ROLE PURPOSE
The primary objective of the Key Account / Vertical Lead: Corporates (FMCG) is to take responsibility for managing a team of Key Account Managers attached to Corporates within and outside Nairobi and the wider EA community to assist in the achievement of sales targets through the allocation of territories and targets resulting in outstanding sales performance.
ROLE REQUIREMENTS
Related Tertiary qualification and Vendor Certifications and at least 5 years’ sales experience in a large ICT company of which 2 years’ are at Middle Management Level.
Excellent leadership skills, good communications and presentation skills, with the ability to operate at client senior executive levels.
Proven success prospecting, building a pipeline, moving opportunities through the sales cycle.
KEY OUTPUTS
Aligning to the sales strategy ensuring local and global strategic objectives are met.
Ensure that sales procedures and policies as defined by the sales leadership are implemented and followed.
Drive a sales culture by sharing best practices and developing cross functional relationships.
Provide input into the development of the tactical strategy as well as develop and implement a supporting operational strategy. Understand and align team to the Client Segmentation Strategy ensuring that the right level of resource is allocated.
Effectively manage Cost of Sale through the best possible use of available Pre-Sales and Client Advocacy Resources.
As a Leader in the EBU team, The Sales Manager will have a deep knowledge base of Liquid Intelligent Technologies’ (LIT) solutions and services and shares best practice and lessons learnt with internal and external stakeholders. By using case studies, they will be able to reference and articulate LIT’s capability, to build credibility with the client and their sales teams.
With in-depth industry knowledge, share best practice and lessons learnt with internal and external stakeholders.
The Vertical Lead will be responsible for the co-ordination of the activities of their sales teams, setting and measuring performance targets, account allocation and enforcing the execution of the client account plans, call planning and opportunity qualification.
Responsible for pipeline management and accurate forecasting and the development of qualification approaches to maintain healthy pipelines by ensuring resources are correctly allocated.
As the final point of escalation, resolve internal and external sales related issues. Take ownership of the full sales process and contributes to the pre-sales process as required.
The Sales Lead plans and organizes multiple work outputs by assigning priorities and continuously reviewing objectives and goals.
The Sales Lead will support their sales teams by attending key client meetings and articulate how LIT can add value through our services and solutions whilst leveraging their relationships and knowledge of the client environment to assist at every stage of the buying cycle.
The Sales Lead should demonstrate commercial acumen guiding their teams to deliver the best business outcome, ensuring a favorable price, and protecting margins. Provide support to enable buyer centric sales conversations. The individual will use case studies that are able to reference and articulate organizational capability to obtain client buy-in.
Act as mentor and coach for the team and an advisor assisting the sales force to set and keep to priority activities.
Act as people managers by partnering with the organization to attract the right sales talent.
Develop annual territory plans and manage monthly and quarterly reporting and forecasting processes to track team performance.
CLOSING DATE: 10 SEPT ’21 (If you have not been contacted within 28 days after the closing date of this advertisement, please accept that your application was unsuccessful)
Apply via :
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