Head of Sales at Castrol

BP South Africa

johannesburg

BP South Africa

Head of Sales at Castrol

BP South Africa

  • R Undisclosed
  • Permanent Management position
  • Johannesburg, Gauteng
  • Posted 21 Jun 2022 by BP South Africa
  • Expires in 34 days
  • Job 2471653
Apply Now

About the position

Purpose:
As a member of the Africa Sales Leadership Team this role has the accountability for delivering the sales targets- volume, turnover, gross margin and market share - for South Africa as per the business plan and in line with the Castrol global strategy.

The role is responsible for developing, together with other stakeholders in the organisation, the activity set in support of delivering the top line growth, while leading, supporting and coaching the team of direct reports.

Key Accountabilities:

  • As a member of the Africa Sales LT, contribute to the development and implementation of the strategy.
  • Participate in and provide input to marketing and business strategic reviews and annual marketing plans.
  • Through the relevant sales and marketing networks and leads, ensure the obtaining of knowledge and understanding of market business trends, customers' expectations and current competitive position.
  • Direct, lead and coach the relevant sales activities for the market through direct reports
  • Establish and develop people resource and implement talent management and succession planning programmes.
  • In conjunction with the relevant Channel sales leads, complete annual (internal) sales audits and sales plans (including contingency plans) for all relevant channels in country.
  • Ensure the production of phased sales plans and agree contents with the PU Sales Manager Africa.
  • Direct the implementation of the agreed sales plan for the Channels, ensuring the relevant Channel sales leads are delivering the results agreed in the plan.
  • Contribute in major account multilevel relationship management and actively manage internal relationships.
  • Drive performance through monthly and quarterly reviews of sales, financial and people progress, monitoring versus plan.
  • With the Channel sales leads, review the sales organisations in the country to reflect the 3-5-year sales plan, go to market findings, cost to serve elements, and capability management.
  • Coordinate activities related to the sales organisation with the hub and country Operations, GSC and Marketing teams.
  • Optimise effectiveness of resources in the setup of the Sales organisation.

Summary Decision Rights:

  • Resource allocation within the plan boundaries.
  • Determine the sales targets for channels and individuals.
  • Decide the activity set within the channels and business development teams
  • Make Route to Market decisions in service of delivering the sales targets and in line with the strategy.

Education:

  • Minimum: Graduate. An MBA or equivalent degree would be value added.

Experience:

  • Significant sales management experience of handling markets or channels.
  • Should have a well-rounded business experience to be able to implement cross functional plans.
  • Experience of dealing with multiple important stakeholders both within and outside the organization.
  • Proven success in senior leadership roles having led a diverse group of strong professionals.
  • Experience of leading and implementing business transformation projects is an advantage.

Skills and Competencies:

  • Role model the BP Values and Behaviours, Leadership expectations.
  • Ability to develop and implement strategic and tactical business plans.
  • Ability to be hands on and drive the business with direct responsibility
  • A strong organization and People orientation to be able to build strong, capable and sustainable organisations.
  • Ability to deal with and influence multi-cultural groups of stakeholders.
  • Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations.
  • Ability to work across functions and gain support for the businesses in the country and PU.
  • Ability to build relationships with large customers and partners.

Desired Skills:

  • Sales Operations Management
  • Customer Marketing
  • Channel Sales Management
  • Category Development
  • Channel sales leads
  • Global Strategy

Desired Qualification Level:

  • Degree

Apply Now

BP South Africa

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Expires in 33 days

About the position

Purpose:
As a member of the Africa Sales Leadership Team this role has the accountability for delivering the sales targets- volume, turnover, gross margin and market share - for South Africa as per the business plan and in line with the Castrol global strategy.

The role is responsible for developing, together with other stakeholders in the organisation, the activity set in support of delivering the top line growth, while leading, supporting and coaching the team of direct reports.

Key Accountabilities:

  • As a member of the Africa Sales LT, contribute to the development and implementation of the strategy.
  • Participate in and provide input to marketing and business strategic reviews and annual marketing plans.
  • Through the relevant sales and marketing networks and leads, ensure the obtaining of knowledge and understanding of market business trends, customers' expectations and current competitive position.
  • Direct, lead and coach the relevant sales activities for the market through direct reports
  • Establish and develop people resource and implement talent management and succession planning programmes.
  • In conjunction with the relevant Channel sales leads, complete annual (internal) sales audits and sales plans (including contingency plans) for all relevant channels in country.
  • Ensure the production of phased sales plans and agree contents with the PU Sales Manager Africa.
  • Direct the implementation of the agreed sales plan for the Channels, ensuring the relevant Channel sales leads are delivering the results agreed in the plan.
  • Contribute in major account multilevel relationship management and actively manage internal relationships.
  • Drive performance through monthly and quarterly reviews of sales, financial and people progress, monitoring versus plan.
  • With the Channel sales leads, review the sales organisations in the country to reflect the 3-5-year sales plan, go to market findings, cost to serve elements, and capability management.
  • Coordinate activities related to the sales organisation with the hub and country Operations, GSC and Marketing teams.
  • Optimise effectiveness of resources in the setup of the Sales organisation.

Summary Decision Rights:

  • Resource allocation within the plan boundaries.
  • Determine the sales targets for channels and individuals.
  • Decide the activity set within the channels and business development teams
  • Make Route to Market decisions in service of delivering the sales targets and in line with the strategy.

Education:

  • Minimum: Graduate. An MBA or equivalent degree would be value added.

Experience:

  • Significant sales management experience of handling markets or channels.
  • Should have a well-rounded business experience to be able to implement cross functional plans.
  • Experience of dealing with multiple important stakeholders both within and outside the organization.
  • Proven success in senior leadership roles having led a diverse group of strong professionals.
  • Experience of leading and implementing business transformation projects is an advantage.

Skills and Competencies:

  • Role model the BP Values and Behaviours, Leadership expectations.
  • Ability to develop and implement strategic and tactical business plans.
  • Ability to be hands on and drive the business with direct responsibility
  • A strong organization and People orientation to be able to build strong, capable and sustainable organisations.
  • Ability to deal with and influence multi-cultural groups of stakeholders.
  • Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations.
  • Ability to work across functions and gain support for the businesses in the country and PU.
  • Ability to build relationships with large customers and partners.

Desired Skills:

  • Sales Operations Management
  • Customer Marketing
  • Channel Sales Management
  • Category Development
  • Channel sales leads
  • Global Strategy

Desired Qualification Level:

  • Degree





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