Divisional Executive: Sales Enablement at Liberty Group South Africa

Purpose

• To develop sales support strategy and delivery plans, to enable sales delivery in the field by driving relevant sales channels and campaigns to achieve sales and performance targets

Minimum Experience

• 8 - 10 years experience in a similar environment, of which 3 - 4 years at senior management level

Minimum Qualifications

• Bachelor`s Degrees and Advanced Diplomas [NQF Level 07] in Generic Management

Process

• Participate in efforts to develop innovative business models to support the development of new business initiatives.
• Ensure the development of market position through the proactive identification of target markets, relationships, negotiation and business deals.
• Identify financial targets and track accomplishment and develop and implement solutions to minimise costs and increase sales/revenue.
• Ensure effective communication and sales force understanding of org. brand messages, products and services to achieve sales targets and goals.
• Identify sales targets, track accomplishment thereof and implement solutions to ensure sales targets are achieved.
• Creates sales opportunities by developing market analysis models and drive a market penetration strategy for the identified markets.
• Identify optimisation opportunities within the channel and the sales process (Optimise sales strategy)
• Accountable for the formulation of functional operating models and value-chain integration, ensuring alignment with strategic objectives.
• Proactively identify problems across the function of which the causes are ambiguous and uncertain, identifies optimal alternatives and designs optimal solutions, anticipating future challenges.
• Plan for effective organisational management across the value-chain, set strategic objectives and priorities among existing services, processes or systems and new developments, and specify the required measurements to monitor performance effectiveness.
• Developing a sales strategy which includes mapping the South African market and engagement plan per client segment.
• Enable the division to meet financial, risk, operation and people requirements.
• Provide insights into market trends on sales enablement and fulfillment.
• Formulate action plans through sales projects and initiatives to offer support to the field to secure new business for the Channel.
• Build and maintain strong strategic relationships with key internal and external stakeholders to support the sales strategy
• Retains overall custodianship and is accountable for sales remuneration models and sales and incentive development. Investigates ways to keep these programmes delivering and driving optimal sales skills and behaviour.
• Facilitates and develops appropriate and timeous sales communication to all sales channels.

Customer

• Build and maintain stakeholder relationships for the purposes of expectation management, knowledge sharing and integration.
• Influence and drive the implementation of a customer-centric stakeholder framework, which builds positive relationships and encourages feedback.
• Define a portfolio growth strategy aligned to predetermined annual growth targets, through conducting competitor analysis and new value propositions by developing sales initiatives which align to growth strategy through advice.

Finance

• Ensure that appropriate strategies have adequate financial resources for the development and implementation of critical financial plans and budgets. Influence the implementation and integration thereof across the organisation.

Learning and Growth

• Integrate and drive human resource strategies across operating units to ensure optimum utilisation of human capability through effective planning and development.
• Responsible for the development and growth of the sales force including all learning and development and required accreditation milestones.

Governance

• Drive the development and implementation of integrated risk, governance and compliance frameworks, ensuring the consolidation of the risk profile for an area of accountability across the value chain, managing critical risks and providing feedback.