Regional Sales Manager

Regional Sales Manager
Port Elizabeth

The purpose of this position is to ensure the achievement of new business objectives, sales targets, and revenue growth generated through personal performance and the performance of the Sales team, best management practices are followed in all areas of responsibility regarding new equipment sales procedures and actions, promoting a customer-oriented service, to implement and uphold actions in line with company strategic vision, to maximize efficiency of the department and to operate the department profitably according to set targets.

To perform this job successfully, the appointed individual must be able to perform each essential duty / key performance area satisfactorily. This list of key performance areas is not exhaustive and may be changed/supplemented to accommodate business needs from time to time:

 Overall responsibility for managing Sales Department Personnel (bi-annual performance appraisals per staff member, payroll information to
be compiled and submitted timeously, monthly departmental meetings, achieving employee morale survey targets, managing leave and
absenteeism, implementing and driving Investors In People in line with company strategic objectives, ensure effective inter-departmental
and internal communication; maintaining compliance with the company’s personnel policies concerning hiring, terminations,
compensation, benefits, discipline, grievances, safety, and training).
 Overall responsibility to ensure the quality of customer interaction and service (support and guide the sales team in attracting and securing
new business, developing partnerships with and tailor-made solutions for clients; evaluation of sales team’s development needs and
ensuring lack of knowledge/skills are addressed; evaluation of administrative and supervisory staff development needs and ensuring lack
of knowledge/skills are addressed).
 Responsible for all field sales activities in an assigned geographic territory and market or sales division.
 Attain maximum net income from the sales of company products and services within the context of company policies.
 Develop and achieve short and long-term sales goals for the Company’s products in the assigned territories and markets.
 Make necessary field trips, and contact customers, distribution, and end-users.
 Attend conventions and exhibitions to promote the sale of products in the assigned area.
 Planning and hosting of customer days and intimate customer appreciation events.
 Responsible for regional Marketing activities as well as ordering Marketing collateral in alignment with the annual marketing budget.
 Work with other field sales managers from other territories or divisions within the company in a team environment to achieve maximum
results for the Company as a whole.
 Communicate regularly with Customer Service and other relevant teams within the Company regarding orders or updated product
information.
 Communicate and implement the policies and strategies of the company as they relate to the assigned territories.
 Practice a sense of business morality. Ethics and quality in all activities.
 Prepare market and customer sales forecast by product as required to achieve the required market share, participation, and winning ratio.
 Communicate market information to National Sales Management, e.g. information on competition, and customer market changes.
 Ensure that all activities conform to Company policies, and all appropriate laws and regulations.
 Perform other duties and responsibilities as may be directed.
Sound financial management of department in line with budget and company strategic objectives (ensure the quality of rental business
activated is in line with company objectives; ensure order take targets, invoicing targets, and GP targets are met, stock turn is controlled,
overheads and debtors are in line with company regulations and under control).
 Plan, prepare, submit, and ensure achievement of Sales departments’ budget.
 Preparation and presentation of weekly, monthly, and quarterly ad-hoc reports.
 Overall responsibility to ensure the sales team follows administrative procedures correctly in the new customer onboarding process.
 Manage development and performance of the sales team within defined, allocated sales areas; ensuring that the team maintains acceptable
levels of coverage, growth, and profitability in their sales territories.
 Drive customer service excellence and ensure good relations and communication with customers.
 Grow department in line with company requirements.
 Ability to develop and implement operational innovation.

Required Minimum Knowledge, Skills Education / Training, and Experience Requirement(s):
The requirements listed below are representative of the knowledge, skills, education/training, and experience required for this position:
 Tertiary qualification in Sales and Marketing, or Business Management.
 Proven, successful track record and experience in managing a sales team in the material handling or related industry; minimum of 5 years
experience in a similar position.
 Previous sales and sales management experience with emphasis on growth and strategic value-based selling.
 Knowledge Requirements:
o Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
o Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes
marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
o Financial Acumen – knowledge of financial terminologies as well as the ability to extract information from systems.
o English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of
composition, and grammar.
o Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes
customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
o Administration and Management — Knowledge of business and management principles involved in strategic planning, resource allocation,
human resources modeling, leadership technique, production methods, and coordination of people and resources.

