Sales & Distribution Director (International Appointment)

Our client is a leader in the telecommunications sector with a foothold all over Africa.

The company seeks to recruit a self-driven, passionate and result oriented individual for the position of Sales & Distribution Director

Position Title: Sales & Distribution Director (International Appointment)
Reports to: Managing Director

Basic Purpose:

• Maximizes revenues of the OPCO through the direction of professional services and sales activities.
• Is responsible for directing the work effort of managers and supervisors in professional services, field sales, channel sales, and sales support.
• Develops plans and strategies with regards to sales quota, sales commission, new business opportunities, and the maintenance of customer satisfaction.
• Provides direction and guidance to Regional Managers, Trade marketing, Direct sales and Channel development Managers.
• Maintains effective communications with general management level and managers across the OPCO to ensure proper sensitivity to the needs of sales operations.
• Responsible for resource allocation, including budget and personnel.

Main Responsibilities & Duties:

Contributes to the formulation of the OPCO strategy and ensures that all Sales policies and procedures are sound and drive the performance of the OPCO. Develops and oversees the implementation and execution of Distribution strategy:

• Defines and executes sales strategies/plans to ensure revenue growth
• Ensures that sales plans are consistent with the Company’s Distribution goals and objectives
• Works in liaison with group consumer segment manager

Direct the development and implementation of sales processes, tools and capabilities in the Distribution channel:

• Continually reviews existing processes, systems and tools for adequacy
• Develops new or improved systems as needed
• Seeks approval, communicates and rolls out

Directs all local sales activities to maximize sales revenues and meet OPCO objectives:

• Accurately forecasts annual, quarterly and monthly revenue streams
• Develops specific plans to ensure revenue growth in all company's products/services
• Provides quarterly assessments of professional services, field sales, channel sales and sales support staff’s productivity
• Coordinates appropriate company resources to ensure efficient and consistent sales
• Conducts long-range studies of changes in sales and professional services strategies

Establishes and manages effective programs to address the following issues:

• New account sales operations growth
• Enhancement of professional services, field sales, and channel sales revenues
• Sales of emerging products/services
• Pro-active competitive strategies and targeted sales campaigns
• Proper use and level of sales support
• Management of sales department expenses
• Business/financial issues on contracts

Manage distribution channel (distributors, dealers, and other partners) activities so as to maximize sales revenues, ensure sustainable sales growth and achieve revenue targets and ARPU objectives:

• Accurately forecasts annual, quarterly and monthly revenue streams and sets performance goals for self and the team accordingly
• Tracks progress monthly and quarterly performance against operational targets
• Takes remedial actions aimed at redressing performance shortfalls or other constraints
• Generates weekly reports on the sales trends within the channels, review the performance and mitigate and advice management accordingly
• Recommends necessary actions aimed at redressing performance shortfalls or other constraints
• Continually reviews competitor activities, comes up with mitigation measures and shares these with the marketing team
• Develops Distribution and after sales support plans and rolls out

Directs and develops managers/supervisors in the sales operation area:

• Hires, coaches, reviews, rewards, motivates, disciplines, and terminates managers/supervisors
• Evaluates effectiveness of managers/supervisors; makes necessary changes
• Educates sales operations area in terms of sales and professional services tactics

Essential Knowledge:

• Highest level of knowledge of all products within a product family, company policies and practices.
• Expert knowledge; exhibits an exceptional degree of ingenuity, creativity and resourcefulness.
• Leads the development of highly advanced technologies, principles, theories and concepts. Guides and transfers knowledge to s/his team.

Competencies:

• Business awareness
• Strong analytical skills and problem solving skills
• Excellent planning skills
• High personal standards and goal oriented
• Excellent interpersonal skills
• Excellent and effective communications skills, both orally and in writing
• Strong coaching skills
• Culture sensitivity

Qualifications:

• 15+ years with University Degree in business, sales, or marketing or equivalent training in business or sales management, out of which at least 7+ years leadership experience
• Excellent knowledge of channel, indirect sales, direct sales, and selling skills
• Proven ability to analyse complex business issues and identify, design and implement effective practical recommendations
• IT literacy
• Able to operate in a performance driven organization
• Culturally aware and adept at working across multiple geographies
• Fluency in English and/or French

Personal Characteristics & Behaviours:

The incumbent must possess and display the following characteristics:

• Project & Program management skills
• Excellent organizational, interpersonal and networking skills
• Decision making
• Planning & coordination
• Service focus
• Persuasion & negotiation skills
• Analytical thinking

Application Process

Interested candidates are requested to submit their applications on e-mail to: recruit@idp-ea.com, together with the latest copy of CV, day time telephone number and details of their current remuneration on or before Monday 9th August 2010.

To View this and other opportunities or upload your CV, visit our website on http://www.idp-ea.com/featured-jobs/

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