Head Of Sales at DöhlerGroup

Job purpose:  

• The incumbent’s role will be to lead and implement the company’s sales strategy, including attainment of sales-, turnover- and profit targets on the basis of the corporate/regional strategy for the area. Developing and implementing of concepts for the expansion of the company’s market position and profit forms part of the scope with the focus being on both SAF (Southern Africa region)- and DSA (South Africa) results.

Minimum requirements:

• A Degree in Business Administration, Food Technology or similar;
• Eight to ten years of professional experience in Sales in the Food and Beverage Industry, of which at least three years must have been in a Management position;
• Must possess excellent leadership-, people-, negotiation-, communication-, market intelligence-, account/customer development-, budgeting-, computer (especially SAP)-, sales management- and complaints management skills;
• Knowledge of the Flavour Industry related to the South African and Sub-Saharan Beverage markets, covering both alcoholic, non-alcoholic beverages and food, as far as customers, industry players and raw material suppliers are concerned, is essential.

Main areas of responsibility include:

• Further development of a qualified and motivated team, including the leading, assessing and development of Account Managers in a professional and disciplinary capacity.
• Defining, implementing and ensuring an optimum exchange of information within the Sales and Account Management division and related interfaces.
• Ensuring optimum capturing and processing of information on the company’s SAP system.
• Conducting of annual sales planning and ensuring that customer-related forecasts are constantly updated.
• Developing and implementing sales initiatives and implementing business unit initiatives.
• Defining the area-specific industry channel sales strategy and deriving the operative goals (e.g. portfolio business, new business, competitor share, new business areas/portfolio management) for the area of responsibility, taking long-term strategic corporate goals into account.
• Ensuring the compilation and regular updating of account development plans, including the creation of RDPs.
• Applying and adapting of the Doehler Group’s global standards for the company’s sales structures and processes and ensuring that these continue to improve.
• Ensuring that regional sales-, turnover- and profit targets are met as well as introducing suitable measures to counteract potential and actual deviations.
• Ensuring that LTO processes are handled in the best way possible.
• Continuously optimizing sales by assigning existing and new customers (leads) to Sales staff.
• Conducting market monitoring, determining customer potential and analyzing the competition.
• Adhering to the approved budget concerning personnel, material and financial resources and introducing suitable measures to counteract potential and actual deviations in consultation with the Management team.
• Internal troubleshooting and problem solving to enable to Accounts manager to sell our products at the best possible margin.
• Extensive traveling in South Africa, Southern Africa and Europe for customer meetings, trade shows and internal meetings.