Job Description

Main Purpose of Position

Responsible for executing the sales strategy through the SA Secure Sales Team, ensuring the growth and development of contracts across the country for the G4S Secure Solutions business. This would include the achievement of defined revenue targets, the development of organizational capacity and the growth of the business as well as project management. A focus of this role will be on Salesforce, ensuring the accuracy and integrity of all data within the platform, maintaining its correctness, and managing the sales team's effective utilization of Salesforce to optimize sales operations and reporting.

KEY PERFORMANCE AREAS

PERFORMANCE STANDARDS

Salesforce Team Management & Training:


Salesforce Data Accuracy: Achieve and maintain a minimum of 95% accuracy for critical data fields (e.g., contact information, deal stage, revenue forecast) in Salesforce, measured monthly.


Pipeline Coverage Ratio: Maintain a consistent pipeline coverage ratio of 4:1 (pipeline value to revenue target) monthly




Provide ongoing training, coaching, and support to the sales team on best practices for Salesforce usage.




Monitor sales team adherence to Salesforce processes and data entry standards.




Act as the primary point of contact for Salesforce-related queries and issues within the sales department.




Collaborate with IT and other departments to optimize Salesforce functionality and integration with other systems.




Establish and enforce strict protocols for Salesforce data entry, maintenance, and cleanliness.




Regularly audit Salesforce data to identify and rectify inaccuracies, duplicates, and inconsistencies.




Develop and implement data validation rules, workflows, and processes within Salesforce to ensure high data quality.




Generate and analyze reports from Salesforce to provide actionable insights into sales performance, pipeline health and data integrity.




Develop and present comprehensive sales reports, forecasts and performance analyses to the Commercial Director and other stakeholders.



Execution of Sales Strategy


Sales Team Productivity : Increase the number of qualified leads converted to opportunities (8 new client meetings a week), tracked via Salesforce lead conversion metrics.



The generation of new business through building a customer base who utilize the G4S Secure Solutions services and to increase secure solutions revenue in relevant sectors in line with the G4S Secure Solutions strategy.




Leverage and share the Group's knowledge and best practice, credentials etc




Input into the overall G4S Secure Solutions strategy development and implementation and the facilitation of the necessary changes to sales and business development structures and processes to align them with the strategy as set out by the Commercial Director.




Shares best practices focusing on Knowledge Management across centers of excellence and specialization.




Development and Manage Sales Structure


Training Completion Rate: Ensure 100% completion of mandatory training modules for all new sales hires within their first 30 days, and for existing team members on new training bi-monthly.


Forecast Accuracy: Improve sales forecast accuracy to 95% of actual revenue achieved each quarter, based on Salesforce forecasting tools and preset commercial sheet.




Ensure that G4S Secure Solutions has the capability in terms of business development resources and the necessary components to bid for and deliver sector specific solutions in relevant businesses (technology partnerships, risk assessment capabilities, consultancy style selling skills etc)




Manages and coordinates multiple role players and creates structures and mechanisms to manage the role player matrix structure




Staff training plan with milestones / Quarterly measurement




Coordination of Guarding and Tech staff to maximize cross selling and realizing existing as well as new opportunities




Good control and measurement over staff efficiency, effectiveness at all levels of the sales process: marketing, Lead, Present, Pricing, Closing and Handover




Development and maintenance of sales tools (PPT, movies, brochures, show stands etc.)




Ensure that the business has a robust sales and business development processes and procedures (Commissions, ROSI, Sales Order Email Address, Allocation of Leads/Accounts, Regional Approval Documents, Target Allocations, Performance Improvement)




Control of Guidelines and Templates with the latest SA Secure information




Contract Management Process




Health and Safety




Participate in the design/ development/ review/ implementation and monitoring of the branch/region/national safety plans for each year.




Participate in safety forums created by company for example safety meetings and safety talks




Report all safety incidents to the relevant people




Discuss all safety incidents on all levels




Follow-up on any activities assigned through safety meeting/committee/representative/management




Attend safety education and refresher programmes




Comply with safety policies and procedures at workplace




Distribute safety information as and when required




Wear protective clothing all the time



MINIMUM REQUIREMENTS



Qualifications & Experience




Grade 12/ Matric Equivalent




Relevant formal tertiary qualification at the level of a 4-year professional or bachelor's degree preferred.




Experience in the development of business with and negotiation of large bids and tenders with Multinational Companies and Governments.




Minimum of 5 years of experience in sales operations




Proven track record of achieving sales targets and driