Duma Works is recruiting a Head of Sales (Retail) for one of our clients, a fast growing
retail chain in Kenya.
Reports To: CEO
Reports To: CEO
Direct Reports:Cluster
Managers / Area Retail Sales Managers
Experience
- 5+ years’
experience managing Sales Operations and teams in the Retail sector
- Sales
Management experience in footwear retail sales preferred
Objectives
- To ensure that
that each branch Stock levels are to expected reorder level
- Ensure that
each branch daily, weekly and monthly targets are achieved to expectation
- To review the
branch performance weekly and give an update of action to be taken.
- Understand the
Cluster manager and their teams and ensure they give their best while
doing their responsibilities
- To create an A
team that exceed to take the company to the next level.
- To ensure the
revenue target and business objectives are met for the particular cluster
zones.
- To plan growth
from the business for each company and share weekly
Responsibilities
- Support Cluster
Managers zones where each one contributes in their best possible way and
works towards the goals and objectives of the organization.
- Create
strategies for monitoring sales present and implement them.
- Analyze current
teams in shop as per their performance and give a review of expect team
performance.
- Manage all
Cluster Managers movement ensuring they are being productive to increasing
the revenue
- Growth of
Revenue through Institutional sales for each branch/Zones generated and
negotiated by you.
- Ensure that
each branch has a minimum growth of 10% for each branch
- Be active in
the Whatapp group that will enable you to keep track of the branch hourly
performance and also indicate what action is being taken
- Work hand in
hand with the internal stock Auditor manager in inventory and cycle counts
as per instruction from Internal Auditor and also I.T team.
- Have a report
of the Training need analysis for each branch and work hand in hand with
the cluster to fill the gaps missing.
- Appraisal
reports for Cluster manager and also staff required on a month on bases as
per the format given.
- Prepare low
performance branch list and share to HR-department for action to be taken
- Set the
realistic and achievable targets for the Cluster Managers Zones. This you
do by taking the branch targets and dividing it to the teams.
- Have the
Cluster Managers devise strategies and techniques necessary for achieving
the sales targets. Discuss and decide the future course of action from the
contribution given.
- Motivate team
members by ensuring teams are working as a single unit towards a common objective.
Resolve grievances and issues within team members and inter branches.
- Develop
lucrative incentive schemes and introduce monetary benefits to encourage
them to deliver their level best. Appreciate whenever they do good work.
Especially for also maintain Zero shortage.
- Ensure Cluster
Managers are generating their reports as per the procedures. Track
individual performance through the reports and make sure each one is
living up to the expectations of the organization.
- Maintain and
improve relationships with the clients.
- Any issues with
system update the I.T department for quick checks and avoid delays in
response
- Work on getting
updates from Accounts to have the relevant issues in regards to less
banking and excess update the HR department also for action to be taken
- Coordinate with
the Procurement department follow up that all deliveries are submitted to
them for Tally update ensure Cluster push the manager to send all
documents and reports to office.
- Ensure that
Accounts department arrange for audit for branch Cash, petty cash, stock
and also over head for the branch.
- Maintain
necessary data and records for future reference. You will also be given
the historical data for the region so that you can use for comparison to
see if there is any growth.
- Training
Branches on a monthly bases at least two to three branch all Training
materials to be share also to branches for reference .
- Creating system
& procedures to keep the branch in check by having segmented stock
take done.
- Deliver Sales
Fundamentals (Distribution, Shelving, Merchandising, and Pricing) goals
across all Branches on agreed to retail priorities for the Customers
within multiple markets. This you will get assistance form the Head of
Sales and management.
- Maintain
continual improvement of sales coverage and productivity within a specific
department of Team Retail Selling Organization.
- Understand and
optimize selling effectiveness of the Team Retail Sales Department.
Identify needed training, desired system and work process improvements,
and maintain effective balance of Branch set/surge work and retail Branch
coverage.
- Expert resource
to Sales Head & other departmental Heads for all operational issues
with assigned customer within a specific department.
- Effectively and
properly use technology, communication of retail priorities through
checking fast moving, slow moving and also the cut sizes from system and
requesting for necessary stock.
- Effectively
plan and execute Sales Meeting on periodic basis.
- Possess the
ability to travel overnight for meetings and market visits.
- Miscellaneous
duties as assigned.
KRA
- KPI for all
cluster managers.
- Setting and
implementing sales targets for the respective region and also the season
- Maximising
sales and profitability for the respective region
- Providing team
with a stimulating and supportive environment
- Maintaining and
increasing standards of customer service
- Driving team
performance
- Controlling the
training and development of staff
Strategic Roles
- Strategic
planning for new customers, products, markets (product category/geographical
market etc)
- Defining the
brand value proposition (what does the brand stand for, what the brand
deliver e.g fashion, lifestyle, value for money)
- Defining the
possible route to market (own stores, distribution, franchise, store etc)
- Defining the
price positioning in the market/s
- Retail survey
for new stores
Core Roles
- Increase sales
and margins from the various distribution channels
- Acquire
customers, retain customers and grow the value from each customer
- Ensure the
products and the outlets are in line with the brand
- Ensure the
customers touch points (people products, store, communication, customer
care etc) are in line with brand
- Keep tag on the
changing trends and competition landscape
Misc Roles
- Shop wise
product category wise and sales person wise performance
- Budget Vs
actuals
- Trend analysis
- Marketing
impact
- Supplier wise
product analysis
- Sales
projections
Support Role
- Sourcing-work
on changing trends and product price points and feedback on products
- HR-acquisition
and skill enhancing of the manpower
- IT gets data
for data analytics
- Finance-budgeting
profitability analysis and cash flow projections
- Supply chain
requisitions for material is accurate and timely
Travel: This post will be 100%
field-based (in Nairobi + its environs)
To Apply
Cover Letter describing your interest and detailed CV are to be sent by email to apply@dumaworks.com marking the subject as “2594”, Your Full name & Phone number e.g. 2594 Barack Obama, +2547xxxxxxxx.
Cover Letter describing your interest and detailed CV are to be sent by email to apply@dumaworks.com marking the subject as “2594”, Your Full name & Phone number e.g. 2594 Barack Obama, +2547xxxxxxxx.
If you don’t follow these
instructions, your application will not go through.
Deadline for receiving applications: 15th January 2017
N.B.* You will receive a confirmation email and
an alert to take a basic screening test over SMS or online. The email with the
test may not arrive immediately. Please be patient. The email/SMS test will
typically be 5-8 questions to help us understand your background. Regular SMS
rates apply to the test. If you have any issues with the process, please reach
out to +254702093793. The Duma Works team will be out on holiday leave until
Jan. 3rd so please be patient when waiting to hear back with results on the
initial test.Deadline for receiving applications: 15th January 2017
If you apply and don’t meet these minimum qualifications, we won’t be able to forward your application to the employer.