met
- Manage customers’ expectations and communicate appropriately
- Sets an example for customer focused behaviour
- Consistently provide customer satisfaction through all actions
- Deal effectively and timeously with customer complaints and ensure that complaints are resolved or escalated
- Communicate the information to all sales staff by means of morning meetings and monthly PITSTOPS
- and implement new opportunities to grow the customer base of your department
Assist in execution of Business Development Sales Plan via market development
- Support team sales performance via new market opportunities etc
- Suggest change to price books, promotions, rebates and any other pricing if not relevant to current Business Development environment
- Assist in processes that will ensure sales staff to excel in customer service excellence
- Apply sound financial principles in market development and investigate process that can change/adjusted to result in cost saving
- expenses closely and report/suggest changes to optimize internal profitability
- Provide sales staff member with SAPCRM reporting or from other internal system that will assist sales team in having customer information at tip of fingers.
Team Management
- Plan and) facilitate the Training and Development of new staff
- Set targets and/or performance standards in conjunction with staff
- Draw up and monitor action plans to correct inadequate performance
- Ensure staff members are retained within the Department via appropriate work challenges
- Develop a Talent pool within the team /department
- Re-evaluate the effectiveness of the performance management agreements with team members to ensure it is still meets the business needs
- Conduct monthly sessions;
- Conduct on-the-job coaching; identify and fill performance gaps
- Monthly coaching and training
Build capability through coaching and collaboration
- Collaborate with other departments and functions (stakeholders) to optimize work flow
- Investigate opportunities to increase sales staff performance and submit findings to Business Development Sales Manager
- Check on relevance of job descriptions / role models and suggest changes as internal processes or market changes occur.
- Meet and consult with key stakeholders to increase internal processes and reduce operational cost
Requirements:
Minimum Academic, Professional Qualifications & Experience required for this position
- year Marketing Diploma
- 1 – 3 years in sales management position (or showing managerial skills in current team format)
Competency Standards
- Live the values
- Judgment
- Customer/Member Centered
- Planning & Improvement
- Influence and Communicate
- Adaptability
- Culture, Diversity & Inclusion
Functional Competencies
- Business and Route to Market Strategy
- Product knowledge
- Competitor knowledge
- Price books
- Pricing strategy and rebates
- Master data process
- Sales vs Customer Margin
- Return on Investment
- Finance and Budgeting
- Revenue Growth Management principles
- SAP
- Order Generation process
