EHOD: Private Enterprise

ROLE PURPOSE

The key function of this role is to drive sales revenue and margin, and to ensure effective execution within the defined vertical segment. This is achieved by putting in place a clear and consistent account management strategy, creating strong focus within the public enterprise segment, and ensuring that portfolio management exceeds guidelines for each account.

The role provides leadership, direction and resource stewardship to the segment's function. As a senior sales leader, the incumbent works closely with the Chief Sales and Marketing Officer to ensure overall segment sales performance, the profitable achievement of segment sales goals, and alignment of segment sales objectives with the organisation's business strategy.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

ROLE REQUIREMENT

• Primarily involved in the development, evolution, and approval of the long-term vision across the segment.
• Sets segment strategy and significantly influences business unit strategy
• Provides leadership to sales team.
• Provides technical guidance to sales team.
• Gives regular, comprehensive and constructive feedback to team and conducts their performance appraisals.
• Proactively seeks feedback from team members and deals constructively with any criticism.
• Adjusts management style to get the best from the individuals within the team
• Delegates work to team members taking into account their capacity, level of skill and exposure to different types of work and complexity
• Provides clear instructions and direction, with reasonable deadlines

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Formulate and implement high level strategies to drive sales in the identified segment
• Define and execute operational strategy to acquire new customers within the identified segment
• Define and execute operational strategy to grow share of wallet within existing customers in the identified segment
• Drive a high-performance sales culture within the identified segment using a strong sales management system
• Provide mentorship and coaching to sales people in the achievement of their sales objectives
• Accurately forecast in the weekly cadence to achieve organizational sales and financial objectives
• Track sales team metrics – pipeline accuracy, forecast accuracy and pipeline coverage, target achievement – and coach for performance
• Implement and execute on performance improvement plans for poor performance
• Drive strategic customer engagements at C-level within the identified segment
• Provide input into commercial negotiations for purposes of closing strategic deals

TECHNICAL / PROFESSIONAL COMPETENCIES

• Solid track record of managing key strategic accounts in both public and private enterprises
• Solid proven track record of achieving sales targets and sales execution
• Solid leadership skills

QUALIFICATIONS & EXPERIENCE

• Grade 12
• Degree qualification (essential)
• Post graduate qualification advantageous
• Solid understanding of the ICT Industry products and solutions including Cloud, Cyber-security and Digital
• For the Private Sector Segment, a solid understanding of the multiple sectors (Retail, FSI, Mining and Manufacturing, etc), trends and ICT opportunities. A strong network within these sectors will be advantageous.
• Excellent verbal and written communication skills
• 10+ years of experience in Sales as well as at management level

LEADERSHIP COMPETENCY REQUIREMENTS

• Exceptional team management skills
• Excellent verbal and written communication
• Ability to delegate efficiently
• Extensive industry knowledge with an eye towards the future
• Diplomacy and patience
• People skills
• Strategic thinking
• Listening
• The ability to set and execute the vision of the company