About the position
Main Purpose
To provide leadership to the relevant segment sales team by directing the development of short and long-term objectives, targets, policies, budgets, and operating plans for the sales team. Establishes organizational hierarchy and delegate limits of authority to subordinates in relation to legal, people, financial and operational issues. Obtain profit contribution by managing a relevant segment sales team; establishing and accomplishing business objectives. Draft and ensure implementation of the company’s retention strategy and growth strategy to maximize the existing customer base thereby ensuring a high percentage level of in contract customer base. To assist the sales teams to meet and exceed their financial targets and to ensure Customer satisfaction measurements are met.
Compile and Operationalise the Segment Strategy
- Compile and drive the strategic plan to advance the assigned segments strategic goals and objectives and to promote revenue, profitability and growth.
- Manage multiple business priorities concurrently while delivering on the business as usual requirements of the company.
- Develop an understanding of the department’s revenue contribution and or revenue influence to enable granular tracking of quarterly targets.
- Develop an understanding of the department’s cost structures to enable granular tracking of OPEX and CAPEX.
- Review activity reports and financial statements to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
- Understand and operationalize the complexities of the companies operating model to focus on quarterly and annual objectives.
- Assisting internal teams to achieve and exceed customer satisfaction measurements
- To provide leadership of the sales team, to recruit, develop, coach, mentor & retain individuals to ensure a motivated sales team to meet and exceed sales targets.
- Evaluate performance of employees for compliance with established plans and objectives of the company and contributions in attaining sales and strategic objectives.
- Review group policy matters and ensure they are Implemented specific to the segment.
- Relationship building with stakeholders at a high level.
- Drive new business development within the relevant segment using account planning as a basis.
- Lead a collaborative culture based around cross-functional teamwork, pursuit of excellence and customer first focus.
- Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives
Management of Sales Segment
- Develop portfolio plans for the segment to achieve annual target
- Constantly attempt to grow profit levels through innovative ideas, new business and client spend enhancement.
- Lead team directly to understand the Customer’s business and the associated strategies, plans, competitive position and trading methods to create a partnering concept to build solutions.
- To understand trends and market dynamics in the vertical segments in the portfolio to enable positive opportunity engagements with customers and potential customers.
- Engage in key or targeted customer activities
- Ensure detailed account plans for relevant sales segment to identify and manage the customer strategically and ensure long term profitable relationships for both parties.
- Champion continuous improvement across the business unit.
- Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.
Implement and ensure Compliance to Sales Cadence
- Manage defined Sales Cadence including but not limited to Logging of opportunities and opportunity management, commitment of opportunities and management thereof to ensure accurate forecasting for comany. Use [URL Removed] as the tool to ensure accurate qualification and forecasting of the account pipeline.
- Achieve the current defined ACV and TCV and revenue targets
- Maintain current revenue run-rate business within the established account portfolio.
- Oversee operations to include evaluating operating and financial performance
- Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives
- Undertake key client and prospect engagement, where appropriate, to support team and business unit objectives
Management of internal and external stakeholders
- Develop and implement a strategic sales plan with a view to retain and grow revenue within existing and new customers.
- Pro-actively liaise with other company functions (e.g. product management / marketing / finance / operations and other OpCo’s across the group) aimed at maximizing profitable revenue growth and customer satisfaction.
- Establish resilient relationships at Senior Management and Executive level with our Strategic Clients and/or decision makers Engage with the marketing team to position company in the market.
- Leverage technology, manage and support the sales and external partnering processes.
- Establish strategic partnerships in the Industry.
- Work closely with internal teams - technical, commercial, product management and other OpCo’s, support teams to ensure close link between customer requirements and our ability to deliver excellent service.
People Management
- Display leadership skills and thus can motivate the team to achieve synergy
- Drive the Performance Management process and ensure clear understanding within the Enterprise sales segment.
- Embed Coaching management in the business by conducting coaching sessions and sourcing formal training if required.
- Identify "Talent" by analysing KRA-ratings and participating in next line’s career development interviews.
- Monitor and advise on poor Performance Improvement Plans (PIP's) for poor performers together with line managers.
- Develop detailed annual succession plans for the respective area/s for Talent roles and ensure traction
- Monitor effectiveness of training interventions and adjust where required
- Plan resources for own business unit to meet recruitment demands
- Oversee key hiring and talent development programs
- Supporting the development of a healthy internal culture that retains key employees and encourages their professional development
- Optimize employee performance through setting clear performance expectations and conducting objective and regular performance reviews.
Retentions Management
- Ensure the teams engage with external and internal customers to ensure high level of quality support is provided.
- Ensure an in-depth analysis of all segments is conducted to provide KAMs, SM’s and Execs with trends found and suggest methods to counter these.
- Ensure weekly reports are provided to all Exec’s on all successful and unsuccessful cross and upselling opportunities
- Ensure Team is provided with adequate technical sales support throughout the sales process from the sales support and solutions team.
Key Decisions
- Decides on strategic sales plan for the relevant segment with a view to retain and grow revenue within existing and new customers.
- Decides on business opportunities that are strategic from a revenue perspective or complex in nature, requiring high-level complex selling skills
- Decides on Problem resolution requirements when required for both internal (Staff) and external (Customers)
- Decides on sales strategy for the segment to achieve annual contract value (ACV), (TCV) and Revenue target against Annual Operating Plan(AOP)
- Decides on annual succession plans for the respective area for Talent roles and ensure traction
- Decides on resources for own business unit to meet recruitment demands
- Decides on the tactical programs to pursue targeted goals and objectives
- Decides on the best value proposition and market positioning
- Decides on the Retention and acquisition strategy for the relevant segment to maximize the existing customer base to ensure a high percentage in contract customer base.
- Decides on Renewal and Retention pricing and contract terms in support of the revenue retention targets for the relevant segment.
Accountable for
- Accountable for the development of career management plans for identified roles together with line managers for the relevant segment.
- Accountable for resource planning for own business unit to meet recruitment demands.
- Accountable for monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy for the relevant segment and business objectives
- Accountable for planning, developing, and implementing strategies for the relevant segment generating New Business and hence revenue for the company.
- Accountable for leading team of Senior KAMS and KAMS directly to understand the Customer’s business and the associated strategies, plans, competitive position, and trading methods to create a partnering concept to build solutions.
Qualifications
- Relevant Degree (or equivalent),
- Relevant experience in sales and track record of achievement
Job Related Experience Required
- 8 years’ experience in sales management
- Experience in sales management in the South African telecommunications industry
- More than 6 years of relevant leadership and employee motivation experience
Job Related Knowledge Required
- Experience in strategic sales planning and execution.
- Experience in developing and implementing new strategies and procedures
- Proven track record in sales
- Proven track record in managing a Sales Team
Skills
- In-depth knowledge of the telecommunications industry.
- Ability to identify key strategic initiatives and drive to closure.
- Knowledge of contracting, negotiating and change management
- Ability to develop financial plans and manage resources.
- Ability to analyse and interpret financial data.
- Ability to develop and deliver presentations.
- Ability to identify and secure revenue sources.
- Professional written and verbal communication and interpersonal skills.
- Ability to motivate teams and simultaneously direct several projects.
Span of control
- Number of jobs | 1/2 Senior Account Managers and/or Key Account Managers
- Number of people | 6 - 12
Desired Skills:
- Retention
- Sales Management
- Stakeholder Management
- Strategy
- Team Management
