New Job at ARM Life Plc for Head of Sales

⏲ Jul 26, 2017, 1:53 PM
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ARM Life is the Insurance subsidiary of Asset & Resource Management Company Ltd (ARM). Its parent company, ARM is one of the largest non-bank financial services firms in Nigeria with a focus on asset management. Established in 1994, ARM started operations as a traditional asset management company specialising in the management of quoted equities and fixed income securities. We are recruiting to fill the vacant position below:

Job Title: Head of Sales Location: Nigeria Job Type: Full-Time Job Summary

Define and implement the sales and marketing strategy for the country operations.
Principal Duties and Responsibilities

Main Responsibilities

Set overall strategy for sales and marketing of individual projects (which channels to use, lead management, etc) with senior management
Define the target customers’ segmentation
Incorporate market and competitor knowledge into sales strategies including pricing structure and product positioning through internal and external sources
Carry out target setting process for sales staff yearly
Design and implement marketing campaigns for individual project in partnership with marketing office at HQ
Recruit and manage external sales agents
Evaluate market research, monitor competitor products, sales and marketing activities, and adjusts marketing strategy to meet changing market and competitive conditions
Represent the company at various networking and/or business meetings to promote company projects
Define themes of overall capability building programs for external brokers and internal sales staff
Report sales and marketing operations to senior management
Develop and nurture business relationships that will increase Mixta's profile and market reach
Ensure recruitment, training and retention of a well-trained and motivated sales force

Key Deliverables:

Sales and Marketing Plan: Defined customer segments, value proposition for each segment, sales channels, pricing, promotion and sales targets
Monthly Sales and marketing report: Articulates actual vs sales targets as well as ongoing challenges and corrective actions that need to be taken

Key Decision Rights:

Sales channels
Sales target
Target customers
Pricing and product positioning

Time Allocation:

Sales: 85%
Marketing:15%

KPIs:

Total annual sales – Indicator is the overall sales of properties. This will be scored by calculating the percentage difference as compared to the targets for the progress of sales as set by leadership beforehand. The larger the negative difference between the target and the actual result, the lower the score. (40%)
% late collections – Indicator will ensure that the sales staff will not only focus on seeking customers to purchase units, but also to ensure that the customers will follow-up with payment. This will be scored by the total number of late collections (e.g., delayed payments, etc.) from committed sales. The higher the number of late collections, the lower the score.(15%)
Total spend to remain within marketing budget - Indicator ensures budget discipline, to make sure that the department sticks to its budget. This will be scored by the deviation of the total spend from the target budget. Anything below budget will be scored perfectly, the larger the spend above the budget, the lower the score (8%)
Quality of collaboration with External Sales Agents: Assessing level of quality in recruitment, communication and coordination of external sales agents (10%)
Competitive share - measures the amount of sales that Mixta gets compared to its competitors This is measured by the total annual property sales contract value compared to the top three developers in country. The larger the negative difference against the set target, the lower the score. (5%)
Local/ brand awareness (survey of target segments) - Indicator measures the success of marketing efforts for both local and international customer segments This should be scored by surveying target segments to rate their awareness on a scale of "Never heard of" to "Trust and will consider buying". Mixta should consider partnering with an independent research company to obtain results from key target segments (7%)
Number of sales force attending capability-building program – Indicator allows leadership to focus on encouraging and implementing capability programs to its sales staff. This will be scored by a higher score for more of the internal sales staff attending the training (5%)
Direct report feedback-The annual average rating from 180-degree surveys launched to direct reports (10%)

Experience and Education

University Degree (or equivalent), preferably in Marketing or Business Administration with marketing/sales focus
Significant experience (including >7 years in a managerial position) in real estate sales, ideally in local market

Skills: