Country Head of Sales

The Country Head of Sales is responsible for overseeing and managing all sales performance and
- the operations of the sales division within the country, including ensuring overall achievement of
- sell-in sell out and sell-through targets by product, by area, and by segment. The Country Head of
- Sales is part of the Country leadership team working closely with the Country Manager, providing
- sales insight to aid local decision-making. The role also works together with the Regional (RHQ)
- BU to ensure an aligned approach to sales requirements across the region.- KEY RESULT AREAS (KRA)- MAJOR ACTIVITIES- OUTCOME- Sell-in Sell-Out and Sell-Through targets- Deliver country sales objectives agreed
- with RHQ and Country Manger in key
- target areas such as sales volume, market
- share, and profit margins, to guide
- promotions
- Oversee customer, market and competitor
- activity and integrate findings into strategic
- direction and decision-making
- Analyse market changes and implement
- combative strategies, for instance, in times
- of emergency brought about by pandemic
- and post-pandemic situations
- Increase B2B sales performance in line
- with Project Henkaku- Achievement of sales targets for the
- country
- Country Manager detailed awareness of
- sales forecasting across the Company’s
- B2C and B2B business
- Consistent rates of Year-on-Year growth
- Proactive sales division that leverages
- relevant market changes for new business
- opportunities- Growth in B2B sales as a portion of total sales- Focused engagement of Tier 1 & 2 B2B
- partners country-wide
- Collaborate with strategic B2B partners
- Implement a B2B focused sales incentive
- program, in alignment with RHQ direction
- Rollout of B2B manpower resource
- program- Achieved target ratio contribution of B2B
- sales (relative to overall sales)
- Strong business relations fostered with all
- B2B partners, to enable long term B2B
- growth in line with corporate strategy
- Sales staff incentivised to focus on B2B
- sales growth
- Increased provision of resources focused
- on B2B sales- Monitoring compliance requirements- Deliver mínimal compliance incidents
- across sales activity
- Conduct quarterly compliance re
- orientation for all Sales staff- Minimal compliance issues achieved
- within the sales division
- Division-wide awareness of all regulatory
- requirements relating to sales process and
- operations- Action all compliance reporting as required
- for sales division- Timely and accurate compliance reports
- delivered by the sales division- People management and development- Provide direction to the country sales & marketing
- team
- Define and oversee sales staff training,
- compensation and incentive programs that
- develop and motivate staff to achieve their
- potential and support the country sales
- objectives
- Manage overall team performance and
- conduct performance reviews
- Provide coaching and mentoring to direct
- reports to support their development and
- career progression
- Embed a culture of open and transparent
- communications across all levels of
- management- Achieved alignment within the sales team on
- sales strategies to be driven within the
- country
- Improved performance and capability of team
- members to drive achievement of sales
- targets and objectives
- Improved performance of sales teams and
- performance appraisal management
- An environment that attracts, retains, and
- develops sales talent created within the
- country
- Regular and open communication established
- across the sales team- Operation as a unified region- Collaborate with other countries’ Head of
- Sales to operate as a single region
- regarding Sales strategy
- Partner with RHQ BU to garner insights
- into regional Sales strategy as well as
- country Marketing and Customer Service
- functions- Consistent goals, open communication,
- and collaboration established across the
- region
- Increased cross-function understanding
- and oversight within the country- Divisional management- Oversee and advise marketing activities to
- support business objectives and targets
- Coordinate and facilitate information
- exchange and collaboration amongst the
- different departments as needed
- Analyse market changes and implement
- combative strategies- Head of Marketing provides strategic
- direction for lower management and teams
- Healthy flow of information and
- opportunities within company, proactively
- preventing the siloed working of the
- Marketing department- Oversee customer, market and competitor
- activity and integrate findings into strategic
- direction and decision-making
- Set budgets for marketing teams and
- manage activities across the marketing
- division within budget
- Create and manage regular reporting
- cadence- Proactive Marketing division that
- leverages relevant market changes for
- new business opportunities
- Consistent rates of Year-on-Year growth
- Achievement of sales targets for the
- country
- Efficient function