Sales Director (Sales Director)

• General Branch and Daily Operation Management:
  • Direct all Operational Aspects
    • Warehousing
    • Stock Control
    • Distribution Operations
  • Administration
    • Manage Budgets and allocate funds appropriately
• Personnel Motivation and Human Resources Management:
  • Measuring performance
  • Providing Training and Coaching
  • Development and Motivation
• Sales Management:
  • Employee Sales Representative
  • Training Sales Representatives
  • Measure and manage performance
  • Key Account Management
  • Customer Service and Retention Management
  • Asses local market conditions and identify current and prospective sales opportunities
  • Develop Forecasts, Financial Objectives Business Plans
  • Manage Sales budget and targets
  • Manage Marketing
  • Grow Region 30% YoY
  • Meet Goals and Metrics
  • Sales Reporting
• Health and Safety Management:
  • Security and safety in accordance with the company objectives

Achievements:

• Grown Branch every single month for the last Financial year
• YoY improvements of 23% growth for the branch YTD

Current Achievements

• Appointment and establishment of new external sales team.
• Implementation of Sales and Marketing process.
• Implementation of Sales measurements systems.
• Implementation of Sales Targets and Measurements of achievements against budget and targets.
• Implementation of new Website.
• Implementation and auctioning of LinkedIn company profile

Other

• Develop sales and marketing strategies and actively drive realisation of sales targets in line with agreed business plan;
• Overall responsibility for operations in Gauteng and future National Branches 
• Maintain and constantly improve the organisation’s competitive position; 
• Direct all marketing activities for the achievement of short and long term business objectives, increased profit and market control; 
• Provide advice and assistance to the MD and shareholders on sales and marketing issues;
• Direct the development of initiatives such as new products and marketing techniques;
• Ensure all the activities of the sales and marketing comply with relevant Acts, legal demands and ethical standards;
• Seek and develop business opportunities within the sales organization;
• Develop and implement pricing policies.  Direction of sales administration, offering and forecasting;
• The development, submission and follow-up of forecasts, business plans and budgets in relation to sales and marketing activities;
• Ensure sales and financial targets are met and costs are kept within agreed budget levels.
• Develop and maintain strong relationships with key customers;

Relationship and Role’s:

• Demonstrate the ability to interact and co-operate with all company employees;
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on delivery to customers, collaborate with others, solve problems creatively and demonstrate high integrity;
• Maintain professional internal and external relationships that meet company core values;
• Pro-actively establish and maintain effective working team relationships with all support departments.

Key Activities:

• Maximising growth potential
• Offering product training
• Supporting new products
• Presenting business reports
• Respond to customer requests
• Maintaining records
• Enforcing compliance to industry regulations
• Preparing sales forecasts

Launched the Forgeweld Brochure’s, Development of the new Forgeweld, Website, Set up Group reporting and measurement reports for Group sales, Initiated involvement and advertising on LinkedIn for Group companies, Initiated involvement in Road Shows and Exhibitions, Attended the Oil & Gas Exhibition in Cape town for 2014 for Africa. I am currently auctioning and having the GVTEC Website and Brochures commissioned based on the Grotto business merging with its biggest competitor in the market. GVTEC is Grotto Velo Tank & Equipment Company (completed awaiting MD approval)

KPI’s

Responsibilities:

• Develop sales and marketing strategies and actively drive realisation of sales targets in line with agreed business plan;
• Overall responsibility for operations in South Africa and other assigned market areas; 
• Maintain and constantly improve the organisation’s competitive position; 
• Direct all marketing activities for the achievement of short and long term business objectives, increased profit and market control; 
• Provide advice and assistance to the Group MD and other operating units on sales and marketing issues;
• Direct the development of initiatives such as new products and marketing techniques;
• Ensure all the activities of the sales and marketing group comply with relevant Acts, legal demands and ethical standards;
• Liaise with the organisations support function, dealers and customers on a regular basis;
• Seek and develop business opportunities within the sales organization;
• Develop and implement pricing policies.  Direction of sales administration, offering and forecasting;
• The development, submission and follow-up of forecasts, business plans and budgets in relation to sales and marketing activities;
• Ensure sales and financial targets are met and costs are kept within agreed budget levels.
• Develop and maintain strong relationships with key customers;

Relationship and Role’s:

• Demonstrate the ability to interact and co-operate with all company employees;
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on delivery to customers, collaborate with others, solve problems creatively and demonstrate high integrity;
• Maintain professional internal and external relationships that meet company core values;
• Pro-actively establish and maintain effective working team relationships with all support departments.

