Head of Sales Department

The Head of Sales, who is also known as the Sales Director defines, articulates, and implements the organisation's strategy for selling products or services. He/She develops forecasts and strategies to achieve sales at price levels to ensure profitability. He/She actively seeks out major customers and forms good relationships with key influencers and buyers.

He/She should be kept abreast of industry trends, market, and competitors' activities, and serves as a business representative at major industry events, conferences, or trade shows. He/She leads presentations for business development and is involved in meetings with key business stakeholders. He/She is a team leader that can motivate and ensure a highly effective team of sales managers.

He/She has strong influencing, problem-solving and negotiation skills. He/She must have a good understanding of market demand and customer purchasing behaviour. He/She is also required to build and maintain quality relationships with customers, stakeholders, and other companies.

Responsibilities:
• Collaborate with members of the Marketing team to penetrate key markets.
• Define the approach for the overall sale of new business and account retention.
• Develop a comprehensive sales and distribution strategy to maximize sales opportunities.
• Develop sales and distribution policies that reflect the organisation's goals.
• Direct the Sales team in generating proposals that define a clear path to client satisfaction and revenue growth.
• Establish customer relationship management (CRM) systems and guidelines to manage customer relationships.
• Establish internal guidelines for personal data protection based on applicable legislation, to manage customer data.
• Foster relationships with new partners to achieve desired revenue.
• Influence the sales team to achieve individual targets goals
• Investigate factors impacting sales performance.
• Leverage innovations to maximize the revenue of traditional and digital assets and products.
• Monitor changes in the industry and leverages them for business opportunities.
• Outline objectives in key target areas such as sales volume, market share, distribution channels and profit margins to guide promotions and sponsorships.
• Participate in forums to keep abreast of new changes in the industry and practices.
• Promote positive relationships with major customers to understand their needs.
• Provide advice when preparing bid documents and integrated proposals for key accounts.
• Provide input on sales incentive structure and key performance indicators to help monitor targets.
• Provide input to the Content Development team based on customer and industry feedback.
• Recommend changes in pricing structures in product lines or products.
• Review sales performance by analyzing performance reports.

Qualifications
• 7 years of relevant sales operation experience including management of SDR and AE functions and a track record of exceeding quota
• Possess extensive knowledge of sales principles and practices, and an ability to coach others on them
• Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, and recommendations, and drive actions.
• Proven ability to influence cross-functional teams
• Strength in problem-solving, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask.
• Strong leadership and team-building skills