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  • Posted: Mar 17, 2017
    Deadline: Not specified
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    Forte ICT is a fast growing specialist Recruitment and Human Resources Consultancy formed by the demands and needs of clients and candidates alike, in providing a value added service that matches delivery with quality. Forte ICT stands out in going against the tradition with an efficient and selective approach to recruitment, which serves both the client's a...
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    Head of Sales Region Director Role Multinational Telecoms Company (Great Career Prospects Two Steps On The Road To CEO) Great Financial Package & Environment

    Job Description

    Purpose of Role:

    • To setup, create and drive Distribution and Channels networks/agreements across regions to grown the business significantly. To be able to distribute the products and translate that into sales, as well as product promotions.
    • You will be the Company Brand and Values Representative within the region and ensure a healthy and profitable Sales P&L. To achieve company’s objectives including all sales (gross and net adds) and recharge targets (including activation quality metrics), drive the regional direct, indirect, retail sales, merchandizing teams, distributors and related infrastructure in a particular region as per defined KPI’s, procedures and policies set out by the management from time to time.
    • It is vital that you will maintain a healthy relationship with direct and indirect distributors, their staff and POS. Create and maintain effective communication between internal sales teams, supervisors, managers and external (direct, indirect, wholesale and retail distributors) stakeholders and management. Should be able to lead a region in an effective way. Ultimately, full responsibility for the regional performance on the Sales P&L will lie with the Head of the Region.

    Key Performance Objectives:

    Strategey Management:

    •  Define multi-channel strategy for the region, comprising direct and indirect channels and airtime, as per company vision, policies, procedures, targets & budgeted spends.
    •  Target setting, monitoring and managing per channel, and staff
    •  Setting managing and monitoring targets between the various channels (Direct, Indirect, Company owned, FID and airtime)
    •  Monitor, evaluate and research Industry trends to ensure innovative distribution for sims, recharge and airtime
    •  Plan, manage and monitor staffing requirements in line with the company budget and headcount to ensure revenue, connection and recharge targets are met
    •  Ensure staff management, monitoring and development to ensure maximum support and service to all channels to drive acquisition and upselling in all channels
    •  Constantly assess, monitor and improve distribution to ensure reaching set regional KPIs in Connections, Quality of sales and Airtime targets
    •  Create and maintain benchmark for all new sim packs, recharge cards and electronic top-up enablers i.e. market float, served, un-served channels including POS, frequency & drop size

    Acquisition:

    •  Ensure acquisition and revenue targets are met by each Regional Indirect- and Direct Distributor, Company Stores, Independent stores, Main Dealers and Airtime distributor as well as any, allocated target to the various channels within the region
    •  Ensure daily, weekly and monthly monitoring of targets for revenue, sales and forward-share; ensure that corrective measures are implemented where required
    •  Ensure adherence to channel strategy and planograms with the aim to improve and increase acquisition and revenue; as set by the company
    •  Constantly evaluate area, channel, and store-demographics as well as market penetration to create and implement action plans with the aim to increase distribution, acquisition, sales quality and product availability
    •  Ensure the implementation of tactical channel promotional plans with the aim to improve sales and revenue


    Service Delivery:

    •  Ensure execution and improvement on service delivery concerns to channels where Company products are sold, this includes but are not limited to revenue, sales, systems; Point of Sale, support and stock
    •  Ensure accurate and timely execution on channel and service query escalations raised from the Direct and Indirect sales teams and trade
    •  Develop, implement and manage an integrated Regional Team to ensure that all elements and products are available at the right place, at the right time and at the right price with the aim to achieve revenue, sales and recharge targets
    •  Manage Regional Distribution channels to ensure conformity of the brand and stock availability, POS in channels, brand presence/visibility and ensure their drive to meet Sales and Airtime Targets

    Indirect Channels Management:

    •  Ensure the management and monitoring of regional channel marketing programmes and ensuring channel and trade compliance to company standards and brand requirements
    •  Constantly drive to increase distribution outlets in all identified market segments
    •  Sign up sufficient indirect distribution partners to ensure full coverage of the territory
    •  Focus on stability in recharge sales and related desired discount%
    •  POS channel offers based on areas/cities/region
    •  Constantly drive to increase indirect distribution outlets in all identified market segments
    •  Develop and maintain relationships with all relevant indirect distribution partners & POS

    Promotions:

    •  Keep adding direct sellers more at all levels with a weighted average cost in mind. Ideally the cost should not go higher than weighted average commission payment
    •  Hire direct sellers based on desired segment

    Essential Requirements:

    •  Must have strong Distribution & Channels Management Sales experience with a proven sales track record across the Channels & within Distribution.
    •  Must have strong Sales Management track record, being a "hand's on and driven sales manager".
    •  Must have Channels & Distribution Sales Management experience within Telecoms or MVNO.
    •  Must have a "can do attitude", committed, works hard, who runs the region as a business within a business.
    •  Must be passionate, high energy levels, focussed, strong commercial accumen, ambitious and results orientated.
    •  Must have strong Distribution & Sales Channels Networks in South Africa.
    •  Must have had P&L experience, be of integrity, professional and dynamic.
    •  Must be a Head of Sales who leads his sales teams from the front, driving them onwards to success and target driven.
    •  Must cope well under pressure and thrive in a fast paced environment.
    •  Must have strong report writing, stakeholder and PowerPoint presentation skills.
    •  Must have strong presentation, very strong communication skills, with a presence.
    •  Must be "creative", in being able to create new sales strategies, know the competiton in the market, be competitive and want to be the best.
    •  Must have at least 3 years Staff management Experience
    •  Experience in planning, executing and managing promotional activities
    •  3 – 5 years Experience in key account management is an advantage
    •  Proven track record in devising and executing Marketing plans and achieving set sales-, retention- and revenue targets.

    Method of Application

    Interested and qualified? Go to FORTE ICT on www.linkedin.com to apply

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