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  • Posted: Nov 25, 2021
    Deadline: Not specified
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  • Adcorp is the workplace solutions provider that seeks new ways to shape markets, economies and our shared future, by offering a wide range of diverse talent management solutions across a vast spectrum of industry sectors, job types, and geographic regions.


    Read more about this company

     

    Sales Executive

    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

    Method of Application

    Interested and qualified? Go to Adcorp Holdings Limited on jobs.smartrecruiters.com to apply

    Note: Never pay for any training, certificate, assessment, or testing to the recruiter.

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