Core Description
- The Managing Executive Sales is a key leadership role within the Commercial, Sales & Solutions Business Unit, driving sales strategy and execution across the Mining, Industrial and Health industries.
- This individual will lead a dynamic sales team, focusing on accelerating the BCX strategic pivot to Everything-as-a-Service (XaaS).
- The role includes spearheading sales strategies that direct business to effectively sell BCX technologies and solutions to clients.
- This also requires a deep understanding of both industries, a strong network, and expertise in IT solutions that can help clients transition to and leverage XaaS models.
Key Deliverables / Primary Functions
Sales Strategy & Execution:
- Develop and implement a comprehensive sales strategy tailored to the Mining, Industrial and Health industries sectors.
- Drive revenue growth by identifying and capitalizing on new business opportunities, especially in XaaS offerings.
- Set ambitious sales targets and ensure the team consistently meets or exceeds them.
Leadership & Team Development:
- Lead, mentor, and develop a high-performing sales team, fostering a culture of collaboration, innovation, and customer-centricity.
- Establish clear performance metrics and conduct regular evaluations to ensure alignment with business goals.
Client Engagement & Relationship Management:
- Build and maintain strong, long-term relationships with key clients in the Mining, Industrial and Health industries.
- Act as a trusted advisor to clients, understanding their unique business challenges and proposing tailored IT solutions.
- Ensure customer satisfaction and retention through exceptional service and by continually aligning offerings with client needs.
Market Intelligence & Competitive Analysis:
- Stay abreast of industry trends, market dynamics, and the competitive landscape within the Mining, Industrial and Health sectors.
- Leverage customer insights from the customer engagement teams to refine sector sales strategy.
- Utilize market insights to inform sales strategies and adjust tactics as necessary to maintain competitive advantage.
XaaS Transition Leadership:
- Lead the sales organization’s pivot to XaaS, educating the team and clients on the benefits and operational changes required.
- Collaborate with product and service delivery teams to develop and refine XaaS offerings that meet the needs of Mining, Industrial and Health clients.
- Develop pricing models and contract structures that support the XaaS business model.
Collaboration with Internal Stakeholders:
- Work closely with marketing, product development, and service delivery teams to ensure a unified approach to market.
- Participate in executive leadership meetings, providing insights and recommendations to shape the organization’s overall strategy.
Financial Management:
- Oversee sales budgets, forecasts, and financial performance, ensuring profitable growth.
- Develop and manage the annual budget and forecasts within strategic guidelines, directing and coordinating activities to achieve revenue achievement and cost containment targets
Core Functional Skills & Capabilities
- Financial Management
- Sales Forecasting and Planning
- Competitor Analysis
- Sales Strategy
- Market Trend Analysis
- Core Behavioural Competencies
- Job Match
- Relating and Networking
- Persuading and Influencing
- Presenting and Communicating information
- Formulating Strategies & Concepts
- Analysing
Minimum Qualifications
- NQF 7: 3 year Bachelors Degree in Business/ Commerce or Engineering
- Additional Education -Preferred /Advantage
- Master in Business Administration (MBA)
Experience
- 8 -10 years’ experience, of which at least 3 years must at an Executive level.
- The experience must include relevant exposure to the ICT sector.
- Incumbent must have proven business acumen with experience in C-suite stakeholder engagement.
- Proven track record of managing key accounts and achieving sales targets.
Certifications
Professional Memberships in Relevant Industry
Level of Engagement & Span of Control
- Span of Control: Direct 3 Indirect 9
- Level of Engagement: Engagement with similar levels within the organisation, internal and external to the business
Special Requirements / Employment Condition
- Valid Drivers license
- Ability to work extended /long hours as and when required
Workplace / Physical Requirements
- Hybrid Remote Worker
- Revenue Generating
- Non-Billable
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