Head, Sales (South-East) at Interswitch

JOB SUMMARY

• To lead sales strategy translation into a sales plan and detailed activities, with reference to Interswitch overall sales strategic direction.
• To review sales operational policies against the framework and to monitor overall strategy implementation against timeline and budgetary margins.
• To enhance service delivery and engage with relevant stakeholders, and share updates on progress and achieved milestones with the Group Head, Sales Networks.

KEY RESPONSIBILITIES

Customer Relationship Management / Account Management / Data Management

• Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
• Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
• Maintain sales tools and methods and deploy consistent communication channels with customers to enhance service delivery.
• Manage key aspects of the data management system. This includes being responsible for developing or operating key elements of the system.
• Contribute to the design and creation of reporting strategies and templates.
• Lead execution of complex reports, identifying and interpreting complex patterns and trends, and translating those insights into actionable recommendations.

Sales Opportunities and Roadmap Creation

• Develop a personal network within the business sector and represent Interswitch at business sector events.
• Obtain market intelligence and enhance the visibility and reputation of Interswitch, its products, and its services.
• Contribute to the Sales plan by providing input regarding the implementation of initiatives.

Sell Customer Propositions and Promote Customer Focus

• Configure a complex product and services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists.
• Present the solution to customer representatives and negotiate agreement within a pre-defined range of commercial parameter.
• Develop internal marketing plans, work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
• Use data from a wide range of sources to analyse key themes, and identify trends of customers’ interests, direction and sales as well as suggest changes to products and services accordingly.
• Oversee deployment of sales network integration, and handle communication and negotiation with business partners, service providers, and subsidiaries.
• Attend meetings led by Group Head, Sales Networks, with relevant stakeholders and acquire sales and risk management processes, and share them with sales executives and execution team.

Functional Strategy Formation

• Contribute to the formation of a key element of functional strategy through specialist expertise and insights, to ensure that the strategy meets business needs.
• Drive sales strategy development and translation into detailed activities, and secure the buy-in of the Group Head, Sales Networks as well as communicate roles and responsibilities to Sales Executives.
• Drive rollout of the sales strategy, in line with sales operations and controls requirements and develop and deploy network policies, processes, and procedures.
• Support Group Head, Sales Networks in developing sales management framework, and leverage the framework’s components during the sales operations.

Performance Management and Talent Optimisation

• Manage and report on the team performance by setting appropriate performance objectives for the Sales Executives and holding them accountable for achieving these.
• Take appropriate corrective action where necessary to ensure the achievement of team / personal objectives.
• Act as mentor and coach to team members while fostering an environment of mutual respect and trust among senior- level team members.
• Motivate and support the growth of all team members using equitable approaches to performance management and development that may be differentiated to support each employee's unique needs and preferences in order to bring out their best and meet business needs

Sales Business Planning and Management

• Contribute to the development of annual and longer-term business plans for area of responsibility, forecast performance against business key performance indicators and develop business cases for key activities / projects.
• Estimate the financial and human resources required to deliver performance targets, develop and submit budget plans to Group Head, Sales Networks for approval and operate within approved budget
• Communicate the actions needed to implement the Sales' strategy and business plan to the team.
• Motivate people to commit to these and to doing extraordinary things to achieve business goals.
• Sell a range of products and services to significant customers and manage a sales team for a given area, with guidance from senior colleagues.
• Monitor and review performance and behaviors within area of responsibility to identify and resolve non-compliance with Interswitch policies, relevant regulatory codes and codes of conduct.

REQUIREMENTS

Qualification

• A Graduate Degree In Sales and Marketing or related field.

General Experience

• At least 10 years of wide and deep experience in Sales and Marketing roles in reputable Fast-Moving Consumer Goods industry (FMCG), including a minimum of 5 years of customer-facing experience in the FMCG space.

Managerial Experience

• At least 5 years' experience of planning and managing resources to deliver predetermined objectives as specified by the Divisional Head, Sales Networks