JOB DESCRIPTION

Country Head of Sales &

Job Title: Marketing Date:

Name: Written by:

Reports to Acknowledged
(direct): Country Manager by:

(Title, not Name) (Jobholder)

Reports to
(secondary): Not Applicable Approved by:

(Title, not Name) (Immediate Superior)

Division/Dept: Sales/ Sales

1. JOB PURPOSE
Summarise in one statement why your job exists; and how it contributes to the overall
mission/objective of the organisation.

The Country Head of Sales is responsible for overseeing and managing all sales performance and
the operations of the sales division within the country, including ensuring overall achievement of
sell-in sell out and sell-through targets by product, by area, and by segment. The Country Head of
Sales is part of the Country leadership team working closely with the Country Manager, providing
sales insight to aid local decision-making. The role also works together with the Regional (RHQ)
BU to ensure an aligned approach to sales requirements across the region.
1. CRITICAL ACCOUNTABILITIES
List the responsibilities (Key Result Areas and the major activities) that must be achieved in order that the job purpose is fulfilled. For each
KRA, document the performance measure(s) (i.e., outcomes) which indicate successful accomplishment of that KRA.
KEY RESULT AREAS (KRA)
Sell-in Sell-Out and Sell-Through targets
Growth in B2B sales as a portion of total sales
Monitoring compliance requirements
MAJOR ACTIVITIES
• Deliver country sales objectives agreed
with RHQ and Country Manger in key
target areas such as sales volume, market
share, and profit margins, to guide
promotions
• Oversee customer, market and competitor
activity and integrate findings into strategic
direction and decision-making
• Analyse market changes and implement
combative strategies, for instance, in times
of emergency brought about by pandemic
and post-pandemic situations
• Increase B2B sales performance in line
with Project Henkaku
• Focused engagement of Tier 1 & 2 B2B
partners country-wide
• Collaborate with strategic B2B partners
• Implement a B2B focused sales incentive
program, in alignment with RHQ direction
• Rollout of B2B manpower resource
program
• Deliver minimal compliance incidents
across sales activity
• Conduct quarterly compliance re-
orientation for all Sales staff
OUTCOME
• Achievement of sales targets for the
country
• Country Manager detailed awareness of
sales forecasting across the Company’s
B2C and B2B business
• Consistent rates of Year-on-Year growth
• Proactive sales division that leverages
relevant market changes for new business
opportunities
• Achieved target ratio contribution of B2B
sales (relative to overall sales)
• Strong business relations fostered with all
B2B partners, to enable long term B2B
growth in line with corporate strategy
• Sales staff incentivised to focus on B2B
sales growth
• Increased provision of resources focused
on B2B sales
• Minimal compliance issues achieved
within the sales division
• Division-wide awareness of all regulatory
requirements relating to sales process and
operations

People management and development
Operation as a unified region
Divisional management
• Action all compliance reporting as required
for sales division
• Provide direction to the country sales & marketing
team
• Define and oversee sales staff training,
compensation and incentive programs that
develop and motivate staff to achieve their
potential and support the country sales
objectives
• Manage overall team performance and
conduct performance reviews
• Provide coaching and mentoring to direct
reports to support their development and
career progression
• Embed a culture of open and transparent
communications across all levels of
management
• Collaborate with other countries’ Head of
Sales to operate as a single region
regarding Sales strategy
• Partner with RHQ BU to garner insights
into regional Sales strategy as well as
country Marketing and Customer Service
functions
• Oversee and advise marketing activities to •
support business objectives and targets
• Coordinate and facilitate information •
exchange and collaboration amongst the
different departments as needed
• Analyse market changes and implement
combative strategies
• Timely and accurate compliance reports
delivered by the sales division
• Achieved alignment within the sales team on
sales strategies to be driven within the
country
• Improved performance and capability of team
members to drive achievement of sales
targets and objectives
• Improved performance of sales teams and
performance appraisal management
• An environment that attracts, retains, and
develops sales talent created within the
country
• Regular and open communication established
across the sales team
• Consistent goals, open communication,
and collaboration established across the
region
• Increased cross-function understanding
and oversight within the country
Head of Marketing provides strategic
direction for lower management and teams
Healthy flow of information and
opportunities within Epson, proactively
preventing the siloed working of the
Marketing department
 • Oversee customer, market and competitor
activity and integrate findings into strategic
direction and decision-making
• Set budgets for marketing teams and
manage activities across the marketing
division within budget
• Create and manage regular reporting
cadence
•
Product management • Oversee the direction of local product roll •
out and supporting and activities in line with
RHQ direction
• Monitor and review results of local
directions, programs, and activities
• Co-ordinate with Sales teams to manage •
channels
•
Brand and communications • Execute effective brand and communications
strategy to develop brand awareness and
increase brand engagement
• Oversee marketing teams’ proper usage of
brand and logos to convey to the market of
ESPG brand image
• Build relationship with relevant media
members
• Organise major company marketing
events (e.g., product launches)
Vertical Biz management • Execute effective country LFP strategy and • Achievement of targets
plans in line with RHQ • Execution of activities in line with RHQ
• Execute LFP sales and marketing
strategies and activities to expand market
reach
• Proactive Marketing division that
leverages relevant market changes for
new business opportunities
• Consistent rates of Year-on-Year growth
• Achievement of sales targets for the
country
• Efficient functioning of departments that
are on track to meet targets
Consistent implementation of product
directions with RHQ
• Achievement of total and per product
category targets (i.e., sell-in, market share,
etc)
Development of strategic channel
categories and achievement of relevant
targets
• Good public perception of the Epson brand
name consistent with company values and
current messages
• Compliance in brand logo usage, in
accordance with regulatory requirements
• Maintenance of relationships with key media
partners
• Market awareness of company products,
directions, and messages (e.g., sustainability
efforts)
2. MAJOR CHALLENGES
Describe the major challenges you face in carrying out your job, and what you do in order to
overcome them.

• Varying market requirements for different areas and segments, that require immediate
adjustments of critical Sales divisions
 Awareness of market trends and regular forecasting of market situation
 Flexible and reactive sales strategies that allow for adjustments as required by
product, area, and segment
• Unsustainable product supply to support B2B-focused offerings
 Regular check-ins on product suppliers, and implementation of product strategy
informed by B2B Sales activity
• Job functions misaligned with job grades for current employees
 Consistent performance management and development, with relevant
compensation and incentive schemes in place to ensure fair compensation for
given employee responsibilities in accordance with market rate
• Managing product supply shortage
O Active consistent lines of communication with Product Managers and Sales Division,
regular updates on product stock situation to pre-emptively problem solve

3. KEY DECISIONS/DIMENSIONS

a. Describe 1 or 2 typical decisions you have to make, in the course of your job.

• Advertising & Promotional (A&P) budget planning and approval

• Resolving sales dealer/partner issues that require escalation and approval upon
resolution
• Approve budgets for marketing sub-teams
• Adapt marketing strategy and direction in line with changing market trends and
external changes

b. List the data which will reflect the scope and scale of activities concerning your job.
(These should be quantifiable numerical amounts)

• Sales target achievement

 • Maintain and improve team retention and development
• Increase in country partners and suppliers
• Number of subordinates
• Monthly sell-in, sell-out, and sell-through data
• Customer engagement and loyalty

4. SKILLS AND KNOWLEDGE

State the minimum acceptable proficiency for this job. Do not state incumbent-specific
information

EDUCATIONAL QUALIFICATIONS
• Bachelor’s Degree/Diploma in Business Administration, sales and marketing or
related field

RELEVANT EXPERIENCE
• Minimum 10+ years of supervisory role (hiring and onboarding sales representatives,
and managing a team of salespeople)
• Minimum 10+ years in technology sales, solution sales or a successful vertical
business sale within various (small, medium, large) company environments
• Successful experience monitoring and evaluating sales rep progress against stated
expectations, in addition to aligning and changing behaviour with performance
expectations
• Experience in managing key customer relationships and closing strategic
opportunities, especially for B2B business opportunities

PERSONAL CHARACTERISTICS & BEHAVIOURS

• Influential personality with strong problem solving and negotiating skills
• Excellent communication and presentation skills, able to digest and present complex
information in a clear and concise manner and to inform decision-making
• In-depth understanding of market demand and customer purchasing areas
• Awareness of industry trends, market, and competitors’ activity
• Strong people management skills with an ability to drive highly effective team of Sales
managers
• Honest, discreet and with a high level of integrity
• Analytical with attention to detail, operating to a high degree of accuracy
• Strong commercial and strategic acumen
• Computer literate (MS-Words, Excel, PowerPoint)
• Fluent in English (verbal and written)