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Job Summary
Purpose of the Role:To guide the activities of 10 to 15 Field Sales Agents in the province with the objective to maintain and grow the organisation's retailer base that sells their products and oversee the sales governance process
Duties and Responsibilities:
Sales Planning and Target Setting
- Determine weekly and monthly sales, activity and referral/cross sell targets for sales agents based on the local market opportunity and size of the retailer and customer base
- Contribute to the development of sales plans by providing feedback on sales experiences
- Define weekly calling programmes for all the sales representatives in the team ensuring that retailers will receive the correct number of visits
- Review recommendations from field sales representatives for new prospects and decide whether to include them in the calling programme
- Work with individual field sales representatives to get their feedback on retailer experience levels, performance of the devices, retailer needs and any issues related to customer service or unresolved complaints. Consolidate the feedback for discussion and decision making with other Regional Sales Managers and the National Sales Manager
- Visit a sample of retailer outlets on a monthly basis, some with and some without the allocated field sales agents. Observe the retailer staff’s understanding of the products and their ability to use the sales devices effectively. Also review adherence to merchandising/branding standards. Document findings for the National Sales Manager
- Compile daily, weekly and monthly returns required for field sales incentive payments. Ensure that reports are 100% accurate prior to submission
- Approve field sales representative travel claims by checking their call reports against the kilometres claimed and recalculate a defined sample of the mileage for each agent on a monthly basis
- Review a sample of retailer vetting and site survey documentation completed by field sales agents on a weekly basis
- Monitor retailer complaints related to the sales process, first line technical support provided or about after sales support
- Act as first level escalation point for unresolved issues
- Ensure that the issues are being addressed by the right people and coach sales teams on how to prevent complaints from recurring where it could be within their control
- Monitor the service level adherence of the supplier vetting team for all new applications submitted for the province on a weekly basis by reviewing reports of open and overdue items
- Follow up with the Supervisor: Retailer Vetting if there are concerns on any retailers in the province. Ensure that timeous feedback is provided to retailers on the vetting progress
- Personally oversee the feedback to the retailer to ensure that organisation’s interests are protected while being fair on the retailer
- Review recommendations from field sales representatives for vetting dispensation and determine whether the recommendations should be put forward for approval to compliance. Decline items at source that should not be put forward
- Monitor the service level adherence of the distribution and marketing teams. Determine if devices are being shipped to retailers on time and if marketing collaterals/merchandising materials are being delivered and follow up with internal teams if there are delays in the deliveries
- Review the adequacy of retailer training materials on a quarterly basis by reviewing the contents against retailer feedback and taking into consideration local issues such as language. Make recommendations to the National Sales Manager on what could be improved
- Oversee the exit of retailers by ensuring that field sales teams collect marketing materials and devices from retailers timeously and that all system entries are completed by the head office teams to discontinue the retailer
- As a client facing representative in the province, illustrate the organisational values and standards through ethical decision making and interaction with all stakeholders
- Report significant changes in the province (such as change in local government or natural disasters or economic issues) to the Regional Sales Manager
Supervise a Frontline Sales Team
- Supervise the daily and weekly activities of the field sales team. Field Sales Agents are expected to be on the road to retail outlets around 90% of their time so supervision is in the form of reviewing feedback and reports and mostly telephonic contact
- Identify the need for sales, product or soft skills training in the team. Contract with Human Resources to deliver the training
- Act as a sales coach for team members requiring some support on network building, marketing or sales closure techniques
- Provide weekly performance feedback to sales team members and conduct formal performance appraisals twice a year
- Work with Human Resources to recruit, select, pay and develop the team
Performance Monitoring
- Drive the acquisition of new retailers by coaching the field sales staff on retailer selection criteria, sales techniques and regulations and ethical considerations related to all products
- Obtain performance reports on all the retailers in the province on a weekly and monthly basis
- Analyse the reports to determine where there may be more support required and incorporate into the calling programmes
- Identify the reasons for retailer performance that is below expectations or forecasts and involve the field sales team if needed. Work on detailed plans to improve retailer performance
- Address discrepancies directly with the agents or call for support from Human Resources if fraud is suspected
- Identify barriers that could be hampering sales team performance and make recommendations to the National Sales Manager on how these could be resolved
- Provide feedback to team members on where the documents need improvement. Note continuous poor quality for performance management purposes
- Support the field sales representatives in their efforts to improve retailer performance. Personally visit retail outlets that are subject to performance improvement processes and contribute to the training of the retailer’s team. Assess what could be at the root cause of the poor sales performance and make all attempts to address the issues
Knowledge and Experience:
- 5+ years’ experience as a Sales Manager selling technical products (such as cell phones)
- 5+ years’ experience in supervising a technical sales team
- 6+ years’ experience supervising a geographically dispersed team
- Excellent selling skills
- Good practical understanding of gambling regulations
- Excellent interpersonal skills
- Attention to detail
Educational Qualifications:
NQF Level 7; Degree in Sales and Marketing or equivalent relevant qualification
Augment and Recruit (Pty) Ltd
Block 10, Left F, Fancourt Office Park
51-200
Recruiter
About
Augment and Recruit is a boutique Recruitment and Staffing Company established in 2018. Our values are woven into the way we work with clients and candidates alike with Integrity, Trust, Respect and Enthusiasm at the core. The increased difficulty in Sourcing for Scarce Skills or Unique Roles has HR Departments of small to large scale organisations facing major bottlenecks when hiring for senior roles or for roles that are unique, particularly in techno-commercial fields. These roles are mission critical in nature and demand niche skill sets which are not easy to source. Augment and Recruit is very well skilled at this. In partnership with your organisation, we offer a comprehensive hiring process through a scalable recruiting solution that results in: – - Reduced costs with the recruiting process - Higher quality talent - Reduced time to fill - Improved diversity in the candidate pool - Enhanced business performance - Substantial bottom line savings Our Services include: - Permanent Staffing - Executive Search - Turnkey Recruitment Assignments - Augmentation
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