Sales Manager at NOVA Human Capital Solutions

Responsible for the financial performance of the Sales Team by setting strategic goals and plans, and driving performance to achieve these. Develop and coach the Sales Team to deliver the business plan through the use of sales programs, methods and tools. The Sales Manager also implements and maintains sales management best practices to set the standards for excellent sales performance.

Sales strategy and planning

• Draft and implement sales strategies and tactical plans
• Use knowledge of market intelligence and competitive analysis in order to define strategic orientation and to develop an approach for various customer groups
• Build knowledge of competitor’s business strategies, products and services to favourably differentiate the company from them
• Analyse market opportunities, develop and implement strategies to maximize margins while increasing market share
• Implement and drive customer surveys to deepen knowledge of customer needs
• Compile and submit accurate and timely sales pipeline and forecast data that allows effective business planning
• Compare actual current business performance to market opportunity size and create plans to close gap
• Build network and market knowledge within the industry by attending trade shows, conferences and exhibitions
• Ensure that a computerized customer and prospect database is implemented and used by the Sales team
• Suggest continuous improvement of processes and procedures within the organization

Approaching target customers 

• Work with Sales team to target potential customers either through a direct to the end user or indirect sale (via contractors etc.)
• Proactively seek out, qualify and close new sales opportunities, with a specific focus on new business growth
• Promote value proposition to customers by understanding and linking the customer’s operational and business objectives, needs and requirements to the company’s solutions in order to provide a total value solution and competitive advantage
• Provide value added consulting advice which may involve conducting site surveys, analysing current equipment/site layouts, drafting new site layouts or solutions
• Maintain existing customers through planned individual account support, and liaison with internal order-processing staff
• Compile proposals including product information, pricing, quotes
• Maintain regular contact with potential customer and update proposal with scope changes      Handle negotiations to close the sale
• Provide sign off & final confirmation on new proposals and bids issued by Sales Representatives prior to customer presentation

Operational management 

• Implement processes and systems to ensure that the quoting, invoicing and Accounts Receivable process flows smoothly and efficiently

Team management

• Recruit, hire, manage and retain sales staff
• Set clear, motivational goals to encourage the Sales Team to meet or exceed the sales plan
• Ensure performance management for sales staff, e.g. agree upon clear performance expectations, deliver performance reviews and establish development plans for direct reports
• Manage individual performance and implement changes when needed to increase team effectiveness
• Ensure a consistent level of coaching
• Analyse the technical and soft skills of team
• Implement plans to train and upskill employees on equipment, products and services as well as sales tools and methodologies
• Mentor and coach the technical team with more complex customer orders
• Provide technical expertise where required
• Lead Sales Team to optimize terms & conditions that impact Accounts Receivable (A/R) and assure full compliance with financial standards

Reporting

• Track and report on sales activities

Requirements:

• Relevant tertiary qualification preferably within the technical field
• Minimum 10 years’ experience in a technical sales environment
• A strong sales track record in securing and selling solutions and equipment
• Management experience