Head of Sales

Job Description

Company Introduction

Job Responsibilities and Duties

• Develop and implement comprehensive sales strategies, both online and offline, including forecasting, target setting, and tactical planning;
• Monitor and analyse sales performance to drive growth and increase market share, while supporting profit and loss responsibilities;
• Plan and manage sales territories effectively, ensuring optimal route organisation;
• Lead recruitment efforts and succession planning for the sales department, while providing ongoing training, coaching, and development for all sales personnel;
• Collaborate with Directors to establish and review remuneration packages, including salary structures, commissions, and performance bonuses;
• Support performance management processes, including appraisals for Sales Representatives, Area Managers, Merchandisers, and Promoters;
• Design and approve incentive schemes for Sales Managers and Representatives on a quarterly, monthly, and weekly basis;
• Launch and manage promotional campaigns and special offers to influence sales volume, product mix, and pricing strategies;
• Coordinate pricing, promotional planning, and product positioning to align with business objectives;
• Proactively identify and develop opportunities for acquiring new clients to expand the customer base;
• Oversee and support controls related to discounts, promotional grants, contributions, returns, and handling of damaged goods;
• Contribute to the creation of an annual promotional calendar to support strategic sales initiatives;
• Support new product development and participate in marketing activities as needed;
• Assist with public relations efforts and cultivate strong relationships with key opinion leaders and relevant stakeholders;
• Enhance communication channels with clients to ensure smooth and effective interactions;
• Collaborate in addressing and resolving customer concerns to maintain satisfaction and loyalty;
• Act as a brand ambassador for the company’s product portfolio at industry events, functions, and occasionally at international trade shows.

Experience

• A university degree, preferably in Business, Marketing, or a related field;
• Prior experience in a management or supervisory role within the FMCG sector or a similar fast-paced industry is highly desirable;
• A proven track record in team leadership, sales strategy, or operations within consumer goods or related environments will be considered an asset.

Personal Skills

• Strong leadership and decision-making abilities, with a proactive and strategic mindset;
• Excellent communication and interpersonal skills, capable of building strong relationships with both internal teams and external stakeholders;
• Analytical and results-driven, with a keen eye for identifying growth opportunities and improving performance;
• Adaptable and resilient, able to thrive in a fast-paced, dynamic environment;
• Organised and detail-oriented, with the ability to manage multiple projects and priorities effectively.