 Required Skills:
o Active listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions
as appropriate, and not interrupting at inappropriate times.
o Speaking — talking to others to convey information effectively.
o Mathematics — using mathematics to solve problems.
o Time Management — managing one's own time and the time of others.
o Service Orientation — actively looking for ways to help people.
o Persuasion — persuading others to change their minds or behavior.
o Monitoring — Monitoring/Assessing the performance of yourself, other individuals, or organizations to make improvements or take corrective
action.
o Reading Comprehension — Understanding written sentences and paragraphs in work-related documents.
o Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
o Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making.

 Required Abilities:
o Oral Expression — the ability to communicate information and ideas in speaking so others will understand.
o Oral Comprehension — the ability to listen to and understand information and ideas presented through spoken words and sentences.
o Speech Clarity — the ability to speak clearly so others can understand you.
o Speech Recognition — the ability to identify and understand the speech of another person.
o Problem Sensitivity — the ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only
recognizing there is a problem.
o Written Comprehension — the ability to read and understand information and ideas presented in writing.
o Deductive Reasoning — the ability to apply general rules to specific problems to produce answers that make sense.
o Inductive Reasoning — the ability to combine pieces of information to form general rules or conclusions (includes finding a relationship
among seemingly unrelated events).
o Information ordering — the ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g.,
patterns of numbers, letters, words, pictures, mathematical operations).
o Originality — the ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a
problem.

 Work Activities:
o Communicating with Persons Outside Organization — communicating with people outside the organization, representing the organization to
customers, the public, the government, and other external sources. This information can be exchanged in person, in writing, or by telephone
or e-mail.
o Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
o Communicating with Supervisors, Peers, or Subordinates — providing information to supervisors, co-workers, and subordinates by
telephone, in written form, e-mail, or in person.
o Interacting with Computers — Using computers and computer systems (including hardware and software) to program, write software, set
up functions, enter data, or process information.
o Making Decisions and Solving Problems — analyzing information and evaluating results to choose the best solution and solve problems.
o Establishing and Maintaining Interpersonal Relationships — developing constructive and cooperative working relationships with others, and
maintaining them over time.
o Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
o Getting Information — observing, receiving, and otherwise obtaining information from all relevant sources.
o Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and
detecting changes in circumstances or events.
o Selling or Influencing Others — convincing others to buy merchandise/goods or to otherwise change their minds or actions.

 Work Styles:
o Attention to Detail — The job requires being careful about detail and thorough in completing work tasks.
o Integrity — The job requires being honest and ethical.
o Self-Control — The job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior,
even in very difficult situations.
o Analytical Thinking — The job requires analyzing information and using logic to address work-related issues and problems.
o Concern for others — The job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.
o Cooperation — The job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
o Independence — A job requires developing one's ways of doing things, guiding oneself with little or no supervision, and depending on
oneself to get things done.
o Innovation — The job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
o Persistence — The job requires persistence in the face of obstacles.
o Adaptability/Flexibility — The job requires being open to change (positive or negative) and to considerable variety in the workplace.

 General:
o Ability to negotiate on a win-win basis in a spirit of cooperation and collaboration.
o Strong analytical ability, strong attention to detail.
o Strong financial/numerical ability.
o Sound knowledge of developing new business/targeting and converting opposition accounts.
o Proven entrepreneurial skills (adding value by doing business smartly and efficiently) & development, communication, and implementation
of sales strategies.
o Strong decision-making skills & ability to use initiative and assume responsibility.
o Ability to prioritize and successfully complete multiple tasks timeously.
o Consistent, visible, and proactive leadership skills; ability to make decisions, act, and apply corrective measures when required.
o Experience in directing and leading a team of varying levels of experience and skill.
o Ability to build a positive team environment, to foster willingness among followers, to remove job-related obstacles hindering growth and
achievement, to build common ownership commitment to group goals, shared vision, and problem-solving.
o Ability to coach team members to achieve stated objectives.
o Ability to grasp and interpret goals and vision and to communicate it / implement strategies effectively with evident improvement.
o Excellent organizational/administrative / group dynamics facilitation and interpersonal skills, strong written and verbal communication skills – ability to relate to and be accepted by people.
o Ability to adapt to and accept change, new ideas, and new challenges.
o Proficient in MS Outlook, Word, Excel, and PowerPoint
o Must be of sober habits, have high energy levels, and general good health.

Preferred Knowledge, Skills Education / Training and Experience Requirement(s):
• Experience working on the Kerridge system, or similar operating system

Required Certificates, Licences, Registrations:
• Sales / Business Management Degree / Diploma
• Code 8 driver’s license