SALES MANAGER - SPARE PARTS

Strategy & Planning:

• ·Develop and execute sales strategy and ensure that sales team efforts are linked to budget outcomes.
• ·Regular budget and forecasting reviews to align sales, marketing and stock investments deliver ROI.
• ·Co-ordination with internal stakeholders and departments to deliver on key sales related initiatives.

Commercial/Sales:

• · Management of Credit allocation and collection.
• · Accountability of delivering GMV, Active Sites, GP% and Sales Mix (OEM, AFTERMARKET, TBA) targets.
• · Collaborate with the General Manager in formulating business goals aligned to current market/competitive scenarios and develop effective strategies to achieve sales targets.
• · Ensure the approved sales plan is trickled to sales team, effectively managed, measured and executed.
• · Business development within the parameters of the business financials, implement sustainable business models to accelerate customer acquisition (buyers) while growing revenue and gross margin.
• · Establish weekly, monthly and annual financial goals/targets for direct reports to support rewards.
• · Promote long term growth leveraging approaches such as Sales Team frequently visiting designated territory Garages/Work Shops that will deliver loyal highly satisfied actively engaged customers.
• · Leadership and training to ensure the sales team to establish and maintain excellent customer relationships by providing an efficient, reliable, friendly and courteous service to all customers an encourage them to buy products from BuyParts24.
• · Provide meaningful feedback to category management teams, by planning and executing regular market studies to track and evaluate market competitors across OEM, AFTERMARKET and TBA.
• · Commission segmentation, consumer profiling and market sizing research studies to ascertain demand and establish new gaps in the market.
• · Work closely with the sales, marketing, and product teams to ensure seamless communication, collaboration in support of maximising sales growth.
• Sales Administration:
• · Manage sales operations by creating, evaluating and optimizing workflow and sales applications.
• · As part of monthly budget reporting, ensure development of sales presentations to be presented to the higher management for decision making and analysis of overall sales activity reviews.
• · Negotiate contract terms and conditions to ensure favourable agreements for BuyParts24 client.
• · Monitor contract compliance and address any issues that may arise.
• Reporting to General manager as defined by format and frequency

Relationship & Stakeholder Management:

• · Develop and build close relationships with your own set of key customers and also support internal sales executives to drive customer loyalty and lifetime value.
• · Collaborate with internal and external stakeholders on matters related to BuyParts24 with other Functions/Departments/Sections relating to BuyParts24, in order to facilitate flow of information and also to build awareness in those areas and deliver effective outcomes.
• · Review financial statements, sales activity reports and other performance data to measure productivity and goal achievement for team members to determine areas needing cost reduction and program improvement.
• · Act as the main solutions provider, available and ready to address client concerns or inquiries promptly.
• · Provide feedback from clients to the internal teams to enhance product offerings and service.
• Performance Management:
• · Create a performance management culture through dashboard reporting and KPI management.
• · Set targets, monitor, track and review actual performance of each Team Member of the Function vs. target using various daily, monthly, quarterly performance reports ensuring targets are fully met and exceeded.
• · Review key performance index measurements, progress reports, results and action plans to cover performance deficiencies and gaps.
• · Motivate and maintain sales incentive programs to drive incremental growth in line with annual target.
• People Management:
• · Conduct regular performance reviews with team, coach, counsel, provide support and necessary tools.
• · Create and ensure implementation of training plans and programs to enabling team to accomplish their tasks efficiently. Coordinate with the HR department for recruitment (internal/external) as required.
• · Build a progressive and high-performance oriented culture, including driving necessary recruitment pipelines both directly and with talent acquisition and HR teams.