Role introduction

The role of the Sales Director is to ensure the effective and efficient control over the growth plan of the organisation by identifying, developing, and implementing commercial strategies to accelerate growth. The key aspects of the role relate to increasing enquiry to customer conversion, overall customer satisfaction, and strategic project operationalisation. The ideal candidate will have an entrepreneurial mindset, strong leadership skills, coupled with strong analytical and numerical skills that can turn data into actionable insight. The ideal candidate will also be a creative strategist with excellent organizational abilities.

 

The role requires both a strategic conceptualisation focus and the ability to motivate and enable teams to execute. The Sales Director is a close partner to the Managing Director, and together with the MD will report strategic and operational aspects to the Company’s board of directors.

Candidate requirements

Experience

Essential

  • 12 - 15 years post degree experience; or relevant experience with an MBA
  • 7+ years managerial experience
  • Proven experience as Sales Director
  • Proven experience in B2C sales
  • Solid knowledge of performance reporting and financial/budgeting processes
  • Travel experience is advantageous but not a prerequisit

 

Qualifications

Essential

  • Tertiary Degree

Functional responsibilities

Key performance areas

  • Strategy
  • Sales leadership
  • Analytics
  • Other

 

Responsibilities

Strategy

  • Translate Go2Africa business strategy into sales strategy with clear objectives for the sales teams aimed at achieving targets, maximizing profitability and improving conversion rates working closely with the MD
  • Monitor competitors, market trends and customer insights (in collaboration with the marketing team) in both retail and online travel and use an input into strategic plans
  • Development of a focused strategy to maximise opportunities from the existing client base (by sales member)

 

Sales Leadership

  • Overall responsibility for the team’s sales performance against targets, motivation and well-being:
  • Designing and implementing strategic plans to reach sales targets
  • Team motivation and a structure to promote individual salesperson management
  • Developing and promoting weekly, monthly, and quarterly sales objectives
  • Enable sales teams to cultivate lasting relationships with customers to grow customer loyalty
  • Drafting detailed and accurate sales reports
  • Develop a deep understanding of competition and apply knowledge strategically
  • Own the SalesFix methodology and continue to roll out, promote and monitor
    • Oversee funnel metrics per sales and sales pod and manage accordingly to continuously improve
    • Development of monthly and annual sales targets, per sales member and continuous monitoring thereof
    • Initiating, critiquing and constantly improving existing sales process to drive improvements/innovation
    • Identify sales and product knowledge and skills gaps; develop individual based development plans for sales members. Coach, mentor and train accordingly
  • Product mix optimization in line with agreed product strategies
  • Adapt remuneration models where necessary to align to driving sales performance and motivating sales staff
  • Ensuring adoption of sales best practices as developed by the organization, to achieve:
  • Continuous improvement of sales conversion rates
  • Through product mix optimization, drive gross profit margins per booking
  • Drive the organization’s value proposition in line with company’s strategy
  • Outsource the development of the required knowledge and skill, when required
  • Drive sales activity to improve overall client net promoter scores (NPS)

 

Analytics

  • Develop core sales metrics that are required to evaluate sales performance
  • Work alongside the Business Information specialist to develop dashboards to monitor sales performance in line with the above
  • Develop reporting to provide insights to the MD and Commercial
  • Executive that supports planning and forecasting sales results

 

Other

  • 5-10% of time spent on conservation topics supporting the Conservation
  • Committee with landing initiatives with the sales team and ensuring execution of conservation activity payment triggers towards client

How to apply

To apply, please e-mail the following to recruitment@go2africa.com :

 

  • CV
  • Academic transcripts
  • Covering letter

 

Please clearly state the role (“Sales Director”) in the e-mail subject line.

 

We are looking forward to hearing from you!