Summary
Reports to: Chief Executive Officer (CEO)
The National Sales Manager (NSM) is responsible for driving Envision Africa's overall sales strategy, ensuring revenue growth, and overseeing the performance of all Strategic Business Units (SBUs). The NSM manages and supports the SBU Leaders, ensuring their strategies and activities are aligned with company goals. The role involves active engagement in both strategic oversight and hands-on operational support, with a focus on enabling team success, optimizing processes, and enhancing customer relationships.
The NSM will collaborate with departments such as marketing, technical services, finance, and logistics to ensure customer satisfaction, sales excellence, and operational alignment.
Roles and Responsibilities
1. National Sales Strategy & Execution
- Develop and implement a comprehensive national sales strategy aligned with company growth objectives.
- Set sales targets per SBU and ensure alignment with national revenue goals.
- Monitor market trends and competitor activities to refine the national sales approach.
- Identify new business opportunities and spearhead market expansion.
- Optimize sales processes and tools to enhance performance and reduce inefficiencies.
- Directly oversee all SBU Leaders, ensuring alignment with corporate goals.
- Conduct quarterly and annual performance reviews with SBU Leaders.
- Provide leadership coaching and professional development support.
- Establish and promote a high-performance, customer-centric culture.
- Develop and track key performance indicators (KPIs) across SBUs.
- Report regularly to the CEO on national sales progress and opportunities.
- Analyze sales data and customer insights to make evidence-based decisions.
- Demonstrate proficiency with sales and profitability reports.
- Support SBU Leaders in maintaining strong customer relationships.
- Intervene in escalations when necessary, including dispute resolution, pricing challenges, and service issues.
- Implement and monitor the "Loyalty and Volume Matrix Grid" to guide account prioritization.
- Oversee strategic account engagement and retention.
- Assist SBU Leaders in preparing quotations, commercial proposals, and contracts.
- Review and guide tender submissions and key account proposals.
- Ensure proper follow-up on leads, deals, and customer communications.
- Act as the bridge between office functions and field sales, supporting internal coordination.
- Resolve process roadblocks affecting the sales cycle (e.g., delays in pricing, delivery, credit terms).
- Work closely with marketing to align campaigns and customer engagement strategies.
- Liaise with technical services, logistics, and finance to ensure smooth order fulfillment.
- Partner with finance to monitor profitability, manage overdue accounts, and contribute to budget planning.
- Develop and manage the national sales budget.
- Track expenditures and ensure responsible use of financial resources.
- Monitor performance against budgeted sales and margin targets.
- Ensure all sales activities comply with internal policies and external regulations.
- Oversee documentation accuracy in CRM and ensure visibility of sales pipelines.
- Enforce compliance with consignment and non-conformance reporting protocols.
- Approve unplanned expenses and ensure timely submission of claims.
- Assist in resolving internal sales team conflicts and fostering team cohesion.
- Mediate external disputes between the company and customers when needed.
- Leadership: Strong ability to inspire, guide, and develop sales teams.
- Strategic Thinking: Capable of translating company goals into actionable sales strategies.
- Customer Focus: Prioritizes long-term customer relationships and satisfaction.
- Analytical Skills: Strong data interpretation and decision-making based on insights.
- Financial Acumen: Proficient in budget management, sales reporting, and margin control.
- Communication: Excellent interpersonal and presentation skills.
- Bachelors degree in Business Administration, Sales, Marketing, or a related field.
- Minimum 10 years of sales experience, with at least 3 years in a leadership or national sales management role.
- Proven track record of revenue growth and team performance management.
- Experience in medical device, healthcare, or similar technical sales environments is advantageous.
- Familiarity with CRM platforms and sales analytics tools.
- Sales Strategy & Revenue Growth
- Team Leadership & SBU Oversight
- Sales Operations & Process Optimization
- Customer Engagement & Retention
- Budget Management & Financial Discipline
- Cross-Functional Collaboration
- CRM & Reporting Compliance
Review Period: Annual performance review, with quarterly progress check-ins.
