Job Description

Key Requirements

• Post Graduate qualification, preferably an MBA
• At least 5 years sales and marketing management experience
• Highly analytical
• Sound understanding of information systems
• Experience in brand management would be advantageous
• Experience in supply chain management would be advantageous
• Sound financial acumen
• Ambitious individual with a strong drive for excellence
• Ability to work cross functionally

Responsibilities:

• Regional / geographical presence against accessible market size, opportunities, and competitors.
• Market research and analysis, considering external and internal factors to identify opportunities for growth or increased business risk and advise management on suitable plans to leverage opportunities or mitigate risks.
• Leveraging off the portfolios customer base, both regionally and by end user segment to unlock growth potential
• Evaluate end user segment saturation and align action plans across the portfolio to maximise sales efforts
• Evaluate alternative business models and revenue streams (training / services / technology add-ons and hosting, etc)
• Assess and advise on best go to market coverage models (direct vs indirect in respective regions)
• Evaluate product offer positioning, saturation, and gaps vs competitors.
• Assess relevance of product offer vs trends and opportunities to close gaps and extend the product offer.
• Identify potential acquisition opportunities

Operational efficiencies and BEST PRACTICE DEPLOYMENT

• Evaluate business processes and effectiveness to improve operational efficiencies and effectiveness
• Evaluate effectiveness and relevance of business information systems to enables sound decision making
• Evaluate marketing spent effectiveness and returns.
• Evaluate working capital management models and effectiveness.

Commercial Excellence Lead

• Sales force effectiveness analysis and coverage evaluation and develop improvement plans.
• Training and deployment of account mapping and platforming methodology and tools.
• Training and deployment of price and margin management and improvement methodology and tools.
• Support with sales competency assessment and development of training material to improve sales force productivity.
• Deployment of sales tools (i.e Customer Relationship Management - CRM platform)
• Training and deployment of sales performance management methodology, cadence and KPIs
• Sales Incentive review, alignment and optimizing
• Key and strategic account management methodology deployment
• Ongoing review and improvement of sales tools
• Lead Management and follow up process effectiveness
• External vs internal sales opportunity evaluation
• Commercial policy and document review (Contracts / Agreements / Rebate structures, quotes and offers)
• Develop customer intimacy awareness and improvement programs

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