Sales Manager/Business Development Manager (Sandton) - Gauteng, Johannesburg
About the Client:
IT Company providing world class Outsourced IT services, IT support, software, hardware, networking, IT security, server, desktop support.
Role Summary:
The Sales Manager/Business Development Manager is responsible for driving new business growth, achieving revenue, and meeting profitability targets. This role involves leading and motivating the sales team, executing sales strategies, and maintaining strong customer relationships. The Sales Manager/Business Development Manager optimizes sales processes and ensures that the sales team is equipped to deliver exceptional results, with a high emphasis on execution and attention to detail. The role requires collaboration with other departments to provide the best outcomes for clients and the company.
Key Responsibilities:
- Sales Leadership: Build and manage a high-performing sales team, setting clear goals and providing coaching and mentoring.
- Revenue Generation: Develop and execute sales strategies to achieve revenue and profitability targets.
- Performance Management: Monitor sales performance metrics, analyze data, and implement strategies to improve results.
- Customer Focus: Build and maintain strong relationships with key clients, ensuring ongoing customer satisfaction and identifying upsell/cross-sell opportunities.
- Team Collaboration: Work closely with cross-functional teams (e.g., Support, Account Management, and Projects) to optimize sales processes and achieve company objectives.
Key Duties:
- Execute the sales plan to meet revenue volume and profit targets.
- Hire and onboard sales team members.
- Manage and coach the salesforce.
- Embrace and implement the company's Lead Generation and sales engagement process uniformly to scale success.
- Manage sales quotas and drive performance to meet targets.
- Lead daily huddles to drive activity and momentum.
- Drive leading activities to build pipelines.
- Implement sales plans to drive new business, cross-sell, and upsell.
- Conduct regular account planning with Business Development Executives to progress deals.
- Use critical thinking and analysis to identify root causes of issues and resolve them.
- Regularly attend client meetings with Business Development Executives.
- Implement training and metrics-driven coaching to improve team and individual performance.
- Monitor qualitative and quantitative lead generation metrics, providing feedback and coaching to improve volume and quality of outputs.
- Use CRM tools to track leading activities and performance.
- Align with other departments to ensure optimal outcomes for clients and the company.
- Maintain strong relationships with key clients.
Success Factors:
- Proven track record in B2B sales leadership and achieving new business revenue targets, preferably in mid-tier companies.
- Strong business acumen and understanding of the IT services industry.
- Exceptional communication and interpersonal skills.
- Ability to build and maintain strong customer relationships.
- Strong analytical and problem-solving skills.
Qualifications:
- BA in Business Administration or a related field.
- Ongoing category-specific formal and informal learning.
Desired Skills and Experience:
- A minimum of 4 years of experience in Sales Management within the IT services, ICT, or related business service industries.
- Proven track record of building and leading high-performing sales and lead generation teams.
- Demonstrated ability to implement and execute sales plans.
- Strong business acumen and understanding of financial metrics.
- Experience with sales forecasting, budgeting, and lead generation strategies.
- Experience in consultative selling in a B2B environment.
- Proven ability to build and maintain customer relationships.
- Excellent communication, presentation, and interpersonal skills.
- Proficiency in CRM and sales analytics tools.
- Ability to thrive in a fast-paced and dynamic environment.
- Understanding of IT industry trends and technologies.
Role Structure:
Reports to:
- Sales Director
Manages:
- Infield Sales Team
- Transactional Hardware Sales
- Lead Generation Team
- Sales Administrator
- Solutions Architect
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