Industry: Automotive

Location: Isando, Johannesburg 

Salary: +/- R 51 944.00 pm 

Core purpose of the role
The ensure optimal functioning of the sales and customer experience departments to maximise recoveries and units sales, grow customer base to achieve The company's sales targets.

Academic qualifications

• Relevant Sales and Marketing degree/diploma/equivalent (Essential)
• Post Graduate qualification (Advantage)
• Auctioneering certification (Advantage)

NOTE:
• Unendorsed Driver’s License required

Work experience
Essential:
• 5 to 7 years’ sales experience in the vehicle auctioneering/sales industry/motor engineering industry
• Proven track record of strategic customer relations management
• Retail Sales experience
• Proven track record of achieving sales targets

Knowledge
Essential:
• Good product knowledge
• Understanding the importance of structures, processes and compliance
• Deep understanding of online auctions
• Understanding of, and proven track record of achieving financial benchmarks and targets
• Strong expertise in demand creation and customer influence
• Knowledge of techniques to shape solutions to meet customer needs
• Understanding of the expectations and desires of retail customers

Skills
Essential:
• Planning and Organising
• Highly developed communication skills to persuade and influence
• Financial acumen
• Well-developed listening skills to understand and resolve customer problems
• Well-developed interpersonal skills to network
• Well-developed internal resilience (EQ) and sensitivity to diversity
• Highly developed discretionary skills to negotiate
• Strong conflict resolution skills
• Good numerical reasoning and interpretation skills
• Well-developed problem-solving skills
• Broad analytical and diagnostic skills
• Computer, technology and system skills (Intermediate – advanced MS Office)

Personal Attributes
Essential:
• Planning and Organising
• Drive for Results (action orientation)
• Adaptability
• Innovation and Continuous Improvement
• Strong drive for growing the business
• Concern for communicating clearly and persuasively
• Commitment to maintaining business awareness
• Orientation towards growing and nurturing relationships
• Focus on Customer Centricity
• Readiness to make and own decisions
• Remain resilient with stress and pressure
• Commitment to behaving ethically and correctly

Advantageous:
• Concern for leading others and our culture
• Focus on analyzing and solving problems
• Focus on innovating
• Appreciation for challenging others with respect
• Openness to accepting feedback
• Concern for valuing and appreciating others
• Concern for working within parameters

Key deliverables and outputs

Strategic and Financial
• Ensure the set sales targets and sales metrics are aligned to and achieve the planned business objectives.
• Monitor sales performance to ensure that budget targets are met and that revenue flows are maximized.
• Ensure recovery ratios are in line with strategic sales plan.

Customer Experience Solutions
• Work closely with Marketing to implement relevant marketing plans to grow the business, ensuring sustainable business performance.
• Drive a culture of continuous innovation and improvement to ensure that the business remains at the forefront of the industry (including system improvement recommendations).
• Provide solutions to issues and ensure effective resolution (e.g., profit decline, loss of business to competitors).
• Ensure understanding of the optimal customer solution and the options to meeting the customers' requirements at best cost.

Operational
• Manage sales performance and reporting.
• Ensure appropriate stock planning and allocation to maximise sales.
• Provide customers/suppliers with relevant services and information as required.
• Oversee the functioning of the repudiations, customer experience and auctioneering departments for effective performance.
• Manage adherence to all contractual obligations by maintaining and improving The company service offering, according to average Turn-Around-Times (TAT).
• Investigate and timeously resolve any customer-related queries.
• Ensure compliance to all legislative requirements and business rules where applicable.
• Oversee all lead management systems and web-based initiatives.
• Work closely with Supplier Experience and Registration Documents teams to ensure any bottlenecks with regards stock availability are timeously addressed (stock in bond counterweight).

Risk Management
• Ensure all deals are legitimate, ethical, and legal.
• Ensure that all customer/supplier SLAs are in place and adhered to.

Stakeholders (internal & external customers, suppliers, shareholders, communities)
• Build, maintain and enhance relations with internal departments, suppliers, customers, agents, etc., to further our business and brand.
• Establish and sustain robust relationships with buyers through regular interaction and attention to their expectations.
• Regular reporting to stakeholders on sales performance.

Employees
• Provide clear direction and decisive leadership to direct reports, ensuring all are aligned to the goals and have a clear purpose.
• Set clearly defined performance standards/targets for direct reports, holding them accountable to achieve these and providing support and guidance where needed.
• Create and maintain a constructive atmosphere within the team, engaging and motivating direct reports to always give their best, while respecting any areas of diversity (whether areas of expertise, cultural, gender, age, background, etc.).
• Ensure direct reports adhere to set business policies and procedures, emphasising the importance of general discipline at work and objectively correcting and handling any deviations as they arise.
• Set the example to the team and deliver on the employee value proposition by leading the team and the business in line with the Barloworld Leadership Behaviours.
• Support and encourage direct reports to drive their own individual development plans in order to further grow as professionals in their jobs.
• Ensure that The company's value system is communicated.

Internal stakeholders
Management and MANCO across the business and other functions, BAW Group

External stakeholders
Customers, Suppliers, South African Institute of Auctioneering (SAIA), Industry Organisations, Insurance Crime Bureau