Key Activities:

• Maximising growth potential
• Offering product training
• Supporting new products
• Presenting business reports
• Respond to customer requests
• Maintaining records
• Enforcing compliance to industry regulations
• Preparing sales forecasts

2011-2012 financial years versus current 2012-2013 financial year

• Net cumulative annuity revenue growth YoY 37%+
• Top Line annuity business growth YoY 20%+
• Trade – Outright Business growth YoY 28%+
• Trade – Outright Gp% growth YoY 20%                                                             

KPI’s

• Secure new Business (Blue Chip Companies) – Profitable rate
• Assist and manage sales staff in securing new business (National)
• Standardise Rates – as confirmed by Managing Director (MD)
• Tenders (National)
• Presentations – Material (National)
• Training sales – National
• Prepare sales material and tools
• Competition – measure competitor activity (Surveys)
• Job Descriptions – all staff
• Job Appraisals – quarterly sales management and sales staff
• Sales Budgets – Setting, measuring, controlling and reporting
• Accounts –If need be collecting of outstanding monies
• Control commissions – Signing off and submitting correct commission sheets for payment
• Monthly Reports – Accuracy, timeously submit to Managing Director and Group Board of Directors
• Contract – Ensure that contract remains up to date with latest legislation etc.
• Sales Training – Conferences and seminars
• Client liaison – meetings, review and entertainment
• Branch visits – when required
• Quotations/Proposals – Updating and maintaining
• Management Meetings/ Board Meetings – Present accurate figure’s and performance
• Authorise Special rate’s (National) – Maintain profitability
• Assist Operations – When Requested

Duties

• Control National Sales and Marketing

I controlled 6 Sales Manager and 8 Senior Representatives

• Sales Manager Central Gauteng -  8 Sales Consultants
• Sales Manager East Rand – 9 Sales Consultants
• Sales Manager West Rand -  5 Sales Consultants
• Sales Manager Pretoria – 7 Sales Consultants
• Sales Manager Cape Town -  9 Sales Consultants
• Sales Manager Durban – 9 Sales Consultants
• National Business Development  Manager - Target National Business
• Group Business Development Manager – Target Intergroup Business
• Regional  Business Development Manager – Specialised Contract Cleaners
• National Bid/Tender Co-Ordinator
• Regional Business Development Specialist – Hospitality
• Regional Business Development Specialist – Healthcare
• Total Team Nationally representing – 62 staff including Sales administrator /PA

Control National Sales and Marketing

Currently I control 5 different divisions amalgamated under one Portfolio for the company,

• Architectural Manager -  Specification Consultants 1 Manager and 14 consultants nationally
• Glass Department – 1 Manager and 1 sales consultant
• Automatics Department – 1 Manager
• DIY – 1 Manager and 1 sales consultant
• Marketing -  1 Manager
• Attend the Architectural Management meeting, particularly concerning consulting strategy, providing and analysing the relevant information (sales forecasts, market analysis, competitive intelligence, commercial risks assessment, in order to achieve overall goals, namely contribution margin, net sales volume, product mix and competitive positioning.
• Review with Architectural Manager monthly reports and statistics as well Performance and forward projections.

