Head of Sales - O'Keeffe & Swartz

Head of Sales - O'Keeffe & Swartz Home Who we are Partner with us Awards Careers Latest news Social responsibility Contact us Select Page Head of Sales Posted 1 month ago O’Keeffe & Swartz seeking an experienced Head of Sales to take accountability for the commercial and operational performance of our Sales Floor, reporting directly to the Chief Executive Officer. The opportunity for this role is to take the Sales Floor from its current profit contribution to materially more – by sharpening sales performance, growing and developing the leadership team beneath the role, and building the operational capacity to scale quickly when new campaigns or clients demand it. This is a role for someone who thinks like an owner of the numbers, not just an operator of the floor. The Head of Sales will be expected to own the annual sales budget, translate growth targets into practical, staged plans and implement incentive structures that align the sales team’s behaviour with the company’s growth ambitions. The Head of Sales must be a credible, trusted leader who leads through other leaders – principally the Senior Sales Leaders – rather than managing consultants directly, while still being comfortable on the floor when it matters. S/he must have real experience owning revenue and profit numbers, not just operational KPIs. KEY RESPONSIBILITIES Own the Sales Floor with direct accountability for driving revenue year on year against an agreed targets Manage the annual sales budget and forecast for the Sales Floor and report against it regularly. Translate the businesses’ growth targets into practical staged plans for the sales floor Shape the sales strategy together with the CEO, then own its execution on the floor Drive the delivery of great quality sales calls and ensure compliance in terms of sales, tone, manner and legal requirements Constantly drive ongoing improvement in call quality across all campaigns reducing incomplete/cancelled and written off sales Ensure all scripting is fit for a purpose and aligned to the campaign in terms of benefits, presentations, closing, objection handling and compliance Monitor daily Sales Floor productivity and set monthly KPA targets with the aim of exceeding business and client requirements Ensure consistent improvement in performance in order to achieve and exceed various business related targets Lead the Senior Sales Leaders – allocate campaigns, own the structure and growth plan of the Sales Team, ensure rigorous and consistent performance management and coaching Motivate, instill and uphold the values of OKS (Trust, Integrity, Honesty, Humility and Excellence) across the entire Sales Team Build and maintain the operational capacity on the sales floor – this includes Sales Leadership Development. Maintain a formal succession bench, not just informal awareness – for every Senior Sales Leader role, at least one internal candidate identified and actively being developed to step in, tracked explicitly (e.g. ready-now / ready-in-6-months / ready-in-a-year) Give high-potential Sales Consultants and Sales Leaders deliberate exposure so the step up into a leadership role is not the first time they carry that level of accountability Run fixed coaching sessions, 1:1 coaching between the Head of Sales and each Senior Sales Leaders with the inclusion of emerging leaders in strategic or budget conversations Reduce and maintain staff turnover and absenteeism below target, and ensure the right number of Sales Consultants and Teams are in place to meet lead volume demand Identify recruitment and training needs within the Sales Floor, and motivate, mentor and develop the leadership team beneath the role Report back to the CEO on a regular basis on KPAs, including revenue and/or PBT performance against target QUALIFICATIONS Matric essential; a relevant business, commercial or sales-related qualification is preferred but flexible – verifiable experience and leadership ability matter more. The incumbent must be FAIS compl