Sales Manager at Euromonitor International

Job Description

• Have you got a sales history demonstrating of consultative solution sales to large multi-national organisations?
• Do you enjoy developing and mentoring staff?
• Do you want to work for a world leading Market research provider?

Overview of the role:

The position will include management and development of the Cape Town ABC and TGA teams. The purpose of the role is to maximise revenue from existing and new clients in the Sub-Saharan Africa region. The key responsibilities are:

• Day-to-day management of the team sales and account managers, helping them to execute good practice and high quality activity
• Develop sales plans with your team on how to reach the team’s target and ensure implementation of the plans
• Guarantee successful team performance, i.e., ensure that the team as a whole and each individual in the team reaches their target
• Develop an understanding of all products promoted/sold by your staff
• Train your current staff on new products and help them to develop other skills required for their job
• Recruitment of Sales and Business development staff
• Development of all aspects of quality and quantity in our commercial operations in the Sub-Saharan Africa region and adhering to company best practices
• Hold regular team meetings
• Close cooperation with the research and consulting team

Key responsibilities:

• Develop and execute a sales strategy which meets the company’s objectives and targets
• Understand all parts of the market for Euromonitor’s products in Sub Saharan Africa
• Understand all aspects of all services sold by each team member
• Recruit and train the new team members
• Ensure the sales team knows how to incorporate Customised Research solutions as part of the total solution to clients
• Help team to manage sales pipelines, and to develop org charts and account plans
• Ensure implementation of the sales plan each individual draws up
• Provide on-going guidance to team on demonstrations, pitches and proposals
• Attend client meetings with each team member
• Assisting in the development of prospect lists, maintained and updated on SLX
• Team skills development (through training, coaching and day-to-day support)
• Monitoring and improving activity levels across all key metrics (demos, calls, new contacts, proposals and wins) for each team member
• Hit the team sales target for the Cape Town ABC and TGA teams
• To build and share a knowledge base of best practises and case studies
• Work closely with the Corporates Sales Manager in Cape Town on developing joint strategies and team trainings

The team leadership aspect of the role is measured by the achievement of the whole team, and of each individual, on all these key metrics:

• Achieving and exceeding own sales targets
• Territory and account planning
• Calls
• New companies and new contacts
• Demonstrations
• Meetings
• Opportunities
• Proposals
• Revenues: renewal, upsell, new and consulting
• Staff recruitment and retention

Skills/Proficiencies required:

• A proven motivator and communicator able to earn respect and inspire courage, tenacity and effort from sales team and account managers alike
• A credible enthusiast with a relentlessly positive attitude and effective leadership style
• A tenacious pro-active, target-driven approach to sales
• Confidence in dealing with senior decision-makers
• A team player who takes personal responsibility for problems but gives others the credit for successes
• An analytical thinker who identifies problems and executes solutions via individuals, the team and the task
• Positive interest in the overall wellbeing of the company
• Strong presentation, sales, negotiation and influencing skills
• Proven effectiveness in training and coaching commercial personnel to sell our services well and connect with clients.