Area Sales Manager at Two Mountains

Purpose of the Job

Responsible for achieving area sales targets – planning, implementing, and directing the field sales team (Field agents and Sales Coordinators) activities in a designated area to achieve sales targets and meet the business objectives. To increase Two Mountains’ market penetration within the assigned area and region.

Key Outputs

Sale Execution

• Ensure that area sales targets are met through the Sales Team (Physical Agents and Sales Coordinators) within assigned catchment area.
• Responsible for the distribution strategy within assigned area.
• Recruit, train, and onboard Sales Coordinators to ensure sales headcount target is met.
• Identify new or potential business opportunities for Two Mountains business units i.e. Two Mountains Burial Services and Two Mountains Financial Services.
• Support Operations team with launching of new satellite and Branch offices.
• Keep abreast of new product launches and ensure sales team members are on board.
• Conduct product presentations to potential clients (Group schemes, Corporates, and individuals) on Two Mountains products.
• Develop scalable sales plan and ensure Field Sales team adhere to it correctly.
• Ensures compliance to processes and procedures to minimize business risk.

Marketing And Branding

• Ensure marketing material is available, well-kept, and correctly accounted for.
• Conduct brand awareness training for the field teams.
• Scan the market for new and old competitor activity.
• Liaise with Marketing to plan activations and campaign management.
• Identify opportunities for network distribution channel in the catchment area.
• Support Burial team through brand activations for funeral services.
• Monitoring the funeral services rendered; by visiting the cemetery where the services are conducted to ensure that the marketing materials are utilized effectively.

Stakeholder Management

• Build and maintain relationships with internal and external stakeholders (e.g., local communities, councillors, chieftaincy and other leaders in the community and Customer Experience) by meeting with them on a regular basis.
• Identify needs in the communities and submit proposal for CSI project identification.
• Work together with Burial Services Branch Manager to prepare weekly funeral scheme.
• Monitoring cemetery for potential clients and distribution of marketing material.
• Ensure effective brand placement is conducted at funeral services rendered by the company and Physical Sales Agents are assigned to attend funeral services.
• Reporting and Administration
  • Ensure all sales concluded for the day are correctly loaded and reported accurately.
  • Compile Monthly sales and marketing activity plan.

People Management

• Manage performance of Sales Coordinators.
• Manage development plans and learning paths of employees.
• Initiate and implement company disciplinary procedure in addressing misconduct and poor performance.
• Motivate and inspire team members and ensure their efforts are being recognized.

Minimum Qualifications

• Grade 12, Matric Certificate and Diploma or Sales and Marketing qualification equivalent to a minimum level NQF Level 6
• RE5 advantageous
• Valid Driver’s License and be willing to drive extensively

Experience Required

• 5 years+ experience required in sales with previous working experience as Sales Manager in the insurance industry (2) years.
• Management qualification (however experience will be considered).
• In depth knowledge of managing a high-performance sales team.
• Applicable experience of sales performance metrics.
• Previous experience working in a customer facing environment.

Technical Competencies

• Problem-solving and analytical skills to interpret sales performance and market trend information.
• Basic Financial management understanding. 
• Well-developed oral, interpersonal, and written communication skills. Time management skills. 
• Customer oriented with strong negotiation skills.
• Computer literate. 
• Valid Driver’s License be willing to drive extensively.

Behavioral Competencies

• Innovative and independent thinker.
• Ability to work effectively as part of a team.
• Self-motivated and ability to meet tight deadlines with high degree of accuracy.
• Ability to deal with complexity and ambiguity.
• Pro-active, self-motivated, results orientated.
• Resilient, determined, and resourceful