Sales

• Manage the development of the DORMA S.A team as well as strategy in general, and lead the sales team in achieving the strategy namely maximising GP’s, forecasting and sales volume developing new customer opportunities
• Participate and provide information for Sales meetings external and internal
• Liaise with Financial Management and Operations Management to ensure synergy 
• Monitor sales performance against budget and GP% targets
• Co-ordinate credit control and collection activities, with Financial Manager and Financial department in order to guarantee an efficient credit risk management and minimise number of days of receivables outstanding
• Monitor debtors to determine payments and the effect thereof on sales
• Visit and conduct negotiations with strategic customers as a means to develop meaningful relationships, capture sales management of internal sales department, to set the example for the sales team, and to get information from the market and competition.
• Schedule visits with DIY Manager and Merchant Clientele
• Monitor Consultants call reports and analyse data
• Attend and support teams interventions
• Obtain relevant information for customer profiles
• Foster customer loyalty and CRM
• Discuss payment history and terms
• Discuss forecast and adherence to plan
• Attend Monthly meetings with Architectural Consultants
• Do Regular Visits to Regional Representation DBN, CPT, PE and Bloemfontein
• Do Quarterly Visits with Regional Country Architectural Consultant, namely Botswana, Mozambique, Tanzania, Swaziland, Zimbabwe, Namibia, Malawi and other Regional African countries Identified.
• Discuss specials, slow moving stock and product development
• Participate Management Committee meetings with other Department manager’s members, sharing information about prices, customers plans / profiles the market, payment status, product mix, and demand forecast and order books in order to identify opportunities protect and increase contribution GP% lines
• Schedule meetings team
• Present any relevant information
• Discuss team’s performance versus goals set
• Continuously analysing market trends and needs, especially in what concerns decorative products (with higher value added), adjusting product mix, in order to meet market demand, increase customer portfolio, sales margins (GP’s and Turn Over), contribution and market share;
• Analysis of sales to determine trends and opportunities
• Analysis of customer’s basket of goods
• Analysis of contribution (GP’s and Turnover) per product and push higher contributors.
• Control customer service policy, and service levels, namely delivery times and co-ordinate customer relationship management activities, in order to maximise customer satisfaction;
• Liaise with Distribution Department on customer’s performance
• Discuss customer’s performance with Sales Team
• Ensure communication of service policy to customers
• Liaise with sales team on customer satisfaction levels
• Provide relevant information, in order to guarantee an efficient risk management and minimise the number of days of outstanding receivables.
• Monitor customer’s payment history
• Liaise with Financial Manager on customer payments
• Ensure pressure is placed on poor paying customers
• Compile risk profiles for all customers and monitor
• Implement pricing policies in Line with MD requirements and SA Strategy adjustable to specific customers’ needs, thus differentiating prices according to each customer’s desired value proposition, in order to maximize individual contribution margin and satisfaction.

Sales

• Develop and propose with targeted customers strategic partnerships and alliances, to support DORMA S.A in line with Germany 2020 vision and strategy, customer portfolio restructuring the product mix, envisioning the maximisation of GP”s and Turnover!
• Analyse all customers with profiles to identify possible strategic partnerships
• Discuss possibilities with necessary parties for input and approval
• Form the alliances within clearly documented parameters and targets

Management Sales

• Arrange the Sales Team Management meeting, particularly concerning sales strategy, providing and analysing the relevant information (sales forecasts, market analysis, competitive intelligence, commercial risks assessment, in order to achieve overall goals, namely contribution margin, net sales volume, product mix and competitive positioning.
• Provide monthly reports and statistics as well as performance and forward projections.

