Head of Sales/Sales Director
The Head of Sales/Sales Director defines, articulates and implements the organization's strategy for selling of products and/or services. He/ She develops forecasts and strategies to achieve the right volume of sales at price levels that ensure profitability. He actively seeks out major customers and forms relationships with key influencers and buyers. He should also keep abreast of the industry trends, market and competitors activities and serves as a business representative at major industry events, conferences, trade shows or expositions. He is a team leader with the primary task of managing a group of sales managers to be as effective as possible. The work involves investing effort in building key relationships to grow the business. He spends significant time in leading presentations for business development and in meetings with key business stakeholders. He has to maintain relationships with partners, customers, stakeholders and other affiliated companies. He should display a strong sense of resilience, fairness and has the ability to motivate and inspire his sales teams. He ought to be able to build relationships and display strong influencing, problem solving and negotiation skills. He should have a strong understanding of market demand and buying behavior.
Skills and Competencies
Technical Skills & Competencies
Generic Skills & Competencies
Critical Work Functions and Key Tasks
• Monitor changes in the industry and determine how they can be converted into useful opportunities
• Participate in forums and discussions to keep abreast of new changes in the industry and practices
• Leverage on innovations within media to maximize the monetization of traditional and digital assets and products
• Provide inputs to the content development teams based on customer and industry feedback
• Develop a comprehensive organizational sales and distribution strategy that maximize scales opportunities
• Develop sales and distribution policies and programs that reflect the organization's goals and objectives
• Outline objectives in key target areas such as sales volume, market share, segments, distribution channels and profit margins to guide the
development of advertising sales, promotions, campaigns, sponsorships and other offerings based on the customer insights
• Provide inputs on sales incentive structure and key performance indicators to help monitor the execution of these targets
• Define the approach for the overall sale of new business, new business to existing accounts and account retention
• Grow penetration into key markets by collaborating with the marketing team
• Recommend changes in pricing structures and packaging, additions, specification changes and deletions in product lines or products
• Set the direction for the sales team in generating proposals that define a clear path to client satisfaction and revenue growth
• Provide advice in the preparation of bid documents and integrated proposals for key accounts and new focus areas
• Establish customer relationship management (CRM) systems and guidelines for management of customer relationships and leads
• Establish internal guidelines for personal data protection based on applicable legislations, to manage customer data
• Promote positive relations with major customers and prospects to develop a thorough understanding of their needs
• Influence senior stakeholders within customers' organizations and premier buyers in the industry
• Foster relationships with new partners to achieve desired revenue and profitability objectives
• Review sales performance by analysing performance reports
• Investigate internal and external factors impacting sales performance
• Drive solutions to improve sales performance
• Define common goals, direction and accountability among staff
• Define staff development strategies by coaching, mentoring and engaging in career discussions
• Define effective performance management practices within department in accordance with organizational policies and procedures
• Oversee budgets, forecasting, work allocations and staffing of the various departments