Executive Head - Sales and Marketing

Location:	Sandton, Johannesburg, Gauteng, South Africa
Job Type:	Permanent
Posted:	9th Apr 2010
Closing Date:	7th May 2010
Posted By:	The Executive Placement Agency
Details:
Executive Head - Sales and Marketing OBJECTIVES/PURPOSE OF JOB The Executive Head for Sales & Marketing assumes the overall responsibility for the South African School market; execution and implementing the sales & marketing strategy; ensuring the profitability, market effectiveness, customer relationship management and cost efficiencies for South Africa. Leading, coordinating and providing strategic, financial, and human resources direction for the region. Development and coordination of the marketing portfolio for the southern Africa including brand marketing and development, product segmentation, supporting sales business plans, targets and relationship management with internal and external stakeholders. KEY ACTIVITIES /RESPONSIBILITIES • To develop and implement the sales and marketing strategy, focusing on market effectiveness; maximizing revenue by delivering revenue targets; cost efficiency with the aim of reducing costs and increasing direct sales; • ‘owning a client is the strongest form of controlling the cash as ownership of the client gives control of the revenues which the client will produce.’ • Develop objectives align with the corporate drive for customer retention, cost reduction, rapid growth of skills, staff and sales. • Strategic change: eliminating unprofitable and high-cost channels; developing new technologies; products, changing the competitive position and repositioning; • Market Intelligence – understanding customer intentions, predicting competitor moves; • Maximize the business potential in the market and execute product development strategies, generating new major opportunities; • delivering process redesign: • constantly rethinking of innovative way on how to serve the customer, measurements and information systems to support the new redesign; • Motivating people, influencing, coaching, delegating, handling conflict, giving informal feedback – evaluating the team in its efforts to deliver consistently outstanding results; • putting into place effective management systems: from data to information. • Ensure and increase brand awareness to both internal and external stakeholders; • Ensure effective stakeholder relationships and collaborations with internal and external partners to ensure excellent customer service and return on investment in all aspects of the business; In summary: • Starting at the end seeing the desired outcomes; achieving results; making decisions; strategic thinking; • setting and managing budgets; • managing costs. • Identifying new business opportunities; • To support senior management by providing market intelligence, customer feedback and information based on the analyses of accounts relating to the responsible territory; • identifying reciprocal business opportunities • Interactive media coordination (websites and electronic newsletters) • Design and composition of advertising and promotional materials (flyers, brochures, posters, catalogues, etc. both electronic and print) • Product knowledge revision and creative/innovative product update/promotion KEY PERFORMANCE INDICATORS Financial: • Maximising revenue by delivering on cost management,financial budgets and profitability FINANCIAL (e.g. budgets): • Achieve and deliver the set revenue budgets and targets • Management of cost budgets (ensure cost containment); • Operate within the approved expenditure budgets; • Support BEE initiatives Customer: • Segmentation and positioning implementation • Public relations; coordination of marketing channels • Market and competitive intelligence • Brand development • Market penetration and visibility Internal Business Processes: • Development of an annual business plan, • Marketing and Promotional plan; • Stakeholder management (SLAs); • Implementing marketing & sales plans and strategies • Marketing communications, advertising planning and coordination • Interactive marketing (websites and electronic media) • Effective internal and external stakeholder relations • Performance Management Staff: • Personal Development Plans; • Job Descriptions, employment contracts • Staff appraisals; • Succession Planning; • Employment Equity principals are applied; Learning & Development: • Succession Planning KEY RELATIONSHIPS • Internal and External Stakeholder Relations • Customer base: • Department of Education • Government bodies • School Market, Public and Independent • FET Colleges • All other educational institutions • Bookshops • Internal departments: Customer Services, • Distribution, Publishing, Marketing • Media • PR & Advertising QUALIFICATIONS/TRAINING • Recognised degree qualification in Business; Commercial;(strong sales and marketing) • Financial Management for non-financial managers • Ability to operate independently within the guidelines and successfully represent the company’s image and policies at the highest levels EXPERIENCE • Min 5 years management experience; • Commercial experience in the sales & marketing arena COMPETENCIES • Presentation skills; • Excellent communication (verbal and written) skills; • outstanding communication skills, especially leading, • listening and facilitation • Strong negotiation, interpersonal skills and adaptable to different cultures • Ambitious and passion; • Empowering and directing; • Task focused and people focused; • Big picture and detailed; • Intuitive and logical; • Goal centred and process sensitive; • Entrepreneurial and reliable; • Fast moving and methodical • Able to work under pressure; • People oriented leader; • Strong customer-focused

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