Sales Manager (2 Positions)
Position Circumstances
- Career Category: Sales / Marketing, Business Administration, Economics
- Schedule:Full-time
- Salary: Negotiable
Department: Commercial Sales & Business Development
Reports To: Director of Sales / Vice President of Sales
Role Overview:
Responsible for driving revenue growth, establishing key account relationships, optimizing trade sales operations, and leading a high-performing sales team through coaching, metric management, and strategic pipeline execution.
Duties & Responsibilities:
- Strategic Planning & Target Setting
- Revenue & Quota Management: Develop and implement strategic sales plans to expand the customer base, increase market share, and achieve company revenue targets.
- Forecasting & Budgeting: Analyze market trends, historical sales data, and competitor activity to prepare accurate sales forecasts and manage the department's budget.
- Territory & Channel Allocation: Define sales territories, assign realistic quotas to team members, and optimize distribution or retail channels.
- Team Leadership & People Management
- Recruitment & Onboarding: Partner with HR to recruit, interview, and onboard high-performing sales representatives.
- Coaching & Training: Conduct regular one-on-one coaching, field rides, and skill-building workshops to improve negotiation, closing, and product knowledge.
- Performance Management: Track individual and team KPIs, conduct formal performance appraisals, and implement Performance Improvement Plans (PIPs) when targets are missed.
- Motivation & Retention: Design commission structures, sales contests, and recognition programs to keep the team motivated and minimize turnover.
- Sales Execution & Pipeline Management
- Pipeline Oversight: Monitor the sales funnel from lead generation to closing, ensuring accurate CRM data entry and identifying bottlenecks early.
- Key Account Management: Build and maintain strong, long-term relationships with top-tier clients, dealers, or key retail partners, stepping in personally to close high-value deals.
- Pricing & Negotiation: Approve custom pricing, discounts, and contract terms within company policy to protect profit margins while winning business.
- Reporting, Analytics & Cross-Functional Alignment
- Performance Reporting: Present regular sales reports (weekly, monthly, quarterly) to senior leadership detailing revenue, conversion rates, win/loss analysis, and market feedback.
- Marketing Alignment: Collaborate closely with the Marketing team to align promotional campaigns, product launches, and lead-generation efforts with sales goals.
- Operations & Inventory Coordination: Work with Logistics, Supply Chain, and Finance teams to ensure stock availability, timely delivery, and smooth credit/collection processes.
Benefits:
- Base salary and commission/bonus upon meeting sales targets
- Meal and accommodation allowance for provincial travel
- NSSF (National Social Security Fund) card
- Annual seniority/severance pay for full-time employees
- Free company products provided for personal use
Expected Profile of Candidates
Qualifications:
- Bachelor's Degree in Business Administration, Marketing, Economics, or a related field (Master’s/MBA preferred).
Work History:
- In a supervisory or management role leading direct sales teams for 3 years as a minimum
Skills & Knowledge:
General & Technical Skills
- Experience Level: Minimum 5–8 years of progressive sales experience.
- Track Record: Demonstrated history of consistently meeting or exceeding quarterly and annual revenue targets and team KPIs.
- Strategic Sales Planning: Ability to design and execute annual sales strategies, segment markets, set ambitious revenue goals, and capitalize on market opportunities.
- Pipeline & Territory Management: Expertise in managing complex sales funnels, CRM systems (Salesforce, HubSpot), territory distribution, and customer segment growth.
- Negotiation & Key Account Management: High proficiency in high-stakes negotiations, contractual closing, managing top-tier key accounts, and vendor relationship building.
- Sales Analytics & Forecasting: Data-driven mindset with experience building financial forecasts, tracking revenue metrics, analyzing trade discipline, and optimizing CAC/LTV.
- Budgeting & Resource Allocation: Skill in creating and managing departmental sales operating budgets, trade promotion spend, and sales incentive schemes.
Soft Skills
- Leadership & Talent Coaching: Proven ability to mentor sales representatives, execute regular performance reviews, build accountability, and foster high team morale.
- Communication & Executive Presence: Exceptional verbal and written communication skills; confident delivering C-suite presentations and representing the company at trade events.
- Adaptability & Problem Solving: Resilience in navigating market fluctuations, overcoming client objections, and pivoting sales tactics dynamically.
- Ethical & Professional Standards: High integrity in contract management, adherence to corporate governance, sales trade discipline, and ethical business conduct.
