Lead Executive: National Govt at Liquid Intelligent Technologies

ROLE PURPOSE

• To provide leadership to the Public-Sector Sales segment by directing the development of short and long-range objectives, strategy, policies, budgets and operating plans for the segment.  The role is focused on maintaining and growing sales and revenue from existing and new clients and for securing profit contributions, establishing and accomplishing business objectives.

ROLE DELIVERABLES

• Operationalise the segment strategy
• Drive the strategic plan to advance the segments strategic goals and objectives and to promote revenue, profitability and growth.
• Plan, develop and implement strategies for generating resources and/or revenue for the company.
• Formulate and execute strategic policies.
• Review group policy matters and ensure they are carried out.
• Review activity reports and financial statements to determine progress and status in attaining objectives and revise objectives and plans in accordance with market conditions.
• Represent the company at legislative sessions, committee meetings and at formal functions and promote the company to local, regional and national constituencies.
• Relationship building with stakeholders at a high level with high level of knowledge of clients’ business.

Drive new business development.  Responsible for achieving revenue and profit targets.

• Recommend future Capital Expenditure needs and requirements through business cases.
• Management of Sales Segment
• Develop sales strategy for the segment to achieve annual target.  Constantly attempt to grow profit levels through innovative ideas, new business and client spend enhancement.
• Lead team (through Sales Managers) or directly to understand the Customer’s business and the associated strategies, plans, competitive position and trading methods in order to create a partnering concept to build solutions.
• Provide strategic direction to the sales segment based on targets and market dynamics focused on both short-term and long-term objectives.
• Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.
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• Sales Management
• Identifies and pursues large strategic solution sales opportunities and leads.
• Directs strategic account planning and leadership in all prospective targeted accounts.
• Analyses statistical data related to prospective client’s businesses and industries to identify market trends for products and services.
• Formulates strategies to market for nominated accounts in conjunction with the propositions and industry vertical.
• Drives accelerated revenue growth by identifying potential markets for new and existing products and services in acquisition accounts.
• Delivers the necessary input to bid centre to ensure on-time delivery of high-quality bid proposals.
• Develops partnerships on account strategies and develops an acquisition relationship plan for accounts.
• Accountable for CRM input and strategic account and deep dives.
• Facilitate account relationships at CXO level, assist KAM’s in transforming the value proposition to include digital solution selling.
• Ensures delivery of financial targets
• Evaluates performance, risks in nominated accounts and revises plans where appropriate.
• Secure, manage and deepen the Liquid customer relationship with the long-term focus of expanding the overall product suite and the introduction of specific propositions as well as introduction of new products over an agreed time span.
• Ensure cross divisional functions work collaboratively within LIT to drive the sales agenda and ensure alignment with overall customer strategy. Pre and post sales fulfilment in areas to ensure seamless introduction of new products, services and propositions.
• Responsible for proposal content, both in response to requests for proposal (RFP) and proactive (unsolicited)
• With the support of the Bid Office, actively participates in the development of high quality, strategic proposals which incorporate key solutions.  Provides an executive summary that is customer specific, to be incorporated into the proposal.  Responsible for the follow-up presentation associated with a proposal submission.  Oversees, reviews, approves and provides “C” level sponsorship for proposal undertaken by bid team. 
• Introduce, vet, lobby for service providers to be used in preparing holistic proposals for clients in order for us to compete successfully.

Requirements

• Relevant 3-4yr technical / professional qualification and a proven track record of 8 years' target driven sales achievement in the public sector with a Telco/ICT company mandatory
• Complex and Solution Sales experience (Digital is an advantage)
• Business & Commercial Awareness along with strong business acumen with a deep strategic perspective and ability to quickly understand business strategy.
• Broad understanding of telecom services / technology.