Head of Sales

– Sales Strategy & Planning Develop and implement comprehensive sales strategies and plans aligned with company objectives, market trends, and competitive landscape. Establish sales forecasts, budgets, and targets, ensuring alignment with financial goals and resource allocation. Identify and evaluate new market opportunities, product segments, and distribution channels to drive business expansion. Analyze sales performance data, market intelligence, and customer feedback to refine strategies and optimize effectiveness. – Sales Operations & Performance Management Oversee the entire sales process, from lead generation and qualification to negotiation, closing, and post-sales support. Implement robust sales methodologies, tools, and CRM systems to enhance efficiency and productivity. Monitor, analyze, and report on key sales metrics, providing actionable insights to senior leadership. Ensure compliance with company policies, pricing structures, and regulatory requirements across all sales activities. – Team Leadership & Development Recruit, train, mentor, and develop a high-performing and motivated sales team, fostering a culture of excellence and accountability. Set clear performance expectations, conduct regular performance reviews, and provide constructive feedback and coaching. Inspire and motivate the team to achieve and exceed sales targets, recognizing and rewarding exceptional performance. Promote a culture of continuous learning and professional development within the sales organization. – Market Expansion & Business Development Drive initiatives for market penetration and expansion into new geographic regions or customer segments. Forge strategic partnerships and alliances to extend market reach and enhance brand visibility. Lead negotiations for significant contracts and key accounts, ensuring favorable terms and long-term relationships. Represent the company at industry events, conferences, and networking functions to promote brand and identify opportunities. – Customer Relationship Management Cultivate and maintain strong, long-lasting relationships with key customers and strategic partners. Ensure high levels of customer satisfaction and retention through proactive engagement and effective issue resolution. Gather customer insights and market feedback to inform product development and service enhancements. Act as a senior point of contact for critical client needs and escalations. Level Expectations – Strategic Leadership & Vision Develop and articulate a clear, compelling sales vision and strategy that drives business growth and market leadership. Translate organizational objectives into actionable sales plans, anticipating market shifts and competitive challenges. Champion innovative approaches to sales, distribution, and customer engagement to maintain a competitive edge. Contribute significantly to the overall commercial strategy of Tropical Heat Limited. – Team Development & Empowerment Build and nurture a high-performing sales organization, fostering a culture of ownership (OWN!) and collaboration (CREW!). Invest in the continuous professional development and career growth of direct reports and the broader sales team. Empower team members with the necessary resources and autonomy, while providing clear direction and support. Act as a role model for the company's values, inspiring, motivating, and creating positive impact (IMPACT!). – Operational Excellence & Results Drive consistent achievement of aggressive sales targets and KPIs, ensuring optimal resource utilization (PACE!). Implement robust processes and systems to ensure accuracy, clarity, and thoughtfulness (FACT!) in sales operations. Proactively identify and resolve complex operational challenges, striving for high achievement and precision (SHARP!). Demonstrate consistent accountability for team performance and commercial outcomes. – Cross-Functional Collaboration & Influence Collaborate effectively with internal stakeholders (e.g., Marketing, Operations, Finance) to ensure seamless execution of commercial strategies. Influence and negotiate effectively with internal and external parties to achieve mutually beneficial outcomes. Communicate transparently and honestly (Hakuna MaTTATA!) across the organization, fostering trust and alignment. Champion customer-centricity across all departments, ensuring that the voice of the customer informs business decisions.

Reporting & Relationships – Key Internal Stakeholders Chief Commercial Officer (or Managing Director) Head of Marketing Head of Operations/Supply Chain Head of Finance Product Development Team – Key External Stakeholders Key Retail Chains and Distributors Major Corporate Clients Market Research Agencies Industry Associations Qualifications – Education Bachelor's degree in Business Administration, Marketing, Sales Management, or a related field (Required) Master's degree (MBA) or equivalent advanced degree (Preferred) – Experience Minimum of 10-12 years of progressive experience in sales, with at least 5-7 years in a senior leadership or management role within the FMCG or Manufacturing sector. Proven track record of consistently achieving and exceeding sales targets in a dynamic and competitive market. Extensive experience in developing and executing successful sales strategies, market entry, and channel management. Demonstrated success in building, leading, and motivating large sales teams across diverse regions. – Certifications Professional Sales Management Certification (e.g., Certified Sales Executive - CSE) Leadership and Management Development Programs