Sales

• Manage the development of the the Kayreed Board and Timber External sales (12 sales representatives) team as well as internal sales ( 5 internal sales ) team strategy in general, and lead the sales team in achieving the strategy namely maximising GP’s, customer plans, forecasting and sales volume developing new customer opportunities
• Participate and provide information for Sales meetings external and internal
• Liaise with Credit Management and ware house management to ensure synergy
• Monitor sales performance against budget and GP% targets
• Co-ordinate credit control and collection activities, with Credit Manager and Financial department in order to guarantee an efficient credit risk management and minimise number of days of receivables outstanding
• Monitor debtors to determine payments and the effect thereof on sales
• Visit and conduct negotiations with strategic customers as a means to develop meaningful relationships, capture sales management of internal sales department, to set the example for the sales team, and to get information from the market and competition.
• Schedule visits with sales team external 
• Monitor Sales reps call reports and analyse data
• Attend and support sales teams interventions
• Obtain relevant information for customer profiles
• Foster customer loyalty and CRM
• Discuss payment history and terms
• Discuss forecast and adherence to plan
• Weekly meetings with Externals sales representatives
• Discuss specials, slow moving stock and product development
• Participate mancom (Management Committee) meetings with other Department manager’s members, sharing information about prices, customers plans / profiles the market, payment status, product mix, and demand forecast and order books in order to identify opportunities protect and increase contribution GP% lines
• Schedule meetings with sales team internal and external
• Present any relevant information
• Discuss team’s performance versus goals set 
• Continuously analysing market trends and needs, especially in what concerns decorative products (with higher value added), adjusting product mix, in order to meet market demand, increase customer portfolio, sales margins (GP’s and Turn Over), contribution and market share;
• Analysis of sales to determine trends and opportunities
• Analysis of customer’s basket of goods
• Analysis of contribution (GP’s and Turnover) per product and push higher contributors.
• Control customer service policy, and service levels, namely delivery times and co-ordinate customer relationship management activities, in order to maximise customer satisfaction;
• Liaise with Distribution Department on customer’s performance
• Discuss customer’s performance with Sales Team
• Ensure communication of service policy to customers
• Liaise with sales team on customer satisfaction levels
• Provide relevant information, in order to guarantee an efficient risk management and minimise the number of days of outstanding receivables.
• Monitor customer’s payment history
• Liaise with credit controllers on customer payments
• Ensure pressure is placed on poor paying customers
• Compile risk profiles for all customers and monitor
• Implement pricing policies in Conjunction with Sales Trade Director adjustable to specific customers’ needs, thus differentiating prices according to each customer’s desired value proposition, in order to maximize individual contribution margin and satisfaction.

Sales

• Develop and propose with targeted customers strategic partnerships and alliances, to support Kayreed Board and Timber customer portfolio restructuring the product mix, envisioning the maximisation of GP”s and Turnover!
• Analyse all customers with profiles to identify possible strategic partnerships
• Discuss possibilities with necessary parties for input and approval
• Form the alliances within clearly documented parameters and targets

Leadership

• Co-ordinate Kayreed Board and Timber sales activity, namely defining guidelines, assigning sales territories, setting monthly goals, redistributing quotas, defining objectives, coaching and controlling teams activities, in order to influence, motivate and empower people guaranteeing the accomplishment of pre-established goals;
• Implement group job descriptions for all sales positions and review annually
• Develop and communicate goals for all team members
• Formalise clear targets for all team members
• Conduct performance assessments
• Improve the skills of the Kayreed Board and Timber Sales team by recruiting, training, motivating, rewarding and sanctioning the members of his team.
• Determine training needs from performance assessments and arrange where necessary Ensure the right person is in the right job or take the necessary action

Administration

• Reports
• Customer profiles and plans
• Customer complaints
• Customer margin analysis

Achievements

• Achieved YTD 92.53% 2010 Budget on sales as well as on Revenue generation
• (+/-236mil Budgeted).
• Good CRM to take place, built good loyalty with the customer base focusing on long term business and pricing structures protecting customer share of business form supply point of view

Strategy.

• Managed to achieve the following as Sales Operations Director
• Manage and implemented target based performance for full company functionality with strategic business analysis and measurements.
• Managed and implemented strategic measureable target based sales performance on Externals sales force as well as internal sales force.
• Implemented team facilitation between external and internal sales teams. 

Area Sales Manager (November 2005 to April 2010)

Management Sales

• Participate in the Sales Team Management meeting, particularly concerning sales strategy, providing and analysing the relevant information (sales forecasts, market analysis, claims, prices, competitive intelligence, commercial risks assessment, in order to achieve overall goals, namely contribution margin, net sales volume, product mix and competitive positioning.
• Provide monthly reports and presentations

Sales

• Participate in the development of the Western Cape strategy in general, and lead the sales team in achieving the strategy namely pricing, maximising contribution, customer plans, forecasting, claims resolution, reducing complexity and sales volume.
• Participate and provide information for SNOP meetings
• Liaise with marketing and supply chain to ensure synergy
• Monitor sales performance
• Co-ordinate credit control and collection activities, with Administrative and Financial department, in order to guarantee an efficient credit risk management and minimise number of days of receivables outstanding.
• Monitor debtors to determine payments and the effect thereof on sales
• Visit and conduct negotiations with strategic customers as a means to develop meaningful relationships, capture sales, to set the example for the sales team, and to get information from the market and competition.
• Schedule visits with sales team
• Complete and monitor Western Cape call reports
• Attend and support Marketing teams interventions
• Obtain relevant information for customer profiles
• Foster customer loyalty
• Discuss payment history and terms
• Discuss forecast and adherence to plan
• Discuss specials, slow moving stock and product development
• Participate in intra-group sales meetings with other Sales team members, sharing information about prices, customers plans / profiles the market, claims status, payment status, product mix, demand forecast and order books in order to identify opportunities protect and increase contribution
• Schedule meetings with sales team
• Present any relevant information
• Discuss team’s performance versus goals set
• Participate in product development activities, by continuously analysing market trends and needs, specially in what concerns decorative products (with higher value added), adjusting product mix, in order to meet market demand, increase customer portfolio, sales margins, contribution and market share;
• Analysis of sales to determine trends and opportunities
• Analysis of customer’s basket of goods
• Analysis of contribution per product and push higher contributors
• Control customer service policy, and service levels, namely delivery times and co-ordinate customer relationship management activities, in order to maximise customer satisfaction;
• Liaise with Supply Chain on customer’s performance
• Discuss customer’s performance with Sales Team
• Ensure communication of service policy to customers
• Liaise with marketing on customer satisfaction levels
• Provide relevant information, in order to guarantee an efficient risk management and minimise the number of days of outstanding receivables.
• Monitor customer’s payment history
• Liaise with debtors on customer payments
• Ensure pressure is placed on poor paying customers
• Compile risk profiles for all customers and monitor
• Implement pricing policies adjustable to specific customers’ needs, thus differentiating prices   according to each customer’s desired value proposition, in order to maximize individual contribution margin and satisfaction.
• Ensure adherence to pricing strategy of 25/5/50
• Participate in the development of the product portfolio, in order to support overall profitability and customers’ needs satisfaction;
• Provide information on product development in the market
• Liaise with Marketing on trends in the market
• Ensure sales of a full basket of goods to strategic customers
• Develop and propose action plans, products and processes seeking to exploit economies of scale derived from mass production, in order to minimise unit production costs and increase EBITDA
• Analyse all products unit costs and communicate to National Sales Manager
• Ensure accurate forecasting to load production units accordingly
• Reduce complexity by strategic alliances with customers

Sales

• Develop and propose with targeted customers strategic partnerships and alliances, to support Sonae Novobord customer portfolio restructuring the product mix, envisioning the maximisation of EBITDA;
• Analyse all customers with profiles to identify possible strategic partnerships
• Discuss possibilities with necessary parties for input and approval
• Form the alliances within clearly documented parameters and targets
• Assure the maximization of the installed capacity’s use, with the right products’ mix and profitability, in order to define defensive strategies for small margins and/or aggressive strategies for high margins, adjusting the offer to the market, focusing on market acceptance for each product, in order to optimise production processes and increase market share for all the Sonae Novobord products,
• Accurate forecasting
• Customer management
• Demand management

Leadership

• Co-ordinate all Western Cape sales activity, namely defining guidelines, assigning sales territories, setting monthly goals, redistributing quotas, defining objectives, coaching and controlling teams activities, in order to influence, motivate and empower people guaranteeing the accomplishment of pre-established goals;
• Develop job descriptions for all sales positions and review annually
• Develop and communicate goals for all team members
• Formalise clear targets for all team members
• Conduct performance assessments
• Improve the skills of the Western Cape Sales team by recruiting, training, motivating, rewarding and sanctioning the members of his team.
• Determine training needs from performance assessments and arrange where necessary Ensure the right person is in the right job or take the necessary action

 Customer Account Manager (May 2005 - October 2005)

• General account Management
• Forecasting
• New Business Development
• Increase Sonae representation
• Pricing (QPD)
• Customer Training
• Customer Entertainment
• Log and resolve customer quality and service related complaints
• Close liaison with planning, internal sales and customers ensuring timely deliveries
• Placing and execution of orders