Вы находитесь на странице: 1из 2

Page 1 of 2

Head of Sales

Job Title : Head of Sales
Reports To : COO
Function : Sales
Complexes : 01
Location : Corporate Office, Shanta Western Tower, Tejgaon, Dhaka

Purpose Statement: Responsible for the direction and management of all sales and business development
operations, including market competitiveness, pricing, compensation, and distribution and channel strategy. Ensures
consistent, profitable growth in sales revenues through positive planning, deployment and management of sales
personnel. Identifies objectives, strategies and action plans to improve short- and long-term sales and earnings.


As per Annual Business Plan

Principal Accountabilities:

1. Achieve national sales targets in terms of volume, revenue, profitability and market share of particular
products ensuring product coverage, channel expansion with providing necessary strategic input and to
ensure consistent and sustainable growth through efficient management.

2. Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high
levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches
used by the sales organization. Ensures planning, forecasting and budgeting efforts are appropriately
integrated with other planning processes employed within the firm.

3. Analyze sales trends, collect information on the growing needs, identify market and product category by
keeping current with supply and demand, monitoring costs, economic indicators and competitors as the
future source of growth.

4. Responsible for equitably assigning sales force objectives and ensuring each SBUs financial objectives are
optimally allocated to all sales channels and resources through the quota program.

5. Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales
roles, coverage models, or team configurations in order to maximize sales productivity.

6. Works closely with senior sales leadership to define the optimal performance measurements and
performance management programs required to ensure sales organization success. Aligns reporting,
training, and incentive programs with these performance management priorities.

7. Ensures sales reports and other internal intelligence is provided to the management. Develops new
reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and
accurate sales force reporting initiatives


i) Knowledge, Skills & Experience

Due to the challenging nature of the business environment and according to the number of potential
opportunities arising from this high potential markets, the jobholder needs:

Page 2 of 2
1. Four year college degree from a reputed institution; masters in business administration (MBA) or equivalent
2. At least 15-17 years sales experience in comparable industries, with 10 years in a top sales management
position in a business to business sales environment. Experience in semi durables consumer products or
FMCG products.
3. Leadership skill and managerial capacity to handle large and diversified team.
4. Established contacts and relationships with potential customers and channel partners.
5. Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers
and partners.
6. Results Orientation: The successful candidate will be an analytical problem solver, with the ability to
prioritize activities and drive improved business performance.
7. Negotiation capacity and crisis management.
8. Experience with a specific sales methodology, sales funnel management.
9. Willing to travel frequently.

ii) Key Success Factors

1. Achievement of firm sales, profit, and strategic objectives.
2. Accountable for the on time implementation of sales objectives and performance objectives.
3. Responsible for the efficient allocation of technology, support and training resources impacting the sales
4. Accountable for accurate and on time reporting essential for sales team effectiveness.
5. Achievement of strategic objectives defined by company management.

iii) Working Relationship

VC, COO, CFO, HODs, All direct and Indirect reports, peers and other colleagues of the group.
Respective Functional Heads / Executive Committee Members.

Wide network of stakeholders including strategic and business consultants, concerned government
regulatory bodies, suppliers, existing and potential business partners, customers, marketing agencies



Prepared By: