Senior Manager: Sales (Channel/Indirect Sales) at Liquid Telecom South Africa

Job Purpose:

To provide leadership to the Enterprise sales team by directing the development of short and long-term objectives, targets, policies, budgets and operating plans for the sales team. Establishes organizational hierarchy and delegate limits of authority to subordinates in relation to legal, people, financial and operational issues. Obtain profit contribution by managing an Enterprise sales team; establishing and accomplishing business objectives. Draft and ensure implementation of the companys retention strategy to maximize the existing customer base thereby ensuring a high percentage level of in contract customer base. To assist the sales teams to meet and exceed their financial targets and to ensure Customer satisfaction measurements are met.

Minimum Requirements of Job

Formal Qualifications Required

• Relevant Degree (or equivalent), or
• Relevant experience in sales and track record of achievement

Job Related Experience Required

• 8 years experience in sales management
• 5 years experience in sales management in the South African telecommunications industry or
• 6 years elevant leadership and employee motivation experience

Job Related Knowledge Required

• Experience in strategic sales planning and execution.
• Experience in developing and implementing new strategies and procedures
• Proven track record in sales
• Proven track record in managing a Sales Team

Job Related Skills Required

• In-depth knowledge of the telecommunications industry.
• Ability to identify key strategic initiatives and drive to closure.
• Knowledge of contracting, negotiating and change management
• Ability to develop financial plans and manage resources.
• Ability to analyse and interpret financial data.
• Ability to develop and deliver presentations.
• Ability to identify and secure revenue sources.
• Professional written and verbal communication and interpersonal skills.
• Ability to motivate teams and simultaneously direct several projects.

Key Outputs:

Compile and Operationalise the Segment Strategy

• Compile and Drive the strategic plan to advance the segments strategic goals and objectives and to promote revenue, profitability and growth.
• Manage multiple business priorities concurrently while delivering on the business as usual requirements of the company.
• Develop an understanding of the departments revenue contribution and or revenue influence to enable granular tracking of quarterly targets.
• Develop an understanding of the departments cost structures to enable granular tracking of OPEX and CAPEX.
• Review activity reports and financial statements to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
• Understand and operationalize the complexities of the companies operating model to focus on quarterly and annual objectives.
• Assisting sales team to achieve and exceed customer satisfaction measurements
• To provide leadership of the sales team, to recruit, develop, coach, mentor & retain individuals to ensure a motivated sales team to meet and exceed sales targets.
• Evaluate performance of employees for compliance with established plans and objectives of the company and contributions in attaining sales and strategic objectives.
• Review group policy matters and ensure they are Implemented specific to the segment.
• Relationship building with stakeholders at a high level.
• Drive new business development within the Enterprise segment using account planning as a basis.
• Lead a collaborative culture based around cross-functional teamwork, pursuit of excellence and customer first focus.
• Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives

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 directly to understand the Customers business and the associated strategies, plans, competitive position and trading methods to create a partnering concept to build solutions.
• To understand trends and market dynamics in the vertical segments in the portfolio to enable positive opportunity engagements with customers and potential customers.
• Engage in key or targeted customer activities
• Ensure detailed account plans for large enterprise to identify and manage the customer strategically and ensure long term profitable relationships for both parties.
• Champion continuous improvement across the business unit.
• Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.

Implement and ensure Compliance to Sales Cadence

• Manage defined Sales Cadence including but not limited to Logging of opportunities and opportunity management, commitment of opportunities and management thereof to ensure accurate forecasting for LTSA. Use Salesforce.com as the tool to ensure accurate qualification and forecasting of the account pipeline.
• Achieve the current defined ACV and TCV targets
• Maintain current revenue run-rate business within the established account portfolio.
• Oversee operations to include evaluating operating and financial performance
• Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives
• Undertake key client and prospect engagement, where appropriate, to support team and business unit objectives.

Management of internal and external stakeholders

• Develop and implement a strategic sales plan with a view to retain and grow revenue within existing and new customers.
• Pro-actively liaise with other company functions (e.g. product management / marketing / finance / operations) aimed at maximizing profitable revenue growth and customer satisfaction.
• Establish resilient relationships at Senior Management level with our Strategic Clients and/or decision makers
• Engage with the marketing team to position LTSA in the market.
• Leverage technology, manage and support the sales and external partnering processes.
• Establish strategic partnerships in the Industry.
• Work closely with internal teams - technical, commercial, product management and other support teams to ensure close link between customer requirements and our ability to deliver excellent service.

People Management

• Display leadership skills and thus can motivate the team to achieve synergy
• Drive the Performance Management process and ensure clear understanding within the Enterprise sales segment.
• Embed Coaching management in the business by conducting coaching sessions and sourcing formal training if required.
• Identify "Talent" by analysing KRA-ratings and participating in next lines career development interviews.
• Monitor and advise on poor Performance Improvement Plans (PIP's) for poor performers together with line managers.
• Develop detailed annual succession plans for the respective area/s for Talent roles and ensure traction
• Monitor effectiveness of training interventions and adjust where required
• Plan resources for own business unit to meet recruitment demands
• Oversee key hiring and talent development programs
• Supporting the development of a healthy internal culture that retains key employees and encourages their professional development
• Optimize employee performance through setting clear performance expectations and conducting objective and regular performance reviews.

Retentions Management

• Ensure the teams engage with external and internal customers to ensure high level of quality support is provided.
• Ensure an in-depth analysis of all segments is conducted to provide KAMs, SMs and Execs with trends found and suggest methods to counter these.
• Ensure weekly reports are provided to all SMs/GMs on all successful and unsuccessful cross and upselling opportunities
• Ensure Team is provided with adequate technical sales support throughout the sales process from the sales support and solutions team.