Internal Sales Manager Automotive Parts

1. Develop implement and manage sales activity of the internal sales team.

• Set and achieve sales targets within the team.
  
• Monitor and drive the performance of the team against these targets.
  

2. Develop and drive the internal sales team to achieve key sales metrics

• Order intake and revenue target
  
• Call cycle targets
  
• CRM usage
  
• Range and Depth Growth
  

3. Develop a Competent Team

• Identify training needs and develop training plans
  
• Identify great performers and manage reward and recognition.
  
• Identify poor performers and manage the process accordingly.
  
• Follow up with coaching and counseling.
  

4. Measurement and control

• Identify key result areas for the sales team.
  
• Develop measures which monitor the key result areas.
  
• Communicate key result areas and manage result areas with the team.
  

5. Customer Service

• Monitor service levels.
  
• Establish standards.
  
• Set measures
  
• Provide customer service and sales skills training
  

Objectives:

• To manage the internal sales team in the delivery of their daily weekly and monthly sales targets.
  
• To develop implement and monitor all sales activity levels within the department including call volumes CRM usage customer call plan adherence daily order intake and invoicing volumes and customer service delivery.
  
• To develop and adapt processes to ensure that the divisions internal sales team meets best of class standards in terms of sales and customer services.
  
• Responsible for the daily management of the internal sales team coordinating and motivating all internal sales staff.
  
• Improve sales turnover and profitability of the division.
  
• Directly support the National Sales manager in all sales activities and fulfill the role of internal sales support for all Key Accounts which are managed directly by the National Sales Manager or Business Development team.
  
• Actively collaborate with all support functions in the business Finance Procurement Product Management Operations and Marketing to achieve the above objectives.
  

Key Performance Indicators:

• Achievement of Divisional Sales Targets Revenue and Margin.
  
• Achievement of customer width and depth growth targets monthly.
  
• Achievement of daily weekly and monthly order intake targets
  
• Effective management of sales administration (order book returns credit notes etc)
  
• Effective team management (Call Cycles CRM Systems)
  
  

Requirements

Education:

• Matric and/or Degree/Diploma specializing in Sales Management
  

Experience:

• Minimum 5 years Internal Sales Management experience within a medium to large environment preferably within a businesstobusiness trading sales environment where the internal team sell to a large network of repeat customers. Previous experience in an Automotive/Industrial internal sales environment will be beneficial.
  
• Computer literacy
  

Languages:

• English
  
• Afrikaans
  

Interpersonal Skills:

• Good communicator with strong presentation and strong telephone sales skills
  
• High levels of energy and ability to motivate and drive an internal sales team.
  
• Professional & well Groomed
  
• High level of integrity and confidentiality
  
• Commercially sound with excellent computer skills
  
• Diligent with attention to detail
  
• Driven confident self motivated and results orientated
  
• Team player with excellent people management skills
  
• Precise and responsible with good organizational skills
  
• Possesses a continuous improvement culture
  
• Displays a strong customer service ethic
  
• Mature with ability to tolerate high levels of stress
  
• Displays initiative with good levels of entrepreneurial spirit
  

Knowledge:

• Knowledge and understanding of automotive aftermarket advantageous but not essential.
  
• Knowledge and previous experience on CRM systems in a sales environment.
  
• Knowledge of internal sales process and internal sales best practices.
  
• Knowledge of the specific tools utilized within the internal sales department.
  
• Knowledge of the consumer protection act and or any other regulatory acts which may affect the role.
  

Specific Skills:

• Excellent communication skills both oral and written
  
• Excellent business acumen
  
• Strong customer focus and ability to manage a team in a team environment
  
• Ability to work within a highly pressurized and fastpaced environment
  
• Leadership skills and ability to motivate and develop staff
  
• Excellent Computer Literacy (MS Outlook/Excel advanced skills required
  
• CRM software usage skills required
  
• Ability to make affective and meaningful decisions to facilitate the efficient running of the internal sales team
  
• Customer and people conflict management skills
  
• Ability to set meet and exceed targets
  
• Ability to manage change
  
• Good Administrative skills
  

Benefits

• CTC R35 000 R45 000 commission