JOB PURPOSE AND CONTEXT
Responsible overall for an organisation's sales growth, a sales Director drives the development of sales strategies by leading client segmentation and competitor analysis. The Director also takes charge of expanding sales channels and networks, fostering client relationships through contract and customer service management, and increasing client acquisition and retention through analysis of client behaviour. Mentoring and offering strategic guidance to the marketing team is also part of the job.
This individual is innovative and forward-thinking, commutes frequently to identify and develop key sales opportunities, and keeps abreast of market trends and major industry events and activities, such as by attending relevant international events and conventions.
KEY ROLES AND RESPONSIBILITIES
· Collaborate with members of the Marketing team to penetrate key markets.
· Define the approach for the overall sale of new business and account retention.
· Develop a comprehensive sales and distribution strategy to maximise sales opportunities.
· Develop sales and distribution policies that reflect the organisation's goals.
· Direct the Sales team in generating proposals that define a clear path to client satisfaction and revenue growth.
· Establish customer relationship management (CRM) systems and guidelines to manage customer relationships.
· Establish internal guidelines for personal data protection based on applicable legislations, to manage customer data.
· Foster relationships with new partners to achieve desired revenue.
· Influence senior stakeholders within customers' organisations and premier buyers in the industry.
· Investigate factors impacting sales performance.
· Leverage innovations to maximise revenue of traditional and digital assets and products.
· Monitor changes in the industry and leverage them for business opportunities.
· Outline objectives in key target areas such as sales volume, market share, distribution channels and profit margins to guide promotions and sponsorships.
· Participate in forums to keep abreast of new changes in the industry and practices.
· Promote positive relationships with major customers to understand their needs.
· Provide advice when preparing bid documents and integrated proposals for key accounts.
· Provide input on sales incentive structure and key performance indicators to help monitor targets.
· Provide input to the Content Development team based on customer and industry feedback.
· Recommend changes in pricing structures in product lines or products.
· Review sales performance by analysing performance reports.
EDUCATION
1. Degree in Business Administration, Economics or equivalent
2. MBA is highly advantageous
SKILLS, KNOWLEDGE, AND RELEVANT EXPERIENCE
1. Minimum 15 years of progressive experience in sales and marketing with at least 5 years in senior leadership roles in a sizeable company in a consumer or engineering industry
2. Possess high degree of integrity and strong analytical skills.
3. Demonstrate leadership and business acumen, having a proven record in business partnering and commercial value add to regional operating subsidiaries.
4. Familiar with listing manual and code of corporate governance requirements.
5. Critical thinking, exercise sound judgment and provide financial perspectives.
6. Experience in managing group information technology functions.
