Head of Marketing & Sales - Western Cape
Main purpose of this role: High level from Strategy: Enduring value and a sustainable return on investment to all our stakeholders.
Job Specification
To commercialise and monetise TSIBA Business School assets such that non-donor income realises in excess of 40% annual income. The realisation of this strategic target includes, but is not limited to growing TSIBA’s property income, international fee-paying students, TSIBA postgraduate student fee revenue, and sourcing and managing of income generating project initiatives for TSIBA Business School and the TSIBA Ignition Academy.
Key Performance Areas/ Responsibilities:
KPA 1: Product and systems definition and capability (60%)
- Develop and implement Sales & Marketing strategy.
- Conduct reviews with the team to provide insights for the improvement of sales and marketing strategies.
- Strive to maintain maximum profit margin & conduct regular performance reviews.
- Compile regular sales reports and provide timely feedback to the executive team regarding performance.
- Identify emerging markets and opportunities including executive education and rental income.
- Manage budget and control expenses to meet budget guidelines.
- Meet with the Finance and Academic teams to help interpret contracts and commercial terms.
- Ensure the team meets or exceeds all activity standards for prospecting calls, quotation and closing of all sales leads.
- Ensure the team meets or exceeds their monthly and yearly sales targets.
KPA 2: Sales (20%)
- Drive and convert sales from income generation opportunities and create new leads and opportunities for income.
- Track and analyse overall revenue generated and monitor sales performance.
- Manage and monitor Sales Productivity, eg. Sales Win Rate and average time it takes to close a deal from the first contact.
- Track Sales pipeline velocity and manage and analyse conversion rate.
- Track and report on trends for sales cycle length.
KPA 3: Marketing (10%)
- Drive Leads generation (Marketing Qualified Leads (MQLs) and track the number of leads that meet the marketing team's criteria.
- Monitor conversion rates, e.g. percentage of website visitors or leads who take a desired action.
- Drive Brand Awareness campaigns and track social media reach and brand impressions.
- Track and analyse engagement metrics.
- Identify where website traffic is coming from (organic search, social media, referrals).
KPA 4: Relationships & Team Management (10%)
- Manage Marketing and Sales team.
- Work closely with fundraising team and collaborate with Academic and Finance teams.
- Manage client relationships, identifying opportunities for new contracts.
- Analyze data and create reports to identify areas of business growth.
- Manage Relationships across the TSIBA community and external stakeholders.
- Create and maintain a client communication platform.
- Promote cross-departmental communication.
Competencies Required:
- Relationship Building
- Strong Communication Skills
- Problem-Solving and Decision-Making
- Industry and Product Expertise
- Adaptability and Resilience
- In-depth understanding of education sector and industry trends
- Ability to embrace new technologies and adjust strategies based on market/industry shifts
Experience and Qualifications:
- Postgraduate qualification (any field), Masters / MBA level preferred.
- Strong Sales and Marketing ability and experience (minimum ten years).
- Confidence in ‘sales’ discussions and presentations.
- Excellent relationship management and interpersonal skills.
- Excellent administration and organization skills.
Monthly Salary: Market related
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