About the position
Brief Description of Role:
The main purpose of this position is to manage and grow the Alliance partner relationship in a manner that promotes excellent customer experience, including effective administration of the Alliance account contributing to retention, and sales revenue growth in line with the allocated sales target.
Job Functions:
Contribute to growth profit of the portfolio
- Ensure that business target is achieved or exceeded by appointing, motivating, and managing Alliance partners
- Ensure that new opportunities within the Alliance structure that aid in business growth is identified and penetrated.
- Ensure that partners introduce and sell additional solutions into the respective business partners' customer base in line with the company's stack selling strategies.
- Ensure that an overall solutions stack selling methodology is adopted by the respective business partners and driven through customer engagements.
- Ensure that the sales representatives within the Alliance structure is fully trained on the company's solutions offering.
- Ensure that opportunities entered into the company pipeline are accurate and managed on a weekly basis with respect to days in the pipeline and on-one interaction with your partners to ensure quick close of the opportunities.
- Actively build and maintain relationships and ensure effective collaboration with all Alliance stakeholders.
- Ensure the appointment and onboarding of additional Alliance partners and then manage to obtain a constant flow of business.
- Ensure that nonperforming partners are managed in line with increased business growth objectives.
Achieve and maintain exceptional customer satisfaction
- Actively build and maintain relationships and ensure effective collaboration with all Alliance stakeholders.
- Develop and maintain strong relationships with existing clients, serving as the primary point of contact for all sales-related inquiries and activities.
- Ensure that you are fully trained and comfortable with the entire company solutions stack.
- Ensure additional services are tabled, approved and implemented in line with the company's add more value principles to the partners.
- Ensure that your customer service index (CSI) remains above a 90% threshold.
Customer retention
- Ensure that preventable churn within your partners customer base is measured and managed in line with a zero-churn culture.
- Conduct regular business reviews with clients to assess performance, address concerns, and identify areas for improvement.
General responsibilities
- Stay informed about industry trends, competitor activities, and market opportunities to identify potential leads and develop sales strategies accordingly.
- Utilize CRM software to track sales activities, manage pipelines, and generate reports for management review.
- Represent the business at industry events, conferences, and trade shows to network with potential clients and promote our products or services.
Behavioural Competencies
Communication skills
- Clear and effective communication, both verbal and written.
- Active listening skills to understand client concerns and requirements.
- Ability to articulate value propositions and negotiate effectively.
Strategic Thinking
- Strategic mindset to identify opportunities for business growth and expansion.
- Ability to analyse market trends, competitor activities, and customer behaviour.
- Developing and implementing strategic account plans to achieve sales objective
Problem solving & analysis
- Strong analytical skills to identify issues and propose solutions.
- Ability to troubleshoot and resolve customer concerns in a timely manner.
- Adaptability to changing circumstances and ability to think on their feet.
Team collaboration
- Ability to collaborate effectively with internal teams such as marketing, product development, and customer support.
- Contributing to a positive team environment and sharing best practices.
Time Management
- Excellent organizational skills to manage multiple accounts and priorities effectively.
- Prioritizing tasks and activities to maximize productivity and achieve goals.
Resilience and Persistence
- Maintaining motivation and resilience in the face of rejection or setbacks.
- Persistence in pursuing leads and overcoming obstacles to achieve sales targets.
Ethical Conduct
- Commitment to upholding high ethical standards in all sales activities, ensuring compliance with company policies and regulations.
Technical Competencies
Sales expertise
- Proficient in sales techniques, strategies, and methodologies.
- Strong understanding of the sales process from prospecting to closing deals.
- Ability to meet and exceed sales targets
Customer Relationship Management
- Excellent interpersonal skills to build and maintain strong relationships with clients.
- Ability to understand customer needs and provide tailored solutions.
- Expertise in account management to ensure customer satisfaction and retention.
Negotiation skills
- Expertise in negotiation techniques to reach mutually beneficial agreements.
- Ability to handle objections and address customer concerns effectively.
- Understanding of pricing strategies and value-based selling approaches.
Tech-Savviness
- Proficiency in using CRM (Customer Relationship Management) software and other sales tools.
- Ability to leverage technology for efficient communication, data analysis, and reporting.
Qualifications & experience
- Bachelor's Degree in Business Administration, Marketing or a related field.(nice to have)
- Proven track record of success in sales, with at least 5 years of experience in a similar role.
Skills
- Excellent communication skills, both verbal and written, with the ability to articulate complex ideas clearly and persuasively.
- Strong interpersonal skills and the ability to build rapport with clients and colleagues at all levels.
- Strategic mindset with the ability to analyse data, identify trends, and develop effective sales strategies.
- Proficiency in using CRM software and other sales tools to manage pipelines, track activities, and generate reports.
- Highly motivated and results-driven, with a passion for exceeding sales targets and delivering exceptional customer service.
- Ability to thrive in a fast-paced environment and adapt to changing priorities and deadlines.
- Willingness to travel occasionally for client meetings, industry events, and conferences.
- Effectively negotiating deals and contracts to benefit both parties.
- Ability to anticipate industry trends and market changes.
- Skill in developing comprehensive plans to achieve partnership goals.
- Proficiency in tools like PowerPoint, Keynote, or Google Slides.
- Respecting and understanding different cultural norms and practices.
Systems Knowledge
- MS Office - Intermediate
- Solid experience with CRM software
***Salary - R30 000 - R40 000 CTC (Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
