Branch Manager (Sales) at Netstar

About the job
Sales Manager manage large complex deals where the decision maker relies on key recommenders and influencers from within the organisation to advice and guide his decision. These deals are large and there is more than one individual involved in the decision-making process. They need to manage the political landscape of the “Buying Centre” and therefore need political savvy to manage these large deals using the MCS (Managing Complex Sales) Deal Sheet to achieve the desired outcomes.

To achieve consistent growth in the OPCO’s customer base and national sales figures by : (i) managing the activities of the sales team so that current activities are optimised and new business growth is achieved; (ii) supervising, directing and assisting the decision making of the sales team so that they are motivated and trained for optimum performance and achieving/exceeding the sales targets; and, finally; (iii) carrying out competitive negotiations at a senior level and contributing as a member of the management team to the ultimate success of the company as a whole and the achievement of its strategic objectives.

Build long-term client relationships and cultivating service opportunities by leveraging the Altron portfolio to deliver breakthrough results to clients within their industries.  

To assign and direct all work performed in the region and to supervise all areas of operation. Managing staff foster a positive environment and ensure customer satisfaction and proper branch operation. Display a hands-on approach and communicate to the expansion and success of the business by implementing strategies that increase productivity and enable sales targets achievements

Responsibilities

• Comply to approved budget for the region and sub divisions and manage headcount and day to day expenses
• Develop forecasts and manage sales in the motor dealer-, insurance- and commercial channels to achieve targets and stretch targets
• Analyse, validate and approve all commission claims in region
• To manage and deliver an efficient and effective service to both internal and external clients at all times
• Assess local market conditions on market movement and penetration in region and identify current and prospective sales opportunities.
• Respond to escalated customer queries and resolve successfully
• Network to improve the presence and reputation of the branch and company.
• Visiting customers as per call cycles to maintain relationships, increase market penetration in each channel with a specific focus on high risk customers
• Direct all operational aspects including logistics, operations, customer service, human resources, administration and sales.
• Locate areas of improvement and propose corrective actions that meet challenges and leverage growth opportunities within the sales territory.
• Facilitate regular employee meetings to discuss goals, disseminate company information, discuss operational issues, coaching etc. Setting and measuring meaningful KPIs (Key Performance Indicators) appropriate to each individual direct report, structured to deliver against the Sales Manager’s own individual Sales Operating Plan. Implementing structured, meaningful and appropriate processes, systems and meeting plans.  
• Meet all relevant goals and metrics and submit required reports as per stipulated deadlines
• Compliance to set regional sales audit requirements. Ensure that appropriate governance systems are in place and in line with future requirements, i.e. policies, procedures and reporting structures.  
• Adhere to high ethical standards, and comply with all regulations/applicable laws.
• Share knowledge with other branches and headquarters on effective practices, competitive intelligence, business opportunities and needs.
• Identify, understand and manage personal development requirements as well as among team members
• Recommend and manage the P&L and budget for the relevant business unit within the OPCO and monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities and that the team focuses on delivering against P&L targets to meet Altron’s financial performance targets.  
• Oversee relationship with service providers and ensure all the services are delivered properly, evaluate the performance of consultants and report any deviations to the relevant department for any corrective actions.  
• Cadences: Conducting appropriate (disciplined) reviews with each direct report. If you can’t measure it, you can’t manage it. It is the role of the Sales Manager to hold staff accountable for the achievement of the results. Without a formal review process in place, it is not possible for the Sales Manager to understand each individual’s game plan and will then be unable to provide the leadership and effective coaching required to achieve results through other people.  The review process needs to cover at least the following:
• To regularly sanitise the sales pipeline and resultant forecast and adjust as necessary
• Review the Gap (target vs actual)
• Determine if the pipeline is sufficient to cover the gap
• If not, to jointly craft appropriate strategies to generate additional pipeline
• To review the strategies to win each major deal
• To review Account Plans (if/when appropriate)
• To review and hold staff accountable for agreed actions

Experience and Qualifications

• Business Management degree or equivalent qualification  
• Management/Leadership program  
• 5 Years' Business management experience required
• 2 years’ proven Area / Branch Sales management experience
• 2 years experience in coordinating and managing service delivery and operational teams on a regional level.
• At least 2 years’ hands on management of sales teams through methodologies and metrics 
• Management of resources and operations based on 24/7 requirements
• Good understanding of the telematics industry across motor, insurance as well as commercial channels.
• 2 Years Experience in complex solutions selling in an applied technology type market 
• Experience in compiling detailed and complex proposals