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Sales Manager - Western Cape

Western Cape Market Related
Sector: Sales
Posted: Tuesday, 26 July 2022





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Job Details

SPECIFICATION   

A leading office automation business is looking for a Sales Manager in the Western Cape to execute strategic direction and management, ensuring that the sales targets and budgeted growth are achieved in:

Commercial Accounts - typically SMB small to medium sized accounts, accounts with less than 800 users within the organization.

Enterprise Accounts - typically Corporate customers from large to very large accounts with more than 800 users within the organization.

The Sales Manager is responsible for the overall achievement of regional new business sales goals. He/She is responsible for managing the sales force, projecting daily, weekly and monthly sales, tracking sales performance and interacting with other areas of the company to ensure that business orders are executed properly and profitably.

DUTIES & RESPONSIBILITIES, NOT LIMITED TO:

  • Develop and deploy objectives and key results (OKR’s) for the Commercial and Enterprise Account team to increase market share, revenue and profitability that will include tracking and measuring daily, weekly and monthly sales and client contact opportunities
  • Drive the team to create a strong pipeline and accurate and reliable sales forecast
  • Drive the team to not only focus on copy and print solutions but include a focus on enabling the evolution for their Sales teams in offering existing and new, innovative digital services applications to both our existing client base and selected new target growth areas
  • Take responsibility of key and/or complex business development leads, building relationships with stakeholders, and negotiating and closing these deals
  • Prepare accurate sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential
  • Ensure proper qualification of sales leads/opportunities and provide high quality opportunity management during all phases of the sales cycle. Identify customer requirements that may necessitate customized and complex solutions to cross sell and increase wallet share on each account
  • Identify and propose new products to on-board, and meet the changing demands of customers to compete across all lines of business
  • Recruit top sales talent and develop a high performing, results oriented sales team with an entrepreneurial spirit
  • Meet/exceed monthly, quarterly and annual sales targets and forecasts
  • Develop a high-energy team spirit, coaching and motivating Commercial and Enterprise Account Managers to succeed. Drive the sales division to be the role-model for the business
  • Manage the performance and development of staff
  • Build deep understanding of the customer's business and industry / vertical market
  • Lead, manage and develop the sales team, ensuring monthly targets are achieved and employees’ skills are developed and utilized
  • Write monthly sales reports for the sales team

 

REQUIREMENTS  

  • Matric is essential
  • Relevant tertiary qualification
  • Between 5 and 10 years’ experience working in a senior sales account and management role within the commercial and enterprise space
  • Experience in closing commercial & enterprise client deals, including large and complex business case and understanding of complex P&Ls
  • Experienced in commercial business transactions: knowledge around legal, regulatory, commercial and operational considerations in large businesses
  • Ability to articulate and execute strategic vision and planning provided by executive management team
  • Demonstrates perspective and displays a deep understanding of key business trends and the organization’s position within the business environment
  • Demonstrated ability to understand the business requirements of the customer and build solutions that addresses the business needs
  • People management skills – ability to lead, develop, coach, motivate and handle conflict
  • Excellent communication and presentation skills, both verbal and written
  • Excellent numeric, qualitative, and analytical skills
  • Strive for good and overall profitable deals that make sense to the business, increase long term relationships with clients and display total commitment to customer & service satisfaction
  • Increase market coverage & prospecting intensity
  • Have decision-making & problem-solving ability, and administrative skills
  • Should be able to work well under pressure and handle a busy workload
  • Display qualities of professionalism regarding timekeeping, dress code and conduct
  • Exceptional honesty & integrity
  • Totally focused on sales targets with high closing ratios
  • Show high levels of drive, energy & enthusiasm
  • Understand and make use of appropriate incentives and activities to boost sales
  • Good hiring practices
  • Be able to take decisive action when dealing with sales staff that are unable to perform to the required standards
  • Discipline staff in the appropriate manner, facilitate feedback and course correction through coaching, counseling & personal appraisal
  • Act promptly when issues of conflict arise within the team, no perceptions of favoritism
  • Reduce sales staff turnover
  • Sales process knowledge & strong account management know how, creating & utilizing sales process controls & procedures
  • Identify internal process and interdepartmental challenges and find and propose solutions to these challenges
  • Required to travel frequently
  • Valid driving license
  • Own reliable vehicle
  • Valid Covid-19 vaccination certificate is required