Our client in the Digital industry is looking for a Senior Sales Representative to join their team.

How role contributes to the purpose of the business:
By crafting our sales strategy, and the application of rigorous sales practises and processes and building relationships with potential clients and getting new clients to buy our offering, our high performing sales person will ensure the company becomes the go-to team to supply talent and therefore meet our customer acquisition and revenue growth targets.

Top three outcomes of role:
1. Build the sales competency, practises and processes in the business and build relationships with potential clients to achieve growth targets of acquiring at least 2 new clients by the end of 2021. Acquire at least 1 new blue chip client in the financial services sector and 1 other blue chip client not in the financial services sector alternately at least two medium-sized enterprises that require a minimum of 5 (with potentially more in the future) digital resources for 12 months or more. The industries that these companies operate in need to not be classified as financial services in order to diversify the client base of the company. New clients will need and want to change/reform their digital user experience for the better and have the necessary budget and executive buy-in to do so.

2. Inline with our OKR, increase the company’s visibility across existing and new clients, ensure potential clients are informed of our value proposition and the benefits of working with our company and in doing so become the trusted partner for the customer and go-to person when they need a new resource.

3. Work closely with executives to establish better practices and processes in the business to better support and optimize the sales pipeline, business development initiatives and customer experience as they move through the sales funnel from know us, to like us, to trust us, to buy us, to rebuy us and to refer us.

Key Accountabilities:
- Build sales competency, practises and processes in the business and build relationships with potential clients and close new clients in order to achieve client growth targets.
- Establish practices and processes in the business to better support and optimize the sales funnel and customer experience.
- Continuously gather information about new potential clients to ensure we provide better service, can continue to sell and upsell to the existing clients and cater to their ad hoc needs.
- There must be an increase in our visibility across existing and new clients
- We must enhance and improve our sales and business development tools and capability.
Indicators of Effectiveness (Metric):
- Acquiring a minimum of 2 new clients by the end of 2021. 1 new blue chip client in the banking sector and 1 other blue chip client not in the financial services sector alternately at least two medium-sized enterprises that require a minimum of 5 (with potentially more in the future) digital resources for 12 months or more. Leverage an existing network to start the process.
- Build and promote strong, long-lasting relationships with key employees among potential customers to understand their needs and push them through the sales funnel mentioned above. At a minimum ensure at least two face-to-face engagements (coffee, formal meeting or leisure activity when allowed) with each potential client on a weekly basis.
- Design and implement a scalable sales process to drive clients through the funnel mentioned above and present to management within 1 month of starting and ensure it is adhered to correctly with quarterly review sessions to refine.
- During quarterly strategic meetings contribute to the refinement of the strategy cascade by researching and presenting qualified new clients, emerging markets and market shifts and provide informed information on differentiators and competition status within the market so as to better guide the strategy of the business.
- Conduct a monthly sales meeting, with an agenda to support the growth targets of the business. Report to CEO on a weekly basis with a sales update report for initiatives completed in the week and pipeline status as well as key focus areas for the coming week and intended initiatives to move the pipeline forward.
- Client Intelligence Framework should be updated daily at a minimum.
- Detail and document within the client intelligence framework information about our potential clients key personnel including competitors they are working with and communicate this information to the executive to assist in the refinement of our value proposition.
- Drive, with input from the executive, the monthly forecasts within the business using knowledge and experience in previous roles combined with information gained from potential clients.
- Ensure all forms of client-facing communication, powerpoint presentations, sales packs, brochures, on-boarding packs conform to the defined CI guide and are available and up to date with the most recent and relevant information in the shared drives.
- Drive, with input and alignment from the marketing department the design and implementation of a sales strategy. The strategy should leverage the increased visibility of the brand across linkedin, instagram and our website (based on the company’s content and social media plan) to get in front of potential clients for a meeting. The sales strategy should expand the company’s customer base and ensure it’s strong presence reducing our exposure and risk to only 2 blue chip clients. The sales strategy should be presented to management within 1 months of joining and should guide the sales actions, as we push potential clients through the sales funnel mentioned above, for the next year in order to meet targets of new client acquisition.
- Drive, with input from the executive, the monthly forecasts within the business using knowledge and experience in previous roles combined with information gained from potential clients.
- Ensure all forms of client-facing communication, powerpoint presentations, sales packs, brochures, on-boarding packs conform to the defined CI guide and are available and up to date with the most recent and relevant information in the shared drives.
- Conduct critical client negotiations for service contracts and costs.
- Assist the client relationship manager with initiatives for up-selling and/or cross-selling additional talent within existing clients.

Knowledge and skills :
- Tertiary qualification preferrable (not critical)
- Knowledge of customer service practices
- Excellent verbal communication skills
- Excellent interpersonal and written communication skills
- Analytical problem -solving skills that ensure problems are solved quickly and have foresight into potential issues
- Leadership skills, with steadfast resolve and personal honesty and integrity.

Experience :
- Ideally 2+ years of experience as a Senior Sales person preferably within the digital and technology recruitment sector
- Demonstrated track record of meeting and exceeding goals as an individual
- Successful experience building a territory from little or nothing
- Experience in working with complex, multi-divisional, multi-geographical customers.

Competencies:
- Professional and proactive work ethic
- Impressive executive presence
- Ability to build relationships with customers
- Innovative, generating original solutions and lots of ideas
- High achieving, ambitious and results-oriented
- High competence in project and stakeholder management
- Ability to create structure in ambiguous situations
- Analytical mind
- Ability to identify opportunities for change, ideate on concepts and develop sales initiatives with the sales team
- Ability to quickly adapt to change