JOB SUMMARY:
Reporting to the Sales and Marketing Director, the incumbent will be responsible for achieving the sales goals of the New Business team by setting and managing the sales objectives and sales activities through established sales plans/tactics to deliver or exceed the individual and team target in order to achieve maximum profitability through recurring revenue and top line growth in line with the organizational vision and values.
MAIN DUTIES AND RESPONSIBILITIES:
Responsible for meeting and exceeding set revenue targets for the New Business Team.
Strategy: Manage & execute the New Business acquisition strategy as set by the Sales Execution Framework – Goals, Objectives & Activities Work
Responsible for the recruitment, training (on products and sales process), performance management, development and motivation of the team.
Assist in the building of a strong, competitive value proposition for the targeted verticals and client segments based on client feedback and segment observations/trends. Work with the relevant departments on the delivery of this
Responsible for the team selling the right product mix of our Connectivity, Cloud and Communication services to the right verticals and client segments.
Maintain awareness of market trends in the industry and provide timely, accurate, feedback and market intelligence to the product development team and the Head of Business Services regarding competitive pricing, and strive to maintain maximum profit margin.
Set the tactical direction of the new business consultants’ activities in the short and medium term, including:
Opportunity planning for the top deals in the pipeline to understand the clients’ business drivers and the decision-making process
Review & implementation of quarterly accountability matrixes for each account manager
Weekly performance reporting and tracking of the set metrics
QUALIFICATIONS, SKILLS AND EXPERIENCE:
A degree in Business Administration or related discipline-sales management and proficiency in Computer packages.
Post graduate qualification desirable.
Minimum 8 years sales experience 4 of which must be in a Managerial capacity
Proven track record in recruiting, managing, motivating, coaching and developing a sales team. Working experience in the Telecommunications and / or IT industry.
Proven track record in managing sales to corporate clients in Telecommunications and / or IT industry.
Competent Skills/Traits required:
Strong problem solving skills.
Networking
Professionalism
Driving for results
Planning & organizing
Business insight
Driving innovation
Leveraging people skills
Driving for performance
Ability to lead others
