Why does this job exist and why is it critical?
The Head of Sales is responsible to formulate the appropriate strategy to deliver the sales KPIs for the specific channel or strategic territories within the assigned market. The person will be in charge of managing the field sales force (Area Executive), both internal as well as extended third party.
This includes ensuring that the field sales resource is effectively managed through proper control, monitoring and performance management programs.
The HOS will also be responsible to identify the appropriate channel strategy with the Channel Management team and develop a plan to manage and grow the relationship with existing trade partners.
What are you accountable for?
- Area Management To drive Area Team performance in achieving the RSS AOP Revenue Target. Develop the right sales strategy and tactics for the team to execute in order to deliver the desired results.Strive to grow Market Share in area of charge. Design the Sales Ground Activities to support the trade sales and distributors team to drive and maintain in acquiring the growth in SOM.Responsible in managing the budget effectively and efficiently in conducting the Sales Ground Activities conducted in area of charge within the targeted ROI and winning the trade.Accountable for delivering revenue, growing and penetrating new market share and costs control through sales and services activities in assigned territory.Responsible in managing the business performance and churn rate of third party channels.
- Market Intelligence Maintain a set of market information database among others, keep track of Competitors market activities, dealers program, sales incentive, distributor manpower as well as competitors filed staff size/head count.
- Trade MerchandisingResponsible to expand customer base and increase trade visibility in the marketing areas via established channels of communications i.e. POSM, signages, dealer developmentWork closely with distributors and provide focus and direction with the objective of achieving the optimal level of product availability in various trade channels.Growing and maintaining the Share of Voice (SOV) thru Trade Merchandising in area of charge.Develop the strategy and maintenance schedule for the team to achieve the Trade Merchandising Standards in the trade.
- Strategy Planning & ExecutionTo achieve/grow/maintain market leadership with the right formulation of strategy which amongst others include sales, distribution, dealer network development as well as network coverage planningDevelop a Strategic Alliance with Distributors in distribution expansion plan and effectiveness of trade calls.Design a plan on the Merchandising projects to be completed by distributors. Quarterly evaluation on distributor’s performance to Channel Management Team.Able to foresee and capture the market potential and work out the strategies required in growing the business and improve market position. Capable of excellent execution in order to achieve the desired results.
- People DevelopmentAbility to provide focus and directions to the team and transform them to be ‘business consultant’ to the dealers in order to be the number 1 telco player in the region.To inspire the team members with coaching, counseling advice, support, motivation and information in assisting them to achieve their objectives and goals.Conducting periodical meeting with team members to address issues and setting the direction to the team to achieve the bottom line objectives.Responsible in elevating employee engagement through regular coaching and engagement sessions with employeesResponsible in managing up employees’ performance by conducting regular performance feedback sessions with employeesEnsure learning and development initiatives are in order to close employees’ competencies gaps hence fulfill career development requirements What do you need to have for this role?
- Bachelor’s Degree specializing in Business Administration, Marketing.
- 5-7 Years of work experience and 2-4 Years of relevant experience in similar industry
- Proficient in Microsoft, Word, Excel and PowerPoint
- Good written, oral and interpersonal skills
- Good research, analytical, planning and organizational skills
- Personal traits: Positive, Passionate, Collaborative, A self-starter, Ability to perform under pressure in a challenging environment and A team player What’s next?
- Once you’ve applied online, our team will carefully review your application. Due to a high volume of applications, we appreciate your patience to allow for a fair and timely review process.
- Should you be shortlisted for the role, we will send you an invitation via email for a digital interview. You can also check on your application status by logging into your candidate account.
