OVERVIEW:
The Head of Sales - Appliances is a high-level professional at the company, responsible for leading and managing the sales team to achieve the company’s sales targets and objectives. This role involves developing strategic sales plans, building and maintaining strong customer relationships, and driving revenue growth. The Head of Sales - Appliances will also play a key role in market analysis, identifying new business opportunities, and ensuring customer satisfaction.

JOB PURPOSE:
The purpose of the job is to align sales strategies with overall business objectives, optimizing sales processes, and contributing to the company’s long-term success and profitability.

KEY RESPONSIBILITIES:
• Achieves the Sales Revenue targets of the Company, including formulation of budgets by Key Customers in line with overall Company budget.
• Responsibility for net return on Customer Accounts, including expense management and Cost to Serve.
• Leads, coaches and develops the Key Account Management and Sales Operations team to develop and achieve Sales Growth Plans.
• Prioritizes quality distribution and ranging of the company products, at the right price, to ultimately grow the business profitably.
• Partner with customers to understand their business needs and objectives and develop Joint Business Plans.
• Negotiate the terms of trade agreements in liaison with the CEO.
• Understand category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of accounts.
• Develop strong understanding of the industry and the trade by spending a significant amount of time in the trade across all territories, both with individual Key Accounts, and sales operations personnel.
• Collaborate closely with the Sourcing and Marketing teams on developing product ranges and promotions for customers.
• Drive the S&OP process with Supply Chain to ensure that the KAM’s customers forecasting is done accurately to achieve desired in-fill rates and company stock holding objectives.
• Utilize existing account management processes and introduce new processes where necessary to improve reporting systems.
• Assist the Finance and Accounts Receivable Teams in ensuring supporting documentation is received timeously and any issues are addressed with the Customers effectively and efficiently.
KEY RELATIONSHIPS / STAKEHOLDERS:
• Key Account Managers, Operations Manager, Internal Sales, Sales Agents
• Merchandising and In-Store promotion teams
• Cross-Functional Teams
• Executives of the business and the Board
• 3rd party stakeholders

EDUCATION / EXPERIENCE / KEY COMPETENCIES:
• Relevant tertiary qualification i.e., Bachelor’s degree in Business Administration, Marketing, or a related field. A Master’s degree is advantageous.
• Minimum of 15 years of experience in sales, with at least 2 years in a senior leadership role.
• Industry understanding a must, FMCG experience advantageous.
• Proven ability to lead and inspire a sales team to achieve high performance.
• Strong strategic planning and analytical skills.
• Excellent verbal and written communication skills.
• Strong customer relationship management skills.
• Demonstrated ability to achieve and exceed sales targets.
• Strong problem-solving and decision-making abilities.
• In-depth knowledge of the electronics and appliances industry.
• Ability to adapt to a fast-paced and dynamic work environment.

APTITUDE / STYLE REQUIRED:
• Organized approach to working.
• Attention to detail.
• High standards of personal performance and integrity.
• Be able to work independently, while maintaining a team view & attitude.
• Be able to work collaboratively as part of a team and across a matrix.
• Embrace challenge & change.
• Ability to work under pressure and manage ambiguity.
• Passionate about continuing professional development.