Head of Commercial / Head of Sales

Job Description

Key Purpose of the Job

As Center Head of Sales, you will lead the sales team in a center and provide day-to-day mentoring & oversight to the Educational Consultants in your center. The main responsibility for the role consists of managing WSE net cash collection (NCC) while also enhancing our brand and its level of service excellence within the Vietnam market. This will be achieved through the delivery of outstanding education and sales consultancy services within your center.

You will also work towards creating a work environment that encourages teamwork, accountability and success. This will involve supervising, motivating, advising and helping a team of unique individuals with different backgrounds and experiences. That will also involve collaborating with the Marketing and Service departments (native teacher and coach) to unleash the maximum value for the organization.

Sales Performance Management

• Review the sales objectives for the month and set individual objectives for each EC to meet the center target by considering pending collections, pipelines and experience.
• Review the previous sales team performance, identify areas of improvement and prepare an action plan for the month to improve sales effectiveness.
• Share the sales plan with the RHOS and prepare an action plan for the month.
• Monitor the timely EPP collection from every sales team member.
• Prepare a weekly report and meet with the RHOS on the sales situation in the center and revise the action plan to ensure that milestones and targets are met.
• Monitor the timely follow-up updates in the CRM system to track the sale pipeline.
• Contribute to the sales of the center by offering some prospect presentations during the month with the same conditions as other members of the sales team.
  
  

Sales Team Skills Development

• Monitor the sales team member performance through data analysis and observations and identify areas of improvement.
• Regularly conduct coaching sessions tailored for each sales team member.
• Conduct a feedback session with each sales team member on a monthly basis.
• Manage the registration and completion of the assigned training courses on the WSI sales training platform for the new sales team members.
• Provide information to the Sales Trainer on the areas of improvement of the Center Sales Team on a monthly basis
  
  

Collaboration Enablement

• Ensure compliance from the sales team on their commitment to the other functions in the center with respect to the touch points with the students.
• Conduct an alignment session on a monthly basis with the Center Head of Coaching to define a plan to achieve IR targets.
• Jointly conduct a weekly alignment meeting with the other functional heads in the center to address issues that arise.
• Collaborate with the center DSF Team Lead to update on supply conversion and feedback on leads effectiveness.
• Collaborate with the TMK Manager to update on supply conversion and feedback on booking effectiveness.
• Share market insights with the Marketing team on a regular basis.
• Join a monthly cross-functional meeting between Sales, Marketing, TMK and DSF to align on market trends and priorities.
  
  

Team and Regulations Management

• Drive center recruitment efforts to build a team able to deliver high sales performance.
• Manage the schedule of the sales team members in a fair and balanced way.
• Ensure that the defined show distribution ground rules are respected by the Service Officer.
• Maintain high morale within the sales team in the center.
• Prepare the monthly and quarterly sales performance management review in coordination with the RHOS and the HR Department.
• Ensure that the overall look and feel of the center is warm, welcoming, tidy and clean.
  
  

Team Management Scope

• Direct reports: 4-8 Educational Consultants
• Indirect reports: 1 Service Officer Supervisor
  
  

While the above includes a description of the essential functions of the position, other duties may be assigned. This job description is subject to change at the discretion of management.

Job Requirements

Experience and Education

• Minimum relevant experience: 6 years
• Minimum supervisor experience: 3 years
• Minimum academic requirement: University/college degree
• Major subject: Business Administration, Economics, Sales & Marketing preferred
  
  

Communication and Language Requirements

• Internal communication: Across all departments
• Written language: English and Vietnamese
• Oral language: English and Vietnamese
  
  

Required Competencies

• Leadership and integrit
• Understanding of core sales principles: sales pipeline, forecasts, planning and techniques.
• Premium sales and service experience (Real Estate, Insurance, Finance & Banking, Education, Luxury retail, HR Recruitment - Headhunting, Premium Health & Fitness).
• Able to work under pressure with flexible hours including evenings and weekends to meet and exceed sales targets.
• Active listener.
• Able to present idea convincingly with high level of energy and positivity.
• Solution-driven mindset and strong negotiation skills.
• Strong closing skills.
• Professional appearance, confident attitude and great interpersonal skills.
• Ambitious, competitive, resilient and self-driven with a hunger for success and clear goals in compliance to the organization's policies.
• Ability to engage with prospects both face-to-face and over the phone.
• Customer service-oriented mindset.
• Eager to work collaboratively with colleagues to achieve success as a team.
• Able to use with Microsoft suite confidently and accurately.
• Willingness to learn and challenge themselves.
• Experienced in leading and motivating a high-performing sales team to consistently exceed targets and drive revenue growth.
• Dedicated to cultivating the professional growth of sales staff through ongoing training, coaching and mentoring to enhance their skills performance and overall career development.
• Understanding of or experience within English Language Teaching sector is a plus