Senior Sales Manager

Description:

ROLE PURPOSE

The key function of the role is to drive sales revenue and margin, and execution thereof in the defined vertical segment through putting in place a clear and consistent account management strategy, with a view to create a clear focus for the enterprise segment and ensure that the portfolio management exceeds guidelines for each account. Provide leadership, direction, and resource stewardship to the segment’s sales function. As a senior sales leader, the person works closely with the Chief Sales and Marketing Officer for overall segment sales organization performance, the profitable achievement of segment sales organization goals, and for aligning segment sales objectives with firm business strategy.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

ROLE REQUIREMENT

• Primarily involved in the development, evolution and approval of the long-term vision across a function.
• Sets functional strategy and significantly influences business unit strategy.
• Understanding of the targets set (Revenue and Gross Profit) for each Account as well as each individual direct report, is imperative to delivering the target.
• Taking the lead and driving successful customer engagements coupled with engagement from the various Nexio support teams and back-office processes.
• Provides leadership to account managers.
• Gives regular, comprehensive and constructive feedback to team and conducts their performance appraisals.
• Proactively seeks feedback from team members and deals constructively with any criticism.
• Adjusts management style to get the best from the individuals within the team.
• Delegates work to team members taking into account their capacity, level of skill and exposure to different types of work and complexity.
• Provides clear instructions and direction, with reasonable deadlines.
  

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Formulate and implement high level strategies to drive sales in the identified segment.
• Define and execute operational strategy to acquire new customers within the identified segment.
• Define and execute operational strategy to grow share of wallet within existing customers in the identified segment.
• Drive high performance sales culture within the identified segment using a strong sales management system.
• Provide mentorship and coaching to salespeople in the achievement of their sales objectives.
• Accurately forecast in the weekly cadence to achieve organisational sales and financial objectives.
• Track sales team metrics – pipeline accuracy, forecast accuracy and pipeline coverage, target achievement – and coach for performance.
• Implement and execute on performance improvement plans for poor performance
• Drive strategic customer engagements at C-level within identified segment.
  
• Provide input into commercial negotiations for purposes of closing strategic deals.

JOB SPECIFIC REQUIREMENT

• Solid track record of managing key strategic accounts in both public and private enterprises
• Solid proven track record of achieving sales targets and sales execution
• Solid leadership skills

QUALIFICATIONS & EXPERIENCE

• Minimum Degree qualification (essential)
• Post graduate qualification advantageous
• Solid understanding of the ICT Industry products and solutions including Cloud, Cyber-security and Digital
• For the Public Sector Segment, a solid understanding of PFMA and government buying cycles – ability to interact within all spheres of government at strategic level
• Excellent verbal and written communication skills
• 5+ years of experience at management level
  

LEADERSHIP COMPETENCY REQUIREMENT

• Exceptional team management skills
• Excellent verbal and written communication
• Ability to delegate efficiently
• Extensive industry knowledge with an eye towards the future
• Diplomacy and patience
• People skills
• Strategic thinking
• Listening
• The ability to set and execute the vision of the company.

Requirements:

• Primarily involved in the development, evolution and approval of the long-term vision across a function.
• Sets functional strategy and significantly influences business unit strategy.
• Understanding of the targets set (Revenue and Gross Profit) for each Account as well as each individual direct report, is imperative to delivering the target.
• Taking the lead and driving successful customer engagements coupled with engagement from the various Nexio support teams and back-office processes.
• Provides leadership to account managers.
• Gives regular, comprehensive and constructive feedback to team and conducts their performance appraisals.
• Proactively seeks feedback from team members and deals constructively with any criticism.
• Adjusts management style to get the best from the individuals within the team.
• Delegates work to team members taking into account their capacity, level of skill and exposure to different types of work and complexity.
• Provides clear instructions and direction, with reasonable deadlines.
  

• Formulate and implement high level strategies to drive sales in the identified segment.
• Define and execute operational strategy to acquire new customers within the identified segment.
• Define and execute operational strategy to grow share of wallet within existing customers in the identified segment.
• Drive high performance sales culture within the identified segment using a strong sales management system.
• Provide mentorship and coaching to salespeople in the achievement of their sales objectives.
• Accurately forecast in the weekly cadence to achieve organisational sales and financial objectives.
• Track sales team metrics – pipeline accuracy, forecast accuracy and pipeline coverage, target achievement – and coach for performance.
• Implement and execute on performance improvement plans for poor performance
• Drive strategic customer engagements at C-level within identified segment.
  
• Provide input into commercial negotiations for purposes of closing strategic deals.

• Solid track record of managing key strategic accounts in both public and private enterprises
• Solid proven track record of achieving sales targets and sales execution
• Solid leadership skills

• Minimum Degree qualification (essential)
• Post graduate qualification advantageous
• Solid understanding of the ICT Industry products and solutions including Cloud, Cyber-security and Digital
• For the Public Sector Segment, a solid understanding of PFMA and government buying cycles – ability to interact within all spheres of government at strategic level
• Excellent verbal and written communication skills
• 5+ years of experience at management level
  

• Exceptional team management skills
• Excellent verbal and written communication
• Ability to delegate efficiently
• Extensive industry knowledge with an eye towards the future
• Diplomacy and patience
• People skills
• Strategic thinking
• Listening
• The ability to set and execute the vision of the company.