Head of Sales - Edenvale at Motus Holdings Limited

Purpose of the Role:

The Head of Sales role is responsible for the development, design, communication, and deployment of the Sales strategy to deliver growth in accordance with business plans to generate profitable revenue for M-Sure. This will include the full management of the Sales teams including, training, or upskilling, career development, performance management and staff retention. Maintain and grow stakeholder relationships.  Ensure that intergroup relationships are maintained.

Specific Role Responsibilities    

• Overall M-Sure Sales Operation (Dealer Network Sales):
• Develop and execute strategic plans to deliver sales growth and new business opportunities i.e.: new product development
• Setting revenue targets and national key performance indicators
• Formulation and implementation of specific business interventions to deliver sustained performance and drive sales
• Campaigns and JV’s relating to the overall M-Sure Sales Operation (Network Sales):
• Drive Value Added Product (VAP) sales initiatives through various Dealer Network channels
• Ongoing analysis and reporting of overall sales performance through all channels
• Develop the multi- functional budget to ensure that strategic deliverables are adequately budgeted for across the sales division. This will include formulation, achievement, analysis, and review of all sales budgets
• Analysis and ongoing monitoring of Profit & Loss attributable to the division
• Ongoing communication with key stakeholders across Dealer Network Sales divisions. This would encompass both external, as well as internal group stakeholders and partners
• Responsible for Supplier relationships and driving income and bottom line profitability through panel of product providers and dealer network
• Attend monthly review sessions with all stakeholders to review sales, conversion rates, cancellation rates, retentions and annuity growth in the relevant books. Review sessions would entail national travel to relevant provinces within South Africa
• Investigate improved/new product offerings that will cater for a disruptive and changing motor landscape
• Review compliance and statutory issues within the division. Work closely with compliance department to ensure that key legislative and compliance issues are addressed and actioned within the division
• Manage change in market environment and implement strategic initiatives to deal with the change
• Manage key risks within the division and implement mitigating actions
• Review product commercial structures to ensure that M-Sure is offered the best commercial deal and that all interests of M-Sure are always protected
• Compile all reporting packs and attend M-Sure board meetings and other relevant monthly management meetings
• Responsible to ensure that any changes to/introduction of product, systems, product pricing, reporting, commercials and JV arrangements are implemented and communicated effectively through the various sales channels and stakeholder.

People & Leadership responsibilities:

• Drive the development and implementation of human capability and accountability frameworks across multi functions to ensure the achievement of people management strategies
• Drive change management activities across multi value chains to ensure resistance to change is minimized
• Effective management of direct reports (Mentor, coach, guide, develop and support)
• Evaluation, appointment, and continued assessment of direct reports
• Overseeing or auditing performance management conducted by management to ensure fairness, accountability and offer support where required
• Signoff of all sales commission and remuneration structures
• Cultivate a learning culture within the sales team to ensure skill sets are current, compliant and progressive
• Where necessary continue to evaluate the market relevance of our commission structure

Qualifications and Experience    

• 5+ years successful sales leadership experience, of which at least 3 years at Senior Management level
• B.Com or similar qualification would be advantageous
• Strong background in contact centre environment
• Ability to analyse sales statistics and interpret at executive level
• Ability to communicate complex ideas in a clear, comprehensible manor to a diverse audience
• Ability to engage & collaborate across various Departments and Motus Group
• Ability to engage & collaborate with stakeholders

Skills and Personal Attributes    

• Energetic
• Ability to work under pressure
• Accuracy/attention to detail
• Honesty, reliability & integrity
• Confident
• Good communication skills at all levels within the organisation
• Ability to effectively handle challenging situations
• Self-starter / self-motivated
• Business initiative
• Problem solver
• Resilient
• Clean credit and criminal records
• Reliable or own transport