The Country Head of Sales is responsible for overseeing and managing all sales performance and the operations of the sales division within the country, including ensuring overall achievement of sell-in sell out and sell-through targets by product, by area, and by segment. The Country Head of Sales is part of the Country leadership team working closely with the Country Manager, providing sales insight to aid local decision-making. The role also works together with the Regional (RHQ) BU to ensure an aligned approach to sales requirements across the region.
* Sell-in Sell-Out and Sell-Through targets
- MAJOR ACTIVITIES:
• Deliver country sales objectives agreed with RHQ and Country Manger in key target areas such as sales volume, market share, and profit margins, to guidepromotions• Oversee customer, market and competitor activity and integrate findings into strategic direction and decision-making• Analyse market changes and implement combative strategies, for instance, in times of emergency brought about by pandemic and post-pandemic situations• Increase B2B sales performance in line with Project Henkaku.
- OUTCOME:
• Achievement of sales targets for thecountry• Country Manager detailed awareness of sales forecasting across the Company’s B2C and B2B business• Consistent rates of Year-on-Year growth• Proactive sales division that leverages relevant market changes for new businessopportunities.
*Growth in B2B sales as a portion of total sales
- MAJOR ACTIVITIES:
• Focused engagement of Tier 1 & 2 B2B partners country-wide
• Collaborate with strategic B2B partners
• Implement a B2B focused sales incentive program, in alignment with RHQ direction
• Rollout of B2B manpower resource program
- OUTCOME:
• Achieved target ratio contribution of B2B sales (relative to overall sales)
• Strong business relations fostered with all B2B partners, to enable long term B2B growth in line with corporate strategy
• Sales staff incentivised to focus on B2B sales growth• Increased provision of resources focused on B2B sales
* Monitoring compliance requirements
- MAJOR ACTIVITIES:
• Deliver minimal compliance incidents across sales activity
• Conduct quarterly compliance reorientation for all Sales staff
- OUTCOME:
• Minimal compliance issues achieved within the sales division
• Division-wide awareness of all regulatory requirements relating to sales process and operations
* Action all compliance reporting as required for sales division
- MAJOR ACTIVITIES:
• Timely and accurate compliance reports delivered by the sales division
* People management and development
- MAJOR ACTIVITIES:
• Provide direction to the country sales & marketing team
• Define and oversee sales staff training, compensation and incentive programs that develop and motivate staff to achieve their potential and support the country salesobjectives• Manage overall team performance and conduct performance reviews• Provide coaching and mentoring to direct reports to support their development and career progression
• Embed a culture of open and transparent communications across all levels of management
- OUTCOME:
• Achieved alignment within the sales team on sales strategies to be driven within thecountry
• Improved performance and capability of team members to drive achievement of sales targets and objectives
• Improved performance of sales teams and performance appraisal management
• An environment that attracts, retains, and develops sales talent created within the country
• Regular and open communication established across the sales team
* Operation as a unified region
- MAJOR ACTIVITIES:
• Collaborate with other countries’ Head of Sales to operate as a single region regarding Sales strategy
• Partner with RHQ BU to garner insights into regional Sales strategy as well as country Marketing and Customer Service functions
- OUTCOME:
• Consistent goals, open communication, and collaboration established across the region
• Increased cross-function understanding and oversight within the country
*Divisional management
- MAJOR ACTIVITIES:
• Oversee and advise marketing activities to support business objectives and targets
• Coordinate and facilitate information exchange and collaboration amongst the different departments as needed
• Analyse market changes and implement combative strategies
- OUTCOME:
• Head of Marketing provides strategic direction for lower management and teams
• Healthy flow of information andopportunities within company, proactively preventing the siloed working of the Marketing department
- Oversee customer, market and competitor activity and integrate findings into strategic direction and decision-making
- Set budgets for marketing teams and manage activities across the marketing division within budget
- Create and manage regular reporting cadence
- MAJOR ACTIVITIES:
• Proactive Marketing division that leverages relevant market changes for new business opportunities
• Consistent rates of Year-on-Year growth
• Achievement of sales targets for the country
• Efficient functioning of departments that are on track to meet targets
* Product management
- MAJOR ACTIVITIES:
• Oversee the direction of local product roll out and supporting and activities in line with RHQ direction
• Monitor and review results of local directions, programs, and activities• Co-ordinate with Sales teams to manage channels
- OUTCOME:
• Consistent implementation of product directions with RHQ
• Achievement of total and per product category targets (i.e., sell-in, market share,etc)
• Development of strategic channel categories and achievement of relevanttargets
*Brand and communications
- MAJOR ACTIVITIES:
• Execute effective brand and communications strategy to develop brand awareness andincrease brand engagement
• Oversee marketing teams’ proper usage of brand and logos to convey to the market of ESPG brand image
• Build relationship with relevant media members• Organise major company marketing events (e.g., product launches)
- OUTCOME:
• Good public perception of the Epson brand name consistent with company values and current messages• Compliance in brand logo usage, in accordance with regulatory requirements
• Maintenance of relationships with key media partners
• Market awareness of company products, directions, and messages (e.g., sustainabilityefforts)
*Vertical Biz management
- MAJOR ACTIVITIES:
• Execute effective country LFP strategy and plans in line with RHQ
• Execute LFP sales and marketing strategies and activities to expand marketreach - OUTCOME:
• Achievement of targets
• Execution of activities in line with RHQ
* EDUCATIONAL QUALIFICATIONS
• Bachelor’s Degree/Diploma in Business Administration, sales and marketing or related field
* RELEVANT EXPERIENCE
• Minimum 10+ years of supervisory role (hiring and onboarding sales representatives,and managing a team of salespeople)
• Minimum 10+ years in technology sales, solution sales or a successful vertical business sale within various (small, medium, large) company environments
• Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behaviour with performanceexpectations
• Experience in managing key customer relationships and closing strategic opportunities, especially for B2B business opportunities
* PERSONAL CHARACTERISTICS & BEHAVIOURS
• Influential personality with strong problem solving and negotiating skills
• Excellent communication and presentation skills, able to digest and present complex information in a clear and concise manner and to inform decision-making
• In-depth understanding of market demand and customer purchasing areas• Awareness of industry trends, market, and competitors’ activity
• Strong people management skills with an ability to drive highly effective team of Salesmanagers
• Honest, discreet and with a high level of integrity• Analytical with attention to detail, operating to a high degree of accuracy
• Strong commercial and strategic acumen
• Computer literate (MS-Words, Excel, PowerPoint)
• Fluent in English (verbal and written)