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Head of Sales - Commercial - Lusaka, Zambia

  • Harare, Zimbabwe

Job Details

Job ID: #11514
Job Location Lusaka, Zambia
Company Type Biotechnology
Job Role Head of Sales - Commercial
Joining Date TBC
Employment Type Full Time
Monthly Salary TBC

Preferred Candidate

Career Level Senior Management
Years of Experience 5
Residence Location Lusaka, Zambia
Gender Not Specified
Nationality TBC
Degree Bachelor’s degree

Job Description

06Aug
  • Job Status: Second Interviews In Progress

Our Client is looking for a Head of Sales - Commercial to join their team.


ROLE PURPOSE
Lead the team of Sales representatives to ensure achievement of agreed sales targets in accordance with the strategies and objectives set for the Zambian Team.
Develop, coach and maintain a high-performing sales organization.
Contribute to the optimizations and selective alignment of company commercial policies and price structures.
Contribute to the creation and lead the implementation of the Zambian GTM
ACCOUNTABILITIES
Business Accountabilities
Working closely with Head of SABA, develop sales force effectiveness measures based on standard indicators, consolidate data and report as necessary.
Define sales targets based on approved strategy and business plans.
Develop KPI’s set sales targets (SIP) & measure sales team’s performance.
Overarching accountabilities
Work closely with Marketing to ensure that an appropriate customer segmentation exists and appropriate offers are defined and delivered.
Act as a member of the country leadership team and contribute to the strategic agenda. Act as an active member of the management and contribute to the optimization and alignment of the companies commercial policies and work within agreed incentive structure.
Ensure that all relevant company processes and policies are well understood and implemented by the sales team and, where necessary, by customers.
Ensure compliance with country commercial policy, local legislation and competition law.
Defend and promote the image of the company and represent the company in a professional and competent manner.
Ensure that a proper CRM system is working and fully used by the sales team.
Ensure that NPIs are executed in a proper professional way.
Cooperate with CPD team and Demand planning/Customer service functions to develop effective governance and ways of working at the critical interfaces.
Be active to train the whole sales team in order to lift the level of technical knowledge in the Zambian team
Make sure the necessary trainings and knowledge transfer is done in order to reach full sales potential


Key Skills
Critical leadership capabilities
Sets ambitious strategic goals
Communicates with impact
Leads change and holds ambiguity
Builds a culture of innovation
Focuses on customers
Manages for performance
Develops people, organization and self
Collaborates across boundaries
Critical technical and professional capabilities
Applies effective grower, and influencer segmentation
Develops/delivers innovative, customer-driven offers
Designs/optimizes effective field force strategy
Delivers distinctive value proposition to grower
Implements effective CRM strategies
Manages sales force
Implements effective product communication
Understands market dynamics and competitive environment
Able to use market research effectively to understand customer, markets, channels
Understands grower needs – thinks like a grower
Understands channel structure and dynamics
Anticipates changes in the market and suggest

  • Job Role: Head of Sales - Commercial
  • Industry: Sales / Marketing / PR / Advertising
  • Salary: TBC

Required Skills

5 Years of Experience
Qualifications
Critical experience and knowledge
Proven track record in sales and sales management
Proven leadership skills and line management experience
Strong ability to understand customer needs, structure and business drivers
Bachelor Degree
Understanding of competitive environment

Additional Requirements

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