Senior Manager Sales

A specialized IT training company that provides an unmatched suite of vendor authorised and award-winning training, enablement and certification solutions has an opportunity for a Senior Manager Sales in Gauteng.

The SMS develops delivers a sales strategy for new logo as well as “growth” accounts (excluding key accounts) driving growth in market share. Accountable for ensuring the Account Managers meet their annual sales targets and providing the relevant support and inputs to help them achieve this, to ensure that overall TorqueIT meet’s it’s growth obligations year on year. Over and above this, working closely with our sister companies to leverage off other Adcorp client relationships. Â

• University degree or equivalent
• Hands on experience as Sales Manager and/or 5 years’ field experience

Sales Strategy:

• Continual market and trend analysis
• Review and monitor competitor activity
• Strategise with ME on new product development requirements aligned to trends identified
• Develop and maintain Sales Plan and ensure achievement of Company sales targets and profitability respective to the total client base within the span of control.
• Ensure an effective sales reporting regime aligned to the strategic view requirements
• Manage and lead the national and regional sales team to expected performance standards and in alignment with the agreed strategic growth objectives.
• Manage the entire sales life cycle from strategic planning to tactical activities

Marketing Strategy:

• Strategise with ME and Marketing Specialist on “Go to market” approach and associated marketing collateral to support the same
• Develop a marketing strategy – identify what exhibitions / marketing opportunities need to be budgeted for and implemented annually
• Manage the entire sales life cycle from strategic planning to tactical activities

Client Engagement:

• Identify new strategic business opportunities and attend meetings where appropriate;
• Communicate relevant client opportunity information to all stakeholders;
• Set up site visits to client sites with operational counterparts where applicable;
• Set up client discussion workshops where applicable with relevant stakeholders;
• Prepare all necessary documentation and marketing material to meet client expectations related to appointments, presentations, costing and proposals, and transfer information to an AM if necessary;
• Drive quality in all interactions.

National Sales:

• Manage a well-qualified pipeline of prospective opportunities by establishing and maintaining professional relationships with key decision-makers;
• Managing the engagement process between the clients, reporting staffs and operations;
• Close new accounts;
• Manage the roll out process, per region, between operations and the client to ensure all requirements per the client’s request are met;
• Manage the project initiation, per region, to ensure the client deliverables are understood and consistently delivered upon;
• Update clients on all the Company value propositions;
• Develop and maintain Sales Territory Plans and ensure achievement of Company sales targets and profitability;
• Internal and external relationship management;
• Inter-company strategic partnerships (between Adcorp companies and specifically alignment with the sustainability portfolio and senior ops teams
• Network and actively participate in User Groups, Associations and other strategic partnerships;
• New business margin management, optimising the necessary returns per TorqueIT service line

National Tenders:

• Active participation in all tenders related to new national opportunities and national tenders on all existing accounts;
• Preparing costing in conjunction with operations;
• Ensuring all aspects of the client requirements are addressed in the proposal based on the intimate client knowledge gained.

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General Admin:

• Effective management of the national and regional growth team to ensure all deliverables and deadlines are achieved;
• Manage costings within contract profit parameters;
• Understand all associated direct contract costs;
• Share accurate and transparent costing information with all stakeholders;
• Ensure compliance of signed costings, credit applications and SLA’s are in place prior to the commencement of contracts;
• Appropriate identification and management of risk;
• Prepare and present proposals and client presentations

Reporting:

• Reporting on all sales activities regionally and nationally on a weekly and monthly basis with the Senior Manager – Operations as well as the Managing Executive;
• Pipeline Management / up-dating continuously to ensure the information on Sales Force is accurate and up to date at all times;
• Provide timely feedback to the ME regarding growth performance, sales activity reports and account strategy concerns

General:

• Communicate new product developments to prospective clients and reporting staff;
• Budgetary management and control within the scope of your control;
• Protect organisation's value by keeping information confidential;
• Work closely with broader growth and reporting team in assessing pipeline for potential strategically aligned deals;
• Promote Adcorp group of companies’ synergy and collaboration by ensuring continuous engagement to leverage off client relationships.

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