Sales Executive / Head of Sales

About the Role

To lead and provide strategic direction to the Operating Company, formulating and implementing clear and effective sales strategies, commercial, operational and business growth strategies and plans which drive long-term sustainable value and drive growth within the Operating Companywhich is aligned with our clients Vision, Mission and Values. Ensures the relevant Operating Companysales function and/or business division are efficient, effective, quality conscious and profitable in all target business areas and drives collaboration with other Operating Company's within Our Client. Build long-term client relationships and cultivating service opportunities by leveraging the Altron portfolio to deliver breakthrough results to clients within their industries.

Key Responsibilities

- Own, develop and lead the formulation and implementation of the sales strategy and budget for the relevant OPCO, measure and monitor performance against the strategy and direct corrective action where appropriate.
- Contribute towards the formulation and implementation of overall sales strategies and plans with specific focus on relevant OPCO revenues and margins.
- Translate business strategies/plans into sales priorities and measure sales performance.
- Monitor overall sales performance against strategic objectives by regular sales management review.
- Maintain an extensive network of internal and external contacts.
- Lead relationship building initiatives with Clients and Principal Vendors including pricing & procurement negotiations.
- Educate and keep the organisation up to date on Sales and business trends.
- Coach, support, mentor and challenge subordinates in the application of effective sales practices.
- Provide the team with an empowering view of Altron’s mission, vision, values and strategic objectives.
- Recommend and manage the P&L and budget for the OPCO and monitor financial performance.
- Lead demand-generating marketing and sales activities in the assigned market.
- Convert sales opportunities to wins and invoice, and track billing and customer satisfaction.
- Source and distribute relevant thought leadership and marketing material.
- Advise the Pricing and Decision Support function on solution Pricing Schedules.
- Develop and maintain revenue forecast waterfalls.
- Manage all targeted OPCO accounts customer relationships in collaboration with Pre-Sales and Service Delivery Management.
- Collate detail on new business and present progress against Business Development objectives and competitive benchmarks.
- Attract new relationships with new customers by supporting collaborative sales efforts.
- Collaborate with the Altron-One group of Companies to leverage opportunities.
- Drive and follow through on qualified opportunities and establish productive relationships with key personnel in assigned accounts.
- Ensure in-depth understanding of the business unit strategy, growth plan, value drivers, and risks.
- Direct and participate in acquisition and growth activities.
- Collaborate with executive and senior leadership across Business Units to design and develop new solutions.
- Play a consultative role in review and development of functional plans and budgets.
- Identify and assess market opportunities and new ideas.
- Lead sales team to make a professional assessment and present recommendations to the MD and Operations management team.
- Provide regular performance reports and participate in business reviews.
- Examine current sales processes to identify and implement potential sales improvements.
- Ensure the provision of subject matter expertise for sales management.
- Build OPCO sales strategies, blueprints and tactical plans considering the ICT landscape.
- Identify and facilitate sales and business growth opportunities.
- Provide active input into new business development strategies.
- Construct detailed customer business plans for the respective OPCO.
- Drive collaboration across industries and service lines, including cross and upsell opportunities.
- Manage the effective achievement of OPCO sales objectives through effective leadership, setting individual sales objectives, managing performance, developing and motivating the team.
- Build and manage a high performing team by providing leadership, role clarity, training and career development.
- Ensure open communication channels with staff and implement change management interventions.
- Provide definition of roles, responsibilities, individual goals and performance objectives for the team.
- Set KPIs and provide regular performance feedback.
- Encourage knowledge transfer through development and implementation of a knowledge transfer plan.
- Performance manage resources in accordance with financial management policy and legislation.
- Promote an ‘Altron centric’ and ‘partnership approach’.
- Ensure appropriate governance systems are in place.
- Continually assess the competitiveness of all sales programs and practices.
- Stay up-to-date of new trends and innovations in operations.
- Manage business risk through continuous internal and external monitoring.
- Lead and guide improvement projects that increase revenue and profits or protect against risks.
- Establish and maintain the highest ethical standards in operations practices.
- Ensure the business unit is fully compliant with all Altron initiatives through conducting regular audits.
- Oversee relationship with service providers and consultants.
- Manage relationships with MD’s and other Group Executives.

Requirements

- Business Management degree or equivalent qualification.
- Management/Leadership program.
- At least 10 -12 years progressive experience within a sales environment, including the demonstrated ability to manage, deliver and grow a sales/solutions practice.
- At least 10 years solutions sales experience with a documented successful track record in selling high end services, rich and complex IT solutions in the relevant industry.
- Good Business Acumen.
- Corporate Governance knowledge.
- Auditing processes knowledge.
- Solution Sales Methodologies.
- Relevant Industry/Domain knowledge.
- Entrepreneurial mindset.
- Assertiveness.
- Leadership skills.
- Attention to detail.
- Conflict management.
- Professionalism.
- Presentation skills.
- Customer relationship management.

Pay: R120 000,00 - R160 000,00 per month

Work Location: In person