Head Of Sales
To identify, qualify and realize sales opportunities by providing solutions towards our customers including sales in complex project environments.
To achieve and / or exceed individual and team sales budget - through leading the sales team.
To build and retain excellent relationship with buying centre including direct customer, specifiers, owners and government agencies.To ensure professional and business ethic when dealing with customers.
Head one or more company target markets meaning to be the internal expert for an area of company solutions.
Promote, develop and increase sales of company's products and company's services
Expanding customer base
Maintaining and increasing business relationships with existing customers.
Plan and execute sales calls economically, logistically and with the most impact.
Manage stakeholder relationships
Ensure that the company's sales process is applied and that the customers are served with solutions:
- Prospect and qualify opportunities well in advance (including cross-selling opportunities), sound product know-ledge and ability to quickly assemble information is key.
- Understand the customers’ needs.
- Ensure that sales opportunities pipeline is updated and filled. Maximize sales efficiency and employment of resources by effective sales administration.
- Map and cover the entire buying centre in complex project environments (architects, engineers, owners, contractors, etc.)
- Ensure systematic follow-up and realization of opportunities. Close sales.
- Manage objections actively and ensure that brand reputation is maintained.
- Retain customers and provide key account management
Monitor Business environment and Market Trends
Ensure information on all present and future major projects in Tanzania, map stake-holders (contractors, owners, specifiers).
Reporting trends to the Line Manager.
Excellent Product Knowledge and Marketing Knowledge
Non-stop learning of solutions we can provide.
To have an in-depth technical knowledge of all relevant company solutions for the Tanzanian market.
To write and submit specifications for solutions where required (in collaboration with Area support functions).
Training of customers to extend their knowledge of company products and usage including architects, engineers and project owners.
Define together with Marketing Manager marketing plan and do follow-up.
Systematic and complete documentation and follow-up of activities, opportunities, projects and stake holders.
Ensure on-time delivery of reports for General Manager and other Corporate functions.
Anticipate customer demands, forecast sales.
Organizing of seminars and launches
To plan and conduct product and application systems seminars to customers.
Manage Key Accounts and expenses
To assist the Financial Controller with the collection of all money owed to the company's Debtor control.
Keeping the Financial Controller informed of any development that may affect the ability of a Debtor to fulfil his obligations to the company.
Control of debtors account.
Control of expenses related to sales.
Lead sales team: set objectives together with General Manager and pro-actively follow them up
Ensure coordination between departments and within sales team to ensure highest possible responsiveness towards customer inquiries.
Ensure to the extend possible that yearly and monthly sales budgeted are met, anticipate variations towards budgets / forecast as early as possible.
Oversee all sales activities and customer relationships of team members. Provide guidance and support if necessary.
Develop team members and ensure that there is a proper deputy system in place.
Education and Qualifications
NQF 4 Qualification
Tertiary sales / marketing or civil engineering qualification
Affinity / interest for specifying and providing complex solutions within the construction industry
Sound sales experience in construction sector, know-how of how to navigate in complex project environments
Distribution experience is a plus
Experience of marketing of products
Customer service experience
Preferably team lead experience
Closer mentality, willingness to go the extra mile
Ability to work in internal and international team environment
Ability to take the lead and to coordinate different departments in order to reply to customers needs in due time
People’s skills – support, develop and lead sales team in order to get the best out of everyone.
High organizational skills and a very disciplined attitude.
Very good communication skills
Accuracy in numerical abilities
Construction: 3 Years
Sales: 6 Years