Head of Sales at Newrest

MISSION

• Reporting to the General manager, the head of sales oversee all the commercial process:

Sales:

• Being the main customer interface, including for contract, pricing, service, and concept changes as well as business development.
• Secure new client accounts across South Africa
• Develop commercial strategy (identify leads, main actors, valuable information, strategic contacts, trends, client strategy…)
• Develop bid strategy, sales approach and negotiating tactics for obtaining new contracts and retaining existing business
• Manage company’s strategy for invitations to tender & calls for bids
• Lead contract and pricing negotiations with customers including developing term sheets, reviewing contract proposals, analyzing customer proposals, and developing recommended counter-proposals
• Develop and implement sales procedures and policies in line with the industry best practices. Set up sales call plans, daily, weekly & monthly reporting mechanisms and ensure that the appropriate selling skills are suitably employed.
• Create accurate costings and implement pricing in line with company strategy.

Customer Relationship Management :

• Endorse and develop customer relationship with existing clients
• Coordinate the Customer Service Department: manage a team of Customer Relationship Managers assigned to specific clients, ensure maintenance of high level of service, control contracts profitability, monitor and drive all SLAs and KPIs for the accounts, make sure that all standards are respected
• Supervise marketing and product presentations
• As with any management position, the Commercial Manager must also motivate their employees as well as train, reprimand, or reward staff as appropriate.

Analytics :

• Conduct market analysis & product strategies to maintain up to date knowledge about industry influencers and key strategic partners.
• Continuous improvement strategy : pursue ways to grow and develop the business through customer insights and feedback, anticipating future customer requirements / needs
• Provide monthly detailed sales reports for the General Manager and the Board Meetings, putting together a concise sales strategy / action plan.

PROFILE

• Prior experience with international tenders
• Strong Customer Relationship Management – Senior Customer Service Experience
• Prior experience in Airport or Airlines Industry preferable
• 2 years business development, sales, customer service, institutional catering service, airline catering and / or related airline or F&B sales experience
• Ability to build broad customer relationships with different hierarchical levels and cultures.
• Ability to communicate verbally and in writing with internal and external persons at all levels of the business.
• Skillful with commercial finance, cost / margin data, profitability
• Team management experience is preferred
• Ability to anticipate, analyze and solve practical problems / issues at both a strategic and functional level.
• Ability to work in a culturally diverse and international environment.
• Proficiency in MS Office with strength in Excel and PowerPoint