Sales Director at G4S

Job Description

Job Introduction

The successful candidate will report to the Managing Director, G4S Secure Solutions - South Africa. They will be responsible for driving the sales strategy, ensuring the growth and development of revenue. This would include the achievement of defined revenue targets, the development of organisational capacity, and the growth of the business across the various service offerings. Leading and negotiating major bids on optimal commercial/risk terms.

Role Responsibility

• Effective, targeted Business Growth
• Ensure key pipeline management activities are in place and monitored on a monthly basis
• Involvement in international and regional accounts including regional “outbound” activity for Multi-National Corporations
• Ensuring that pricing, risk and commercial contract terms are appropriately applied by businesses when entering into all contracts and that price increase strategies are developed and applied
• Ensure that the business has a robust sales and business development processes
• Direct involvement in leading and negotiating major bids on optimal commercial/risk terms

Management and development of Customer Focus

• Ensure appropriate customer measures and KPIs are maintained at business and regional level
• Ensure customer engagement through awareness events
• The development of High level relationships and account management with existing and potential major customers
• The generation of new business through building a customer base who utilize the G4S services and to increase secure solutions revenue in relevant sectors in line with the G4S strategy

Development and implementation of Sales Strategy

• Leverage and share the Group’s knowledge and best practice, credentials etc
• Input into the overall G4S strategy development and implementation and the facilitation of the necessary changes to sales and business development structures and processes to align them with the strategy
• Shares best practices focusing on Knowledge Management across centers of excellence and specialization.

Development and manage Sales Structure

• Ensure that G4S has the capability in terms of business development resources and the necessary components to bid for and deliver sector specific solutions in relevant businesses (technology partnerships, risk assessment capabilities, consultancy style selling skills etc)
• Manages and co ordinates multiple role players and creates structures and mechanisms to manage the role player matrix structure
• Staff training plan with milestones / Quarterly measurement
• Coordination of Guarding and Tech staff to maximize cross selling and realizing existing as well as new opportunities
• Good control and measurement over staff efficiency, effectiveness at all levels of the sales process : marketing, Lead, Present, Pricing, closing, handover
• Partnership network management and control
• Shows, roadshow & direct client approach schedules and procedure control
• Conscious of avoidance of tenders where we do not have a key advantage
• Development and maintenance of sales tools (PPT, movies, brochures, show stands etc)
• Communication campaigns, Email, Marketing, Advertising
• Target Market segments and clients for direct approach
• Account management process - Implement and measure
• Manage margin on proposals and implement strategy to maximize this

The Ideal Candidate

• Relevant formal tertiary qualification at first degree level
• 7 to 10 years increasing level commercial experience in a multinational setting
• Experience in the development of business with, and negotiation of large bids and tenders with, MNC’s and Governments
• Good inter personal and people management skills
• Experience in the selling of turnkey, integrated solutions

Knowledge Skills Attributes

• Excellent communication (written and verbal), interpersonal, marketing and negotiation skills
• Capable of working effectively and productively with team members from diverse cultural environments.
• Flexibility and adaptability to rapid environmental changes.
• We are committed to employing "Africans for Africa" which would give preference to local South African candidates.