ICT Sales Manager

Position Description

Location: Randpark Ridge

Position Purpose:

The Sales Manager plays a pivotal role in market growth, client satisfaction, and maintaining the company’s competitive positioning

Minimum Requirements:

• Matric
• Bachelor’s degree in Business Administration, Information Technology, or a related field
• Masters Degree (Preferred)
• Proven 10+ years’ experience in a managerial role within the ICT sector
• Demonstrated ability to lead and develop high-performing sales teams.
• Experience managing large-scale sales opportunities, including tender submissions
• Strong understanding of Dell, HP, Huawei, Lenovo and Veeam, etc business operations

Duties and Responsibilities and Performance Outcomes:

• Collaborate with the CEO to set sales targets aligned with the company’s strategic objectives.
• Provide strategic direction and leadership to the sales team.
• Serve as the primary point of accountability for all sales operations within the organisation.
• Provide Annual Sales Plans

• Develop and Execute Sales Strategies to meet or exceed revenue goals
• Align with the tender processes, ensuring compliance and competitive submissions.
• Align with the Internal Sales processes, ensuring compliance and competitive pricing
• Monitor, Measure and take accountability for the sales pipeline and ensure timely deal closure.

• Lead the Account Managers, fostering professional growth and accountability.
• Set performance targets and conduct regular reviews to enhance team productivity. (At a minimum, must be in line with the performance management policy)
• Promote a culture of excellence and continuous improvement within the sales function.

• Build and maintain strong relationships with key clients, ensuring satisfaction and retention.
• Manage vendor and distributor engagements, optimising deal registrations and pricing.
• Represent the company in negotiations and strategic vendor meetings.

• Analyse market trends and competitor activities to identify opportunities for growth.
• Develop strategic partnerships to expand market share.
• Align sales strategies with the organisation’s goals and industry trends

• • Directly accountable to the CEO for sales performance and strategic initiatives.
• Ensure revenue targets and operational metrics are met or exceeded.
• Maintain compliance with industry standards, government tender regulations, and company policies.
• Provide regular updates and insights to the CEO on market developments and sales progress.

• OEM Certification Requirements:
• Ensure that the sales team completes all mandatory Original Equipment Manufacturer (OEM) and OSM certifications, including but not limited to Dell, HP, Huawei, Lenovo, Veeam, and Nutanix.
• Regularly update knowledge on product portfolios and services through vendor training programs.
• Collaborate with vendors to identify training opportunities for new and emerging technologies.
• Internal Training:
• Facilitate training on internal processes, compliance standards, and sales strategies.
• Ensure team proficiency in using CRM tools and sales management platforms.

• Sales Reports:
• Prepare and submit monthly and quarterly sales performance reports to the CEO and Management
• Track and analyse sales team performance metrics, including pipeline growth, deal closure rates, and revenue targets.
• Provide insights on sales trends, market opportunities, and competitive positioning.
• Tender and Quote Reporting:
• Maintain detailed records of tender submissions, outcomes, and lessons learned.
• Maintain detailed records of Quotes, outcomes, and lessons learned.
• Regularly report on progress in securing government contracts and other large-scale opportunities.

Client and Vendor Updates:

• Report on client engagement activities, including new opportunities and relationship management.
• Provide updates on vendor programs, certifications, and deal registrations.

• Develop and manage the annual sales budget, ensuring alignment with organisational goals and revenue targets.
• Monitor sales expenditure, including travel, client engagement, and training costs, to ensure budget compliance.
• Analyse variances between actual and forecasted budgets, implementing corrective actions as needed.
• Collaborate with the finance team to prepare accurate sales forecasts and financial reports.
• Allocate resources effectively to maximise ROI on sales initiatives and client acquisition strategies.

Skills Required:

• Excellent pricing and negotiation skills,
• Demonstrated ability to drive revenue and manage client service and infrastructure contracts
• Comprehensive understanding of ICT products and solutions, including infrastructure, storage, virtualisation, and resource management.
• Knowledge of government procurement and tender requirements.

Package on Offer:

• R60k – R90k negotiable based on qualifications and experience