Sales Executive at Adcorp Holdings Limited

Job Description

Lead, manage and direct the Divisions new selling effort as a brand agnostic sales leader. Drive the culture shift to a mature and best-in-class sales organization.

The ideal incumbent should possess the following: 

• Minimum 10- 15 years’ experience in senior sales and commercial roles, with at least 3 years at executive level.

• B2B Sales experience. Services industry preferred with proven track record in increasing new sales and organic growth

• Training industry experience an advantage

• Has implemented, maintained and managed a CRM platform (Salesforce)

Responsibilities: 

Process

• Be accountable for large portfolio-wide solutions or other deals that may be material to the Portfolio or Group.

• Act as the custodian of optimal solutions, targeted sectors and the appropriate margins inclusive of price creation, tracking and negotiations.

• Assume accountability as the Portfolio owner of Salesforce for the purposes of pipeline management, new sales forecasting and dashboard reporting

• Serve as the Portfolio conduit for the Group Sales Executive. Actively participate in the senior sales leadership forums.

• Partner with the Business Unit managing executive to assist in optimal and targeted market segment strategies

• Ensure the use of multiple B2B sales and lead generation  platforms

• Ensure a relevant and structured approach to help sales teams deliver on their objectives

• Work closely with Division executive management; translate strategic plans and directives into clear growth strategies

• Promote clear systems for delivery of projects, products, and services focused on quality and customer satisfaction

• Utilize cross-functional information and collaboration to build a business case in a complex environment and that delivers new sales, up-selling and cross-selling

• Actively support the team to build and manage a pipeline of new opportunities

• Ensure sales teams develop strong commercial, technical and business acumen to drive well-informed decisions in a timely manner, even when data is limited

• Encourage smarter team decisions by driving a common business objective

• Brainstorm with the team to explore new approaches and ideas to position our sales offers

• Share improvement ideas and best practices of resolving deal problems with the team

• Encourage team collaboration and liaise with peers in the different sales teams to collaborate on cross-sales opportunities  

Financial

• Ensure that long-term and sustainable new growth is achieved.

• Ensure budgeted financial targets are achieved (Revenue, Margin, Profit)

• Accurately forecast on a weekly, monthly and annual basis, the Portfolio’s pipelines aggregated from a BU level to a Portfolio-wide view.

• Understand and act in accordance with economic drivers, including internal and external business dynamics.

 Customer

• Proactively anticipate deal-level challenges and roadblocks that can obstruct a new sale, using past experience, client feedback and peer perspectives

•  Assess market trends, diagnose root-cause of commercial challenges and identify potential risks for sales processes

• Regularly engage with clients to obtain feedback in terms of what is and what isn't working;

• Drive the achievement of Client Satisfaction Scores.

• Identify  solutions in response to client challenges

• Establish key relationships and networks with other teams as well as with external stakeholders to leverage selling opportunities

• Understand the hierarchy and culture of sector, client and supplier organizations and identify the decision makers and influencers.

• Participate In client engagement and negotiations where relevant.

Compliance and governance

• Implement the governance management model, framework and policy in own business area, identifying and managing governance and risk exposure liability pro-actively.

People

• Drive sales excellence and keep the sales team current through best of breed collective sales forums, sales / thought leadership training / interventions and generic incentive structures.

• Drive a high performance culture

• Attract the best talent and create measurement platforms that deliver high performance

• Ensure adherence to all HR Policies and procedures

• Play an active role in driving the transformation agenda

• Coach the sales teams to develop client management skills like moving stalled deals forward, positioning solutions to clients, and qualifying deals

• Motivate and train the sales team to develop the skills to independently drive and lead sales processes

• Coach and mentor the team regularly. In collaboration with the Managing Execs, follow-up on development discussions through regular reviews and provide feedback

Qualifications

Bachelor`s Degree and Advanced Diploma in Business, Commerce and Management Studies