NOTE: Candidate must have current residence (previously and now wishes to return) in Eastern Cape
Main Purpose
To provide leadership to the Public-Sector Sales segment by directing the development of short and long-range objectives, strategy, policies, budgets and operating plans for the segment. The role is focused on maintaining and growing sales and revenue from existing and new clients and securing profit contribution by managing a division, establishing and accomplishing business objectives, acquiring blue chip accounts, growing listed accounts, and delivering targeted Contracted Revenue and margin growth.
Operationalise the segment strategy
- Drive the strategic plan to advance the segments strategic goals and objectives and to promote revenue, profitability and growth.
- Plan, develop and implement strategies for generating resources and/or revenue for the company.
- Formulate and execute strategic policies.
- Review group policy matters and ensure they are carried out.
- Review activity reports and financial statements to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
- Evaluate performance of employees for compliance with established policies and objectives of the company and contributions in attaining objectives.
- Represent the company at legislative sessions, committee meetings and at formal functions.
- Promote the company to local, regional and national constituencies.
- Build relationships with stakeholders at a high level.
- Maintain a high level of knowledge of client's business.
- Drive new business development.
- Responsible for achieving revenue and profit targets.
- Recommend future Capital Expenditure needs and requirements through business cases.
Management of Sales Segment
- Develop sales strategy for the segment to achieve annual target.
- Constantly attempt to grow profit levels through innovative ideas, new business and client spend enhancement.
- Lead team (through Sales Managers) or directly to understand the customer's business and the associated strategies, plans, competitive position and trading methods in order to create a partnering concept to build solutions.
- Oversee day-to-day operations of specific sales segments.
- Provide strategic direction to the sales segment based on targets and market dynamics.
- Focus on short-term and long-term objectives.
- Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.
Sales Management
- Identify and pursue large strategic solution sales opportunities and leads.
- Direct strategic account planning and leadership in all prospective targeted accounts within Blue Chip account list.
- Ensure account plans are presented in accordance with the Big Deal process.
- Analyze statistical data related to prospective client's businesses and industries to identify market trends for products and services to assist with growing and winning new business.
- Formulate strategies to market for nominated accounts in conjunction with the propositions and industry vertical.
- Drive accelerated revenue growth by identifying potential markets for new and existing products and services in acquisition accounts.
- Deliver the necessary input to bid centre to ensure on-time delivery of high-quality bid proposals for prospects.
- Develop partnerships on account strategies.
- Develop an acquisition relationship plan for accounts.
- Accountable for CRM input and strategic account and deep dives.
- Drive innovation programmes and customer events.
- Direct virtual teams during sales process, including unsolicited proposals and business case proposals to clients.
- Facilitate account relationships at CXO level.
- Assist KAM's in transforming the value proposition to include digital solution selling.
Ensures delivery of all financial targets
- Evaluate performance, risks in nominated accounts and revise plans where appropriate.
- Establish appropriate relationships with customers and leverage those relationships to win new business.
- Secure, manage and deepen the customer relationship with the long-term focus of expanding the overall product suite and the introduction of specific propositions as well as introduction of new products over an agreed time span.
- Ensure cross-divisional functions work collaboratively within the company to drive the sales agenda and ensure alignment with overall customer strategy.
- Pre and post-sales fulfilment in areas to ensure seamless introduction of new products, services and propositions to Blue Chip accounts.
Responsible for content of proposals submitted to customer, both in response to requests for proposal (RFP) and proactive (unsolicited).
- With the support of the Bid Office, actively participate in the development of high quality, strategic proposals which incorporate key solutions.
- Provide an executive summary that is customer specific, to be incorporated into the proposal.
- Responsible for the follow-up presentation associated with a proposal submission.
- Oversee, review, approve and provide “C” level sponsorship for proposals undertaken by bid team.
Ability to ensure partnership with prime and subcontractors within the listed Blue-Chip accounts to ensure that Company can participate with success.
- Introduce, vet, lobby for service providers to be used in preparing holistic proposals for clients for us to compete successfully.
- Ability to contribute and provide business cases to “C” Blue Chip accounts prior to RFP releases to avoid the lengthy RFP process and increase the win ratio.
Key Decisions:
- Decide on strategic sales plan with a view to grow revenue within existing and new customers.
- Decide on business opportunities that are strategic from a revenue perspective or complex in nature, requiring high-level complex selling skills.
- Decide on sales strategy for the segment to achieve annual target.
- Identify Blue Chip targeted accounts.
- Approve pricing discounts where applicable in accordance with the account strategy.
Accountable for:
- Planning, developing and implementing strategies for generating resources and/or revenue for the company.
- Monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities align with sales strategy and business objectives.
- Leading team (through Sales Managers) or directly to understand the Customer's business and the associated strategies, plans, competitive position and trading methods in order to create a partnering concept to build solutions.
- Providing appropriate management information as required in an accurate and timely manner.
Formal Qualifications Required
- Undergraduate technical/professional degree - Essential.
- MBA or appropriate Post Graduate degree - Desirable.
Job Related Experience Required
- Proven track record of target driven sales achievement in financial services, resources/mining or retail markets - 8 Years - Essential.
- Complex and Solution Sales experience (Digital is an advantage) - 5-8 years - Essential.
Job Related Knowledge Required
- Business & Commercial Awareness.
- Extensive and strong business acumen with a deep strategic perspective and ability to quickly understand business strategy.
- Broad understanding of telecom services/technology.
- Broad understanding of customer needs; business cases and how customers use our technology.
Job Related Skills Required
- Strategic Influencing skills.
- Top level communication and presentation skills.
- High levels of tenacity/perseverance to “make things happen”, both internally and externally.
- Innovative with leadership qualities.
- Performance focused & drive for delivery.
- Interpersonal abilities to ensure internal and external stakeholder management.
- A collaborative and leadership approach.
Desired Skills:
- Forecasting.
- Leadership.
- Sales.
- Sales Management.
- Strategy.
Employer & Job Benefits:
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