?	21 years of commercial exporting experience into sub-Saharan Africa (SSA), including the Indian Ocean Islands. Well-traveled in the region with very good business and personal contacts.
?	28 years of sales and marketing experience with an impeccable and traceable sales record(s).
o	Top 1.11 Sales Management Club Membership award in 2008.
o	Excellent selling skills and the ability to negotiate at high levels.
?	23 years management experience encompassing business administration and operations, business planning, profit and loss (budgets), human resources, sales management, business development.
?	5 years freighting experience with a major international freighting company. Well versed in all aspects of Logistics and Exporting.


Nature of the business - Consumer electronics, specializing in kitchen home appliances (HA) and residential air-conditioning (RAC).
Reporting structure
Reporting to the Vice President Sales & Marketing SSA and the Managing Director for South Africa.
Main purpose of the job
? Responsible for the profit and loss - Drawing up business plans, budgets, reviews etc.
? To identify, develop and generate sales with Key Account retailers, mono/multi brand distributors, project partners and construction companies.
? To develop the brand image and awareness of the company's brands.
? Acts as Legal and Compliance Officer for the department.
? Responsible for management and administration of the department.
Main tasks
Sales Strategy & Business Development
? Area management - Develop & implement sales strategy/distribution concepts. Optimize customer structure, develop tailor made plans.
? Customer level - Analyze & adopt best possible use of customers' potential & needs e.g. Quantitative (KPI's such as turnover, average revenue, margin, T/O share.
? Qualitative (Strategy, SWOT analysis, opinion leader etc.
? Establish, maintain and develop professional customer relationships
? New customers (Identify, drive, support acquisition and maintenance).
Selling
? Overall sales targets & resources - Develop & carry out activities to reach targets, e.g. sales in units & turnover, average revenue, brand & product assortment, presence & market share, using budget, equipment, tools etc.
? Individual customer agreements/contracts - Break down overall targets for sales team, approve team member plans for customers, e.g. terms & conditions, product assortment for core / optional range, brands, BSH marketing support / campaigns
? Negotiate or support team member concerning annual & intermediate agreements / contracts
? Proactive selling - Discuss higher value products, product portfolio, existing & new range. Make offers, negotiate (prices, etc.), close the deal and place orders.
Sales Steering & Administration
? Monitor relevant KPI's & carry out appropriate activities to reach targets e.g. for sales, average revenue, margin, market share.
? Supply chain Management - process and order management, return of products etc.
? Risk management
? SFM (Sales Force Management) - Propose appropriate SF structure & size / headcount & agree with superior. Ensure optimized territories for sales team. Monitor fulfillment of visit guidelines (frequency, duration). Monitor the quality of visits by sales team & customer satisfaction
? Budget management - Responsible as a budget owner to manage the assigned money.
? Meetings - Organize, lead & participate in regular & ad hoc meetings & Telecons.
Marketing
? Implement relevant elements of marketing mix as follows:
? Formulation and implementation of marketing strategy
? Create and increase brand awareness in the designated countries
? Launch new products, sell out old products
? Manage brand portfolio & product range
? Negotiate prices with assigned customers (together with sales staff or alone)
? Manage campaigns / promotional activities, product training, fairs etc.
? POS (Point of sales) management activities - Inspect display stands and products against set standards, check availability of POS materials, get feedback from customers about product portfolio, stock, POS exhibition, success of campaigns etc.
? Training of customers - Make sure training is being carried out with focus on:

Head of Sales/Marketing sub-Sahara Africa (SSA)

Find out detailed information about Patrick Chirume,  in Johannesburg, GT

Patrick Chirume: in Johannesburg, GT

Patrick Chirume

BSH (Bosch) Home Appliances (Pty) Ltd