Job Summary
JOBPURPOSESTATEMENT
The IT Sales Manager is responsible for driving the strategic direction and operational execution of the sales function within the company. This role entails leading the sales team to achieve revenue targets, developing and implementing effective sales strategies, and cultivating strong customer relationships. The Enterprise Sales Manager will ensure the alignment of sales initiatives with company goals, foster a high-performance sales culture, and contribute to the overall growth and success of the organisation by identifying and capitalising on new business opportunities. This role requires a deep understanding of the technology sector and the ability to adapt sales approaches to meet the unique needs of enterprise clients.
KEY DELIVERABLES
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Key Performance Areas |
Duties |
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Sales Strategy and Planning |
- Formulate and implement effective sales strategies tailored to both enterprise and SMME markets. - Establish clear, achievable sales targets and goals for the sales team. - Conduct regular market research and analysis to identify trends, opportunities, and competitive threats. |
|
Sales |
- Identify and secure new business opportunities through market research and networking. - Develop and implement strategies to attract new clients and expand the customer base. - Develop and execute lead generation strategies to create a strong sales pipeline. |
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Team Leadership and Development |
- Manage and mentor the sales team, fostering a high-performance culture. - Implement training programs to enhance the skills and knowledge of the sales team. - Monitor and evaluate the performance of sales staff, providing feedback and coaching as needed. - Work closely with HR to ensure the team meets their KPIs - Hunt for new talent for the team - Identify potential and star performers within the team for recognition, rewards and growth - Reduce Key Man Dependency by implementing succession planning - Learn the team dynamics and hone in on conflict resolution |
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Customer Relationship Management |
- Develop strategies to attract new clients and retain existing ones. - Maintain strong relationships with key clients, ensuring high levels of customer satisfaction. - Gather and analyse client feedback to improve products and services. |
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Revenue and Profitability (Budget) Management |
- Drive the sales team to meet or exceed revenue and profitability targets. - Prepare accurate sales forecasts and report on sales performance. - Manage sales-related expenses to ensure profitability. - Ensure that Rebates are assigned and managed |
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Sales Operations and Reporting |
- Develop and optimise sales processes and workflows for efficiency and effectiveness. - Utilise and manage the CRM system to track sales activities and performance. - Generate weekly sales reports and quarterly presentations for senior management. - Ensure that all contracts are managed and updated timeously - Ensure CRM is implemented effectively and accurate at all times |
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Market and Competitor Analysis |
- Monitor competitor activities and market developments. - Conduct SWOT analysis annually to identify strengths, weaknesses, opportunities, and threats. - Adapt sales strategies and tactics in response to market changes and competitor actions. |
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Product Knowledge and Innovation |
- Maintain a thorough understanding of the company's products and services. - Provide feedback to the product development team based on market demands and customer needs. - Promote innovative sales approaches and techniques to improve market penetration. - Complete and assign Sales Certifications - Publish new solutions into the Service Catalogue |
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Stakeholder Engagement |
- Work closely with other departments such as marketing, product development, and customer support to align sales strategies with overall business objectives. - Develop and maintain strategic partnerships and alliances to expand market reach and drive sales growth. - Co-ordinate with various stakeholders to manage events - Ensure that escalations are finalised - Work closely with Vendors and Distributors to ensure we have the best pricing and deals - Engage with Presales regularly for updates on new Solutions |
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Marketing |
- Work closely with the Marketing Manager to develop and execute comprehensive marketing strategies to enhance brand awareness and support sales objectives. - Oversee the creation of marketing content, including blog posts, newsletters, social media posts, and promotional materials. - Work with Vendors to obtain funding for internal marketing |
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Supplier s Vendor Management |
- Work closely with suppliers ensuring the company is served best by them. - Develop relationships with key suppliers stakeholders - Monitor and manage vendor rebate programs with finance ensuring we make targets - Work with internal sales manager to perform regular price checks on suppliers to ensure we are always priced right - Meet with management quarterly to ensure our businesses are aligned (QBR’s) - Drive certification targets with vendors to progress our accreditation, work in conjunction with HR and HOD’s. |
JOB REQUIREMENTS
- A degree in Business Administration, Marketing, Sales, or a related field.
- Minimum of 5-7 years of experience in sales, with at least 3 years in a sales management role, preferably in the tech industry.
- Demonstrated success in achieving and exceeding sales targets and driving revenue growth.
- In-depth knowledge of the tech industry, including both enterprise and SMME markets.
- Strong leadership and team management skills with the ability to motivate and inspire a sales team.
- Ability to develop and implement effective sales strategies and plans.
- Excellent verbal and written communication skills, with the ability to present and influence effectively at all levels of the organisation.
- Willingness to travel as needed to meet with clients, attend industry events, and support sales activities.
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