ACHIEVE ALL SALES & GP% TARGETS: based on approved Board Performance Targets

• Own and achieve monthly, quarterly and annual sales targets within assigned territories and accounts based on approved standards.
• Develop and execute sales plans and strategies to achieve sales targets and expand our products/markets and gain market share locally & regionally.
• Review weekly/monthly sales reports, including pipeline and CRM reports to uncover areas that need more emphasis, providing support & guidance to the sales team in collaboration with the GM.
• Ensure our pricing strategies take into consideration supply and demand, changing trends, economic indicators and competitors while remaining focused on set sales and profit targets.
• Quality-check quotes for sophisticated, high-valued customers to ensure they are accurate, market driven and delivering on approved GPs.
• Look for new sales opportunities through cold calling, networking and meeting with high-profile clients.
• Work with the sales team to reactivate dormant customers to reinforce a culture of quality business, business retention and repeat sales.
• Identify new and/or existing business opportunities to convert to medium and long-term contracts.
• Make presentations, overcome objections, negotiate, and close sales
• Analyse quotes lost monthly, and develop a revised approach to regain the business based monthly Loss of Sales analysis
• Review the sales team portfolios to ensure that their customer accounts are growing; making recommendations to reassign accounts as required.
• Effectively communicate with Client C-Suites, the value proposition through proposals and presentations.
• Demonstrate ability to develop client-focused, differentiated, and achievable solutions.
• Responsible for the customer experience of all customers, ensuring that all complaints are handled in the most appropriate manner to ensure customer retention and sales success

§  Understand category-specific landscape and trends and make recommendation as necessary

§  Recognize commercial synergies between the BOSS and SCRIP-J and optimize the same.

§  Preparation of Stretched and Board sales budget for each Financial Year

§  Handle and Manage House Key Accounts

ACHIEVE PROFIT & OTHER FINANCIAL TARGETS: based on approved Board Performance Targets

• Increase Profit & GPs by increasing revenues, changing the sales profile and pursuing longer termed contracts.
• Reduce COGS through improved pricing, convert customers to long-term contracts, sale of overages and other agreed efficiency measures.
• In collaboration with sales team and Accounts department, manage collections and credit approvals to reduce the collection period and minimize the Company’s credit exposure
• Managing expenses
• Increase Retention rates
• Optimize the Sales Cycle & Pipeline ratios focused on improving:

o   Leads generation/ Conversion Rate

o   Close Ratio/ Monthly Sales Growth

o   Client Acquisition Rate/ Client Retention Rate

LEADERSHIP

• Enhance work experience for your team by creating a motivating, positive work environment where team members feel that they can communicate openly and that they are part of a productive team
• Plan and conduct regular sales meetings to share successes, best practices and solutions to overcoming customer objections
• Conduct monthly trade visits and/or more frequent visits as necessary
• Manage and control all assigned budgets, maintaining a focus on expense management
• Develop and execute in collaboration with the GM and Leadership Team Annual Sales Strategic Plans
• In collaboration with the GM, set sales and profit targets for sales team
• Submit a Monthly Leadership Report and Quarterly Sales Board Report to the GM detailing: sales statistics, sales and marketing activities, customer visits, challenges and opportunities in the market and recommendations and/or actions to close gaps between budget and actuals
• Review, create and/or submit After Regional Trips report, Loss of Sales reports, Booked Sales report, Closing Ratio reports, Monthly, Quarterly & Annually Incentive reports, monthly forecasted Sales & AR reports and any other additional reports requested by the GM  

§  Attend BSG Joint Management Meetings

• Make recommendations for ways to improve the company's overall level of effectiveness and efficiency
• Advice the Purchasing Department on the ordering of critical stock associated with repeated jobs, and potential new jobs

PERFORMANCE MANAGEMENT: with support from the Human Resources department

§  Conduct appraisals for all direct reports

• Develop developmental Action Plans for all direct reports to assist with closing competency gaps
• Conduct individual Coaching Sessions with direct reports in order to increase efficiency and sales results; ensuring to review individual sales statistics

§  Assist the Head of Human Resources, BSG with the development and implementation of training programs

§  In collaboration with HR, deal with any necessary disciplinary issues and update the employee logs as necessary

MARKETING

• In collaboration with the Marketing Supervisor and GM if required, develop and execute the approved Annual Marketing Strategic Plan
• Execute approved quarterly marketing strategies

Perform other related duties as may be required by Management.