Head of Sales - JHB at Motus Aftermarket Parts

Job Description    

• Responsible for achieving branch profits, maintaining customer relationships, identifying and cultivating new sales opportunities, and the sales talent pool aligned with the company’s strategic direction and values. Managing the sales out of the Wholesale branches and RDC’s.

Position Overview    

• Ensure that the department achieves budget objectives by continuous examination of operating controls.
• Manage the department efficiently.
• Maintain effective control of expenses in line with budget objectives.
• Ensure that all outstanding debts are collected expeditiously.
• Monitor all warranty claim submissions and requisite credits, and take action as required.
• Cost control includes External sale vehicles, Commissions, and incentives payable.
• Ensure sales alignment between NAPA, PIA, and Drop Shipment to meet the Wholesale budget.

Specific Role Responsibilities    
Customer Satisfaction

• Improve the quality of Customer Service and Retention by enhanced facilities.
• Improve Sales people skills by effective marketing and ongoing staff training

Staffing

• Establish the levels of staff required to achieve the budget.
• Recruit, select, and train staff.
• Ensure that training standards are fully maintained so that future manpower requirements are covered.
• Establish training needs, plan programs and maintain records of training and costs thereof.
• Conduct staff performance appraisals twice a year and ensure that action is taken on the results.
• Conduct staff meetings.
• Coaching and mentoring.

Marketing and Sales

• Performs sales activities on major accounts and negotiates sales prices and discounts in consultation with the Wholesale Executive.
• Draw up and initiate marketing plans in consultation with Procurement.
• Instigate and operate advertising and promotional activities with Procurement and Warehousing departments.
• Sales and pricing alignment between Wholesale and MPD.
• Managing rebates and annual loyalty targets.
• Providing support between MPD and Fitment centers.

Asset Control

• Ensure that premises equipment and other assets are controlled and used effectively.
• Establish adequate safety and security procedures to protect property and personnel.

General

• Educates sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses, and business/financial issues on contracts.
• Collaborate to establish and control budgets for sales promotion and trade show expenses.
• Attend functions.
• Perform any other reasonable duties which may be required.
• Promote the SOP in all aspects of the operation.
• Establishes and manages effective programs to compensate, coach, appraise, and train sales personnel.
• Performs sales activities on major accounts and negotiates sales prices and discounts in consultation with the National Sales Executive.
• Manages personnel and develops sales and sales support staff.
• Accurately forecasts annual, quarterly, and monthly revenue streams.
• Develop specific plans to ensure revenue growth in all company’s products.
• Provides quarterly results assessments of productivity.
• Coordinates proper company resources to ensure efficient and stable sales results.
• Adhere to all sales policies, practices, and procedures.
• Assists National Sales Executive in establishing personal contact and rapport with top-echelon decision-makers.
• Collaborates with the Wholesale Executive to develop sales strategies to improve market share in all product lines for the region.
• Ensures divisional alignment between NAPA, Wholesale, and Drop Shipment.
• Interprets short and long-term effects on sales strategies in operating profit.
• Working as a Wholesale team member to achieve Wholesale sales numbers.

Budgets

• Prepare and develop forecasts and budgets by customer and discussion for the region.
• Review and roll out budgets to relevant staff.
• Review performance against planned budgets and identify areas requiring sales action plans.

Qualifications and Experience    

• Grade 12.
• Diploma/degree in marketing or business studies.
• Minimum of 4-8 years’ work-related experience.

Skills and Personal Attributes    

• Strong managerial and multi-tasking skills.
• Relationship building and interpersonal skills.
• Problem-solving and analytical skills to interpret sales performance and market trend information.
• Proven ability to motivate and lead.
• Excellent oral and written communication skills.
• Strong time management.
• Ability to work under pressure and target driven.
• Good working knowledge of Microsoft Office Suite.
• Experience in developing marketing and sales strategies.
• Export processes and policies, as well as a general understanding of the external factors in the export market.
• Franchise, NAPA, and PIA Drop Shipment understanding.
• Understanding of Motus Parts Direct Business Model.
• Coaching and Mentoring.