Job Description

:
Client Relations Manager
REPORTS TO:
Head of Operations
OCCUPATIONAL LEVEL:
Middle Management
FUNCTIONAL AREA:
SDC Skills Sales
COMPANY:
The Skills Development Corporation (Pty) Ltd
LOCATION:
24 Achter Road, Paulshof, Sandton, 2191
Key Role Purpose
Leads and manages a sales team to achieve company revenue targets by developing and implementing sales strategies, managing the sales pipeline, recruiting and training sales representatives, and motivating the team to generate leads and build client relationships.
Understanding client needs, communicating effectively, and acting as a liaison between clients and internal teams.
Retain existing clients and drive new business growth.
Key Outcomes
Leadership and Team Management
Sales strategy and planning
Sales performance and reporting
Client Relations and Business Development
Meeting and Project Management
Client proposal
Training & Development
General Duties
Role Requirement
Essence of the role/Key Accountabilities
Key Activities
Leadership and Team Management

• Overseeing the daily operations of the sales team, including managing the sales pipeline, coaching and mentoring sales representatives, and addressing performance issues

• Identifying, interviewing, and hiring new sales team members who meet the company's requirements

• Providing ongoing training and development opportunities for sales representatives to enhance their skills and knowledge

Sales strategy and planning

• Identifying and developing effective sales strategies, tactics, and processes to drive sales and achieve revenue goals

• Establishing realistic and achievable sales goals and quotas for individual sales representatives and the overall team

• Tracking and managing the sales pipeline to identify opportunities, forecast sales, and prioritize leads

• Creating and implementing comprehensive sales plans that align with the company's overall business strategy

Sales performance and reporting

• Regularly tracking and analysing sales performance data, identifying areas for improvement, and adjusting sales strategies as needed

• Generating reports on sales activity, analysing performance metrics, and providing regular forecasts of future sales

• Developing and managing the sales budget, ensuring that resources are allocated effectively to support sales efforts

Client Relations and Business Development

• Developing and maintaining strong relationships with key clients, understanding their needs, and ensuring their satisfaction

• Developing and implementing strategies to generate new leads and opportunities

• Collaborating with marketing, product development, and other departments to ensure alignment and support for sales efforts

• Managing communications between key clients and internal teams

• Coordinate with company operations so that the client's expectations are met

• Develop initiatives to increase client satisfaction and retention

• Negotiating contracts with clients and establishing timeline of performance

Meeting and Project Management

• Coordinate diaries of the sales team and self

• Conclude meeting/s with new, potential and existing clients

• Understand the needs and requirements of all new and potential clients

• Presentation of current offer/s to all new and potential clients

• Agree on proposal terms:

• Number of learners

• Demographics

• Onsite or offsite solution

• Qualification

• Payment terms

• Start date

• Appointments for all renewals must be set on the basis listed below:

• For all SDC clients, irrespective of where the client is based, one client visit needs to be done per year, over and above the renewal meeting as stated above

• All client renewal visits must be set within a minimum period of 60 Days before the completion of the clients' current program

• All renewal documentation must be completed no later than one (1) month before the completion of the clients' current program

• Act as the key interface between the client and all relevant departments

• Manage a client's project/s from beginning to end

• Maintain and update client contact records

• Meeting all client needs and deliverables according to proposed timelines

Client Proposal

• Complete a skills analysis for new/potential clients

• Draft and populate proposal as per the proposed terms discussed in the meeting

• Forward prepared proposal through to client with additional information required

• Follow up on the proposal after two (2) days, if the client has accepted or not

• If the proposal is accepted, receive the signed proposal from the client, with the supporting documents:

• Tax Clearance

• Company Registration Documents

• Fixed Term Contract/s

• Letter of Delegation (if applicable)

• Distribution of induction email to the various departments (Sourcing, Projects, Operations, Admin, Facilitation, Finance and SETA Liaison)

• The induction email content forwarded to all HOD's, include:

• The signed proposal and supporting documents

• Demographics

• Qualification

• Contract dates

• Fixed Term Contract template

• Invoice terms

• Hosting of learner

• Payroll due date

• Workplace Health Plan (WHP)

Training & Development
Keep up to date with legislative requirements on the B-BBEE Act, Skills Development Act, Skills Development Levies Act, The Income Tax Act, and any other Act as required for the completion of this Role
Continuously train and develop all the sales team and associates of the company
Host a Skills Development Workshop annually
General Duties
Complete all tender applications for and behalf of the company
Ensure all Service Level Agreements are completed, signed and stored
Represent the organisation at sales and marketing conventions, trade exhibitions and other forums
Complete monthly payment schedules for finance department
Complete Supplier & Enterprise Development Contracts and reconciliations for loans
Complete Sales team commission recons monthly
Assist clients with information required for their B-BBEE Audit
Bi-weekly meetings with all HOD's
Job Specific Requirements
Competencies (Knowledge, skills and attributes)
Competency / Performance Drivers
Technical / Professional Expertise

• Able to multi-task, prioritize and manage time efficiently

• Goal-orientated, organised team player

• Encouraging to team/staff, able to mentor and lead

• Excellent verbal and written communication skills

• Have excellent people skills and intuitive to client's business needs

• Highly self-motivated and self-directed

• Delivering Results and Meeting Client Expectations

• Knowledge and understanding of various legislation

• Problem solving skills

• Ability to function independently and under

pressure and commit to deadlines

• Computer Literacy, with emphasis on Excel skills

• Strong negotiation skills, with ability follow through on client contracts

• Proven results of delivering client solutions and meeting sales goals

• Knowledge and understanding of The BBBEE Act, The Skills Development & Skills Development Levies Act, The Income Tax Act, The New Minimum Wage Act, The Employment Equity Act, The Codes of Good Practice on People with Disabilities

• Acquire a thorough knowledge and understanding of key client needs and requirements

Qualifications
Minimum
National Diploma in Sales and Marketing
Business Administration
Client Relationship Management
Communications
Ideal

• BCom Degree in business commerce, such as Sales and Marketing or Finance

• MDP B-BBEE

Experience
Minimum

• 3/4 years relevant managerial experience, with at least 3 years at middle management level

• Proven track record of sales successes

• Proven track record of meeting targets and generating new business

Ideal

• A minimum of 5 years' experience, at senior management level with full competence as a Client Relations Manager/Sales Manager

Remuneration
Basic Salary - R35 000,00 to R50 000,00 (negotiable dependant on experience)
Commission earned - paid monthly with salary package, dependant on monthly targets achieved
Provident fund, disability & risk benefit after 6 months permanent employment - fully company funded
Disclaimer
The above job profile is intended to describe in general the nature and level of work performed by employees of the company assigned to this job role. It is not designed to contain or be interpreted as a comprehensive list of all duties, responsibilities, and qualifications. The Skills Development Corporation reserves the right to amend and change responsibilities to meet the needs of the business as necessary.