Job Purpose
- To manage and oversee the Business Unit to ensure profitability in growth and revenue through planning, execution, support and leadership of the team.
Key Performance Area
- Sales Performance and Support (25%
- Business Development and Growth (20%)
- Governance (15%)
- Stakeholder Management (10%)
- People Management (20%)
- Financial Management (10%)
Sales Performance and Support (25%)
- Implements multiple brand awareness initiatives in accordance with the company Automotive Marketing strategy.
- Manages Regional claim rate in line with company standards and escalate expectations to the National Sales Manager.
- Evaluates and implements appropriate sales techniques to increase sales volumes within the Region.
- Ensures that no warrantee claims are accepted by Business Representatives without the required proof of purchase and without the required technical testing diagnostics.
- Manages and monitors the sales activities of Business Representatives in the Region.
- Schedules and conduct regular sales meetings with Business Representatives to manage performance against set targets for sales volume and profitability.
- Schedules customer visits with Business Representatives to ensure to assess service levels and to ensure corrective actions.
- Manages the Regional Xpress and Channel Partner relationships and ensures performance is aligned to the set criteria as contained in the Agreement.
- Identifies possible Xpress partners in the Region in accordance with the qualifying criteria.
- Implemented brand awareness initiatives within region.
- Brand initiatives aligned with Marketing strategy.
- Sales techniques implemented successfully.
- Proof of purchase and testing diagnostics available.
- Sales activities and performance monitored.
- Testing diagnostics performed and results readily available.
- Sales volume and profitability targets achieved.
- Customer visits conducted.
- Customer satisfaction assured – performance aligned with set criteria as per SLA.
Business Development and Growth (20%)
- Develops and manages retention and growth strategies to optimize regional sales performance.
- Identifies new business opportunities by identifying potential dealers and distributors and cross-selling opportunities.
- Makes recommendations on product enhancements for improved sales potential.
- Assesses market share positioning (by brand) and develops action plans to maintain and grow footprint in area of responsibility.
- Business retention and growth strategies developed and implemented successfully.
- Regional sales- and performance targets achieved.
- New business and cross-selling opportunities identified and followed through.
- Action plans developed and implemented to establish sound market footprint.
Governance (15%)
- Monitors the operation of controls and procedures in order to ensure the integrity of company.
- Identifies and monitors departmental risks.
- Develops and maintains a risk register, as well as a system to monitor the dispositions of results communicated to management.
- Implements action plans to address internal and external audit findings, continuously monitor progress against these plans.
- Ensures compliance with relevant legislation and policy frameworks within functional area to prevent fruitless, wasteful and irregular expenditure.
- Policies and procedures developed and implemented.
- Outsourcing contract in place and renewed as per SLA.
- Compliance with applicable legislation and regulations.
- Risk prevention measures in place.
- Incident reports.
- Ensure SHEQ compliance in place and adhered to by having monthly meetings to ensure compliance
Stakeholder Management (10%)
- Establishes and maintains effective working relationships through collaboration with stakeholders and relevant interests.
- Represents company in meetings with stakeholders.
- Identifies and solves problems creatively whilst demonstrating a high level of integrity in line with company core values.
- Provides advice and guidance to Management on internal stakeholder related matters.
- Manages relationships in accordance with policies, procedures and legal requirements.
- Implements and monitors the stakeholder management system.
- Customer complaints attended to in a timely manner.
- Stakeholder / customer satisfaction index.
- Compliance with applicable legislation and regulations.
- Problem resolution in a timely manner (comebacks minimized).
- SLA requirements upheld.
People Management (20%)
- Monitors and measures performance quarterly by conducting employee appraisals.
- Identifies areas of development and draws up action plans to address poor performance.
- Ensures ongoing training and development of employees.
- Addresses employee relations matters fairly and promptly.
- Sets performance objectives for team by cascading of the organisation’s initiatives into individual performance contracts.
- Ensures that all employees have signed performance agreements.
- Ensures successful implementation of the HR policies within the division.
- HR Policies in place and adhered to.
- Performance contracts in place.
- Performance appraisal sessions held.
- Performance objectives set and achieved.
- Feedback received from employees.
- Training and development plans in place.
- ER matters attended to.
Financial Management (10%)
- Contributes to the budget preparation process.
- Ensures the effective, efficient, economical and transparent use of financial and other resources.
- Monitors expenditure against budget and ensures spending occurs within budgetary limits and company financial guidelines, report deviations to direct Manager.
- Explores opportunities to reduce costs.
- Budget prepared and implemented.
- Cost saving initiatives presented and implemented.
- Waste prevented and expenditure minimized.