Job Description

Main Purpose
To develop and execute a Sales Strategy for DFA.
ACCOUNTABILITIES & RESPONSIBILITIES (KEY PERFORMANCE AREAS & TASKS)
Resource Management

• Shortlist and interview high calibre sales staff, ensuring the resourcing is aligned to DFA Policies and Procedures
• Map portfolios to potential high performing sales staff
• Engage in salary negotiations
• Monitoring that resourcing aligned against transformation targets
• Develop, in conjunction with Human Resources, and oversee the on boarding of staff
• Develop a training plan to address predetermined gaps of sales staff
• Drive strategy to make DFA an employer of choice.
• Assist with benchmarking exercises according to industry norms

Manage pipeline and track sales targets set

• Understand and utilize the DFA reporting tools and structure
• Ensure valid pipeline across with qualified
• Interrogate the pipeline
• Ensure sufficient coverage in pipeline to exceed targets

Drive Collaboration across the BU's to deliver on the Customer Excellence Strategy

• Drive and exceed Customer Satisfaction
• Drive collaboration across the BU's to ensure DFA promotes a consistent & positive Customer Experience across all touchpoints in the business
• Track customer excellence against (Nett Promoter Score)

Build & Manage Relationships at Senior Levels within their Customer base

• Develop a consolidated Customer Plan
• Attend relevant industry events with engage with key customers at a Senior Level.

Manage Internal Resources & Tools (Systems, People etc.)

• Ensure that Sales CRM and other related Information Technology systems are operating effectively to meet customer needs and business demands.
• Assess internal business processes to evaluate its ability to meet customer and business needs

People Management

• Onboard new staff members to ensure quickest time to performance.
• Set meaningful performance targets for all employees and clearly outline efforts required to reach deliverables.
• Explain how work roles contribute towards overall strategic objectives.
• Support, coach and mentor staff.
• Develop and agree upon standards against which to measure behaviour and performance up front.
• Assess performance and behaviour.
• Provide regular, constructive feedback and reinforcement regarding performance.
• Counsel staff where behavioural problems arise.
• Give recognition for work well done.
• Encourage employees to adhere to company values.
• Work with staff to create individual development plans addressing employee and business needs, encouraging employees to participate in learning opportunities.
• Provide developmental assignments to staff based on career interests and business needs.
• Manage team performance, promoting cohesiveness and taking corrective action where necessary.
• Chair meetings to ensure team is updated with information required and in order to manage team direction and performance.
• Retain good performers.

Miscellaneous

• Perform any other work-related duties and responsibilities that may be assigned from time-to-time by management.

Competencies and Minimum Requirements:
Knowledge, qualifications and experience

• A degree in Commerce / Sales & Marketing preferable or related qualification
• Minimum of 8 years' general managerial / operational experience in Sales / Project Management, Account Management in the B2B ICT / Telecommunication Sector
• At least 3 years' experience in an Executive Sales role
• Technical Telecom Understanding preferable