Senior Manager Sales - Durban Verfied

Salary Negotiable Durban, Kwazulu-Natal Durban, Kwazulu-Natal more than 14 days ago 29-04-2016 7:30:30 AM
27-05-2016 7:30:30 AM
The purpose of this role is to lead the Sales team by understanding customer needs and vision from a customer management perspective, match it against the full breadth of different value proposition, and position it in suitable way in order to generate budgets and close deals. This includes the management and development of accounts, to maximize turnover and profit, the achievement of personal targets and contributing to overall profitability, success and positive image of the company in the marketplace.
Role Requirements
1. Selling
Objectives:
• Grow revenue through hunting of new sales
• Responsibilities:
• Identify opportunities to sell product and service offerings to, including crossing selling, upselling into existing customers
• Achieve and/or exceed sales targets (quarterly and annual)
• Generate leads and opportunities through liaising with partners, suppliers and customers
• Create and manage a sales pipeline for at least 3 years at any one time
• Grow market share for existing products and customers
• Assists with the development of marketing strategies and sales plans to achieve sales targets
• Prepare budget proposals and lead relevant tender responses
2. Account Management
Objectives:
• Land and expand on new and existing accounts
• Responsibilities:
• Develop and execute account strategy for major accounts and opportunities
• Target and gain access to decision makers in key prospect accounts
• Adept at all facets of the sales process from lead generation into account management and development
• Regularly visit key and prospective clients to understand their businesses and generate demand for solutions and related services
• Facilitate account revenue maximisation through the account management activities
• Achieve positive ratings from customer satisfaction surveys
• Successfully negotiate contracts
3. Bid Management
Objectives:
• Management of bid portfolio to win tender contracts
Responsibilities:
• Identify bid opportunities of particular value to pursue
• Refine existing bid management process as necessary
• Manage the bid process from qualifying the bid, assembling the required team and project managing the process till completion to produce a quality bid/tender response
• Manage bid teams (virtual, internal, within Group, with external partners) by soliciting and consolidating input from various stakeholders
• Overall accountability and contribution to the written proposal, both in terms of the content and presentation
• Ensure our client is listed on tender databases and registered on government supplier lists
• Reporting on Win/Loss ratio and gathering post bid reviews to constantly improve our clients bid win ratio
4. Governance and Administration
Objectives:
• Reduce business risk
Responsibilities:
• Develop and continuously improve a standardised sales process
• Accurate, timely sales and pipeline reporting (actuals and forecasts)
• Capture, maintain and disseminate accurate and relevant prospect information using CRM
• Facilitate and lead weekly sales meeting including accurate minute taking, track deadlines and completion of actions
• Review and approve quotations and proposals from the Sales team
5. Management
Objectives:
• Line management responsibility for both private and public sector Sales teams
Responsibilities:
• Lead and manage Sales team to achieve organisational targets
• Cost containment pertinent to the Sales team
• Keep team including own self updated on product & services knowledge
• Structured management cadence (regular staff meetings and reviews)
• Ensure that all staff have appropriate personal development plans
• Establishes performance standards; communicates and translates vision into actionable results.
• Provides on-going performance feedback, applies progressive discipline and obtains permission to terminate employees when required.
• Identifies talent and develops training plans and acquisition of resources for staff to ensure knowledge remains current and that staff grow their expertise.
• Close liaison with related departments (Product Portfolio; PMO; Development; Professional Services; Support; Marketing).
Education & Qualification
• Relevant Bachelor degree or related Sales Qualification
• A post graduate management qualification would be an advantage
Relevant Experience
• +7 years Sales experience including 5 years in the ICT environment
• Experience working on complex deals with a proven track record in winning business and closing market opportunities
• Solid experience networking with senior and executive level stakeholders
• Creating market demand for software products and successfully selling these through close partnerships with
• Solution selling i.e. analysing a customer dilemma and positioning the company as the ideal solutions provider to address the customer need
• Deal making practical experience, including door opening, solution selling (as above) through to practical application and implementation
• Sales experience in the ICT consulting or corporate space would be advantageous
• Preparing budget proposal and tender responses
• Working with business and technology experts to develop complex software solutions
• A demonstrated expertise and experience in positioning technology solutions to executive and technical personnel and business decision makers by reinforcing the value of the technology to the customer’s overall business and/or strategic opportunities
• Building relationships with senior customer decision makers
• Participation in marketing and sales events
• Governance and risk management frameworks
• Leading diverse teams to collaboratively achieve business goals.
• Demonstrates an intellectual and professional leadership style that earns respect and credibility of team and other stakeholders.