Manager: Sales and Delivery Coordination at ATNS

Job description

• Strategic Alignment. Participate in the development and implementation of the overall sales and delivery strategy to enable achievement of required ATNS revenue targets and objectives. Analyse trends and metrics in collaboration with the Head: Business Development to determine sales and delivery performance gaps and improvement opportunities. Develop sales and delivery policies and processes to enable effective governance.
• Analyse relevant data, trends, and patterns, and identify opportunities for increasing revenue and improving sales and delivery processes. Manage strategic projects as necessary for the accomplishments of the ATNS' goals. Drive the Department activities in line with the company’s identified an mandatory Objectives and Key Performance Indicators. Support the execution and operationalisation of signed MoUs and Contracts. Support and facilitate the ATNS agenda in regional structures such as SADC-CAC, AFCAC (for the Single Air Transport Market for Africa project), and ICAO (for all ICAO-ESAF regional projects.
•  Sales. Devise strategies to promote and sell products and services to customers in order to meet sales targets. Identify and contact current or potential clients, pitch products or services, and close deals. Negotiate terms of sales and agreements, and close deals with customers. Maintain relationships with existing clients and provide ongoing support.
• Achieve growth and sales targets by managing sales team activities and performance. Develop and implement a business plan that expands the organisation’s customer base. Track and analyse sales statistics based on key quantitative metrics. Set and track sales targets and report on results. Manage customers’ accounts to meet planned sales goals and ensure customer satisfaction. Develop and implement key metrics to measure sales performance
•  Coordinate with Marketing on lead generation. Represent the company at trade exhibitions, events and demonstrations. Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs. Present sales, revenue and expense reports, as well as realistic sales forecasts to the management team.
•  Sales Delivery. Develop, implement and manage an efficient system for delivery of products / services to enable quick delivery to the client. Track delivery of products to ensure efficient delivery to the client. Plan and coordinate product delivery activities to ensure accurate and timely deliveries to customers. Continuously monitor and evaluate delivery processes to ensure effectiveness and efficiency. Liaise with customers to confirm delivery dates and addresses.  Respond to delivery-related inquiries and concerns from customers.
• Make order adjustments as requested by customers where possible. Notify customers about any delivery delays in advance. Schedule deliveries and prepare delivery documentation. Work in compliance with relevant regulations and legislation. Provide any outstanding services as per agreement/contract. Track the status of product deliveries and resolve any issues promptly. Ensure that products are properly packed, stored and transported to avoid any accidents or damage.
•  Governance, Compliance, Risk and Reporting. Develop, implement and manage a robust governance framework for the division. Investigate any reported incidents of violation to enhance effectiveness of the processes and mitigate any risks. Identification, documentation, and management of key contractual/commercial risks throughout project bid cycle.
• Proactively identify any risks facing the function/ department and develop and implement effective risks mitigation plans and actions. Prepare ad hoc reports as required to enable business decision making. Continuously monitor and measure compliance to all policies and practices within the division. Prepare reports on Sales and Delivery for Head of Business Development, CCS, and other relevant stakeholders. Ensure that all sales activities comply with all ATNS risk management requirements.
•  Stakeholder Relations Management. Develop and maintain sound relationships with customers and other key stakeholders. Identify customer needs and oversee service delivery. Build partnerships and liaise with team leaders to determine the company's services, delivery criteria, and solutions for issues that may arise. Generate and leverage a network of private and public sector contacts relevant to ATNS market penetration in the continent and surrounding geographic regions. Participate, as required, in various industry events to raise the profile of ATNS and generate leads.
•  Financial Management. Provide input into the development of the Business Development budget. Manage delegated expenditure in line with business objectives and priorities, and within approved financial parameters. Report expenditure including any possible deviations to the budget monthly. Ensure compliance with the PFMA and ATNS Finance policy and Delegation of Authority. Provide the required supporting documents to enable effective auditing processes.  Develop pricing models for products and services. Develop and monitor new business revenue budgets from key revenue drivers.
•  People Management. Ensure that new employees have been properly on board prior to commencing work.  Monitor the time and attendance of subordinates and report absenteeism issues to management and Human Capital.  Set objectives, and coach and monitor the performance of the sales team.  Manage performance outputs of the Sales & Delivery team through the performance management system and take corrective action promptly and effectively. Continuously mentor and coach staff to ensure skilled and competent staff.  Perform talent management in accordance to the HC Talent Management process. Implement transformation initiatives within Sales & Delivery to ensure an inclusive environment and a representative staff complement. Drive employee engagement and retention within Sales & Delivery.

Minimum requirements

Minimum Qualifications

•  B-degree (or equivalent) in Marketing, Commerce, Business Management or related field

 Minimum Experience

• At least 6 years’ experience in product sales and delivery in a complex environment 3 of which should have been in junior management role/ level. Six or more years of experience in managing the delivery of sales in a corporate setting Desirable Qualities