Job Description

Enterprise IT Sales Manager - DBN Media/Marketing/Sales
Durban - KwaZulu Natal - South Africa
ENVIRONMENT:
A cutting-edge tech company in Durban is seeking an Enterprise IT Sales Manager to drive the strategic direction and operational execution of their sales function. The role involves leading the sales team to achieve revenue targets, developing and implementing effective sales strategies, and cultivating strong customer relationships. The successful candidate will align sales initiatives with company goals, foster a high-performance sales culture, and identify and capitalise on new business opportunities while adapting approaches to both enterprise and SMME clients in the technology sector.
DUTIES:
Sales Strategy and Planning

• Formulate and implement sales strategies for enterprise and SMME markets
• Establish clear sales targets and goals
• Conduct regular market research and analysis

Sales

• Identify and secure new business opportunities
• Develop and implement strategies to attract and expand the customer base
• Execute lead generation strategies to build a strong pipeline

Team Leadership and Development

• Manage and mentor the sales team
• Implement training programs
• Monitor and evaluate team performance, provide feedback and coaching
• Work with HR to ensure KPI achievement
• Recruit and develop new talent
• Identify and reward star performers
• Reduce key-man dependency through succession planning
• Manage team dynamics and resolve conflicts

Customer Relationship Management

• Develop strategies to attract and retain clients
• Maintain strong relationships with key clients
• Gather and analyse client feedback for improvement

Revenue and Profitability (Budget) Management

• Drive the team to meet/exceed revenue and profitability targets
• Prepare sales forecasts and performance reports
• Manage sales-related expenses
• Ensure rebates are assigned and managed

Sales Operations and Reporting

• Optimise sales processes and workflows
• Manage CRM system for tracking sales activities
• Generate weekly reports and quarterly presentations
• Ensure timely contract management
• Maintain accurate CRM data

Market and Competitor Analysis

• Monitor competitor activities and market developments
• Conduct annual SWOT analysis
• Adapt strategies in response to market and competitor actions

Product Knowledge and Innovation

• Maintain deep product and service knowledge
• Provide feedback to product development teams
• Promote innovative sales approaches
• Complete and assign sales certifications
• Publish new solutions in the Service Catalogue

Stakeholder Engagement

• Collaborate with marketing, product, and support teams
• Build strategic partnerships and alliances
• Coordinate stakeholder events
• Resolve escalations
• Work with vendors and distributors for best pricing
• Engage with presales for solution updates

Marketing

• Partner with Marketing Manager on strategies
• Oversee marketing content (blogs, newsletters, social media, promotions)
• Work with vendors for internal marketing funding

Supplier & Vendor Management

• Develop and manage supplier relationships
• Oversee vendor rebate programs with finance
• Perform regular supplier price checks
• Conduct quarterly business reviews (QBRs) with management
• In-depth knowledge of enterprise and SMME markets in tech
• Drive vendor certification targets in collaboration with HR and HODs

REQUIREMENTS:

• Degree in Business Administration, Marketing, Sales, or related field
• 57 years of sales experience (3+ years in management, ideally tech industry)
• Proven record of meeting/exceeding sales targets and revenue growth
• Willingness to travel for clients, events, and sales activities

ATTRIBUTES:

• Strong leadership and motivational skills
• Ability to implement effective sales strategies
• Excellent communication and presentation skills

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