About the Role
Sales Manager manages large complex deals where the decision maker relies on key recommenders and influencers from within the organisation to advise and guide his/her decision. These deals are large and involve multiple individuals in the decision-making process. The role requires managing the political landscape of the “Buying Centre” to achieve desired outcomes. The Sales Manager is responsible for achieving consistent growth in the customer base and national sales figures by managing sales team activities, supervising and directing the team for optimum performance, carrying out senior-level negotiations, and contributing to the company's strategic success.
Key Responsibilities
- Manage the performance and activities of the sales team including coaching, hiring, setting KPIs, and conducting regular reviews to ensure sales targets are met.
- Implement formal management systems, pipeline sanitisation, and score card processes to drive consistent results.
- Identify and manage 'high flyer' performers (20%), develop the 'vital core' (70%), and manage the bottom 10% of staff.
- Maintain internal/external networks to understand business, economic, and commercial challenges.
- Lead relationship building with Principal Vendors, including negotiations on pricing and procurement.
- Recommend and manage P&L and budgets for the business unit.
- Lead demand-generating marketing and sales activities.
- Advise the Pricing and Decision Support function on solution pricing.
- Collate new business details and report performance against Business Development objectives.
- Collaborate across the Altron group to leverage opportunities, drive cross-selling, and upsell.
- Ensure in-depth understanding of business unit strategy, growth plans, value drivers, and risks.
- Develop and implement operational improvements to impact service, profitability, and cost performance.
- Construct detailed customer business plans.
- Set individual performance objectives and manage team development, training, and career progression.
- Ensure governance, risk management, and compliance with Altron initiatives.
Requirements
- At least 8 years progressive experience within a professional services business, including managing and growing a professional services/solutions practice.
- At least 8 years solutions sales experience with a documented track record in selling high-end, rich, and complex IT solutions.
- Business Management degree or equivalent qualification; Management/Leadership program; MBA or equivalent qualification.
- Competencies: Good Business Acumen, Corporate Governance, Auditing processes, Solution Sales Methodologies, Industry/Domain knowledge, Entrepreneurial spirit, Assertiveness, Leadership, Attention to detail, Conflict management, Professionalism, Presentation skills, Customer relationship management.
- Behavioural/Learned Competencies: Communicating and Informing, Results Driven, Complex solution Sales & Support, Organised and Thorough, Differentiation/Justification/Persuasion, Prospecting, Selling Against Competition.
- Hygiene Factors: Copes with Change, Desire to Develop & Grow, Integrity/Values & Trust, Logical Thinker, Passion for customers & Excellence.
Pay: R90 000,00 - R120 000,00 per month
Work Location: In person
