Head of Sales at Oneplan Underwriting Managers (Pty) Ltd

Main purpose of the job

• Responsible for the sales function of the organisation. Leads the team to generate revenue through effective planning, direction and coordination of the operations of the organisation and delivering exceptional customer service through the direct sales channel

Drive Sales Strategy Planning and Execution

• Collaborate with peers to define a sales business plan that will deliver revenue through selling and our products and services.
• Lead and manage Sales Managers/Team Leaders to manage an effective and efficient omnichannel to maximize sales revenue and meet or exceed set goals
• Build a culture of exceptional customer experience leveraging the omni-channel
• Drive the forecasting and adjustment of annual, quarterly, and monthly sales plans to ensure achievement of yearly goals.
• Drive and deliver sales operational objectives through reviewing performance against sales information and making recommendations of adjustments to strategic plans.
• Review financial statements, sales, product and activity reports, or other performance data to measure productivity and profitability
• Create insights that will inform business plans and activities to maximize sales revenue and meet or exceed set goals
• Lead the team to initiate and implement corrective actions based on insights from other departments.
• Create an effective social system and lead teams to prepare and complete action plans; implementing productivity, quality, and customer-service standards; resolving problems; identifying trends; and determining organisational sales system improvements.
• Assist in establishing project plans for new products, VAS products, or product enhancements and drive the implementation of changes.
• Actively lead the team to expand the customer base.
• Drive and deliver product availability and achievement of category profit margins.
• Develop a ‘seamless” launching strategy with no reduction in service delivery.
• Understands industry best practices and strategies 

Drive Sales Growth and Performance

• Manage a successful omni-channel which consistently meets or exceeds daily sales performance metrics.
• Creates and maintain a world-class Sales culture, focused on delivering results by providing ongoing coaching and development of sales teams.
• Consistently ensures that business is always conducted with integrity and that behaviour aligns with our values.
• Works closely with Sales Leaders and Marketing to drive strategy through leads and campaign management, sales huddles and regular feedback to Management teams on performance improvements.
• Analyse performance metrics data and leverage it to effectively coach and develop the Sales team.
• Effectively manage Sales expenses to ensure delivery of internal gross margin goals.
• Responsible for the development and implementation of new processes and procedures for effective and efficient team operations.
• Collaborate with Operations Director, and other internal parties to coordinate activities of functions with concern to, pricing plans, sales, or distribution of products.
• Lead and oversee sales activities.
• Leads financial or budget activities to fund operations, maximize investments, or increase efficiency.
• Reviews effectiveness plans or direct activities such as sales promotions that require coordination with other department managers.
• Assesses for opportunities for continuous improvement of execution and customer experience across the omnichannel in a cost effective, efficient, and effective manner.
• Contribute to channel plans or strategies. 
• Identify, design, and implement projects that will enhance effectiveness of the Sales Contact Centre over time.
• Ensure integrity of governance and compliance across all spheres of operations
• Responsible to ensure the Sales Contact Centre are delivering according to the business plan and targets within budget.
• Ensure productivity is optimised through the effective management of the entire Sales Contact Centre and reduce operating expenses.
• Ensure resources and structures supports longer term growth objectives.
• Maintain awareness of external influences such as relevant legislation and manage accordingly to keep efficiencies and to meet targets.
• Assist in identifying, developing, evaluating, implementing and/or improving new procedures to improve efficiencies.

Continuous Improvement and Reporting

• Design and deliver a scorecard of measures encompassing all relevant aspects of Sales Contact Centre operations
• Provide daily, monthly and quarterly reporting on all relevant Sales Contact Centre indicators, illustrating trends and plans for continuous improvement. (Timing of reports may vary dependent on requirements)
• Review compliance metrics, retentions, cancellations and service level performance against defined targets and metrics and course correct sales processes when necessary
• Extract productivity and performance data and reports daily, weekly, and monthly and analyse data for continuous improvement
• Produce forecasting and lead management reporting to determine sales performance.
• Provide feedback to marketing and insights on lead topic management, challenges and opportunities based on lost leads, call backs and sales won. 

Leadership and Direction

• Providing vision and direction to team members
• Through effective inspirational leadership, facilitate the creation of accountable, full-service teams who understand and strive to meet the needs of all stakeholders
• Role model behaviour and motivate team members in line with the core values
• Take full responsibility for performance of all direct reports, motivating and managing them in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management:
• Provide support and guidance on career path planning, on-the-job training, coaching, and mentoring to direct reports
• Leads change to create a self-refreshing and learning organization
• Ensure a positive team moral is always present, focusing on champion challenger campaigns and increased tenure
• Continuous improvement of business processes, scripts and time to close a sale

Work collaboratively

• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Demonstrate consistent application of internal procedures
• Plan and prioritise, demonstrating abilities to manage competing demands
• Demonstrate abilities to anticipate and manage change
• Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs 

Self-Management

• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Demonstrate consistent application of internal procedures
• Plan and prioritise, demonstrating abilities to manage competing demands
• Demonstrate abilities to anticipate and manage change
• Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs

Requirements

Minimum Academic, Professional Qualifications & Experience required for this position

• Bachelors’ degree advantageous
• Minimum 8 years’ experience in direct sales role, with a minimum of 4 years’ experience in a senior leadership role.
• Expert/Advanced Contact Centre operational management and process improvement program