Role Purpose

Responsible for developing and executing sales strategies, managing key accounts, expanding our customer base and driving revenue growth.

Requirements
• Bachelor’s Degree or equivalent
• 5-7 years’ experience in sales and business development
• Experience in working with complex, multi-divisional, multi-geographical customers
Skills

• Working closely with C-Suite executives internally and externally
• Strong ability to assess product-market fit and prioritise initiatives based on potential impact.
• Result Orientated
• Networking
• Collaborating
• Technologically savvy and familiar with APIs
• Track record of success in sales
• Leadership and team management
• Communication
• Analytical
• Customer focused

Duties and Responsibilities

INTERNAL PROCESSES

• Develop and implement sales strategies to achieve revenue targets.
• Identify and participate in industry events and conferences to promote the company's brand and services.
• Drive new business and partnership opportunities by identifying new opportunities to expand the Dots Africa platform.
• Develop, coordinate, and execute an effective strategy and sales process to help business development meet revenue targets across the assigned region.
• Conduct market research and analysis to identify trends, opportunities, and competitive threats.
• Monitor and report on sales activities, including calls, meetings, proposals, and conversions.
• Collaborate with the marketing team to develop and execute campaigns, promotions, and content that support sales goals.
• Manage the sales process from lead generation to closing, including proposal development, contract negotiation, and account setup.
• Ensure that sales processes, procedures, and policies are followed consistently across the team.

• Develop and implement sales forecasting and pipeline management processes to ensure accurate and timely revenue projections.
• Monitor and analyse sales performance metrics, such as win rates, sales cycle length, and customer acquisition costs, to identify areas for improvement.
• Manage the customer success team to ensure that customer needs are being met and that feedback is being incorporated into sales strategy and tactics.
• Monitor market trends and customer needs to identify opportunities for new products or services that could drive revenue growth.
• Coordinate with the marketing team to develop sales collateral, presentations, and proposals that effectively communicate the value of Dots Africa's services to potential customers.
• Collaborate with the engineering and development team to set up or configure our software platform as per customers’ requirements and troubleshoot technical issues raised by customers.
• Oversee the planning, tracking, and completion of all project tasks throughout the customer onboarding process.
• Oversee the project schedule and lead regular onboarding meetings with the different stakeholders.
• Enable successful roll-out of Dots Africa features to customers, including sharing and developing relevant creative assets, brainstorming ideas, and attending launches virtually or in-person.

STAKE-HOLDER MANAGEMENT

• Represent the company at industry events, trade shows, and conferences.
• Develop and maintain relationships with key decision-makers and influencers in target industries.
• Build and maintain relationships with key account partners, strategic partners and stakeholders to drive revenue growth and increase market share.
• Support all aspects of deal execution, including prioritising partners, strategic and product assessment, transaction structuring and negotiation.

PEOPLE

• Manage and motivate a team of sales professionals to achieve individual and team targets.
• Collaborate closely with cross-functional teams such as Customer Support, Product, Development, Finance and Legal/Compliance to ensure customer satisfaction and service delivery.
• Develop and execute sales training programs to improve the skills and performance of the sales team.
• Develop and manage sales incentive programs to motivate and reward the sales team for achieving targets and exceeding expectations.
• Provide regular sales training and coaching to the sales team to help them improve their performance and achieve their targets.
• Recruit technology partners to resell Dots360 to their customer base.

FINANCE

• Develop and manage sales budgets, forecasts, and pipeline reports.
• Provide regular feedback to exco on sales performance and market trends and customer feedback.
• Participate in the development of pricing strategies, proposals, and contracts.
• Manage the sales budget, including forecasting revenue, tracking expenses, and allocating resources to maximize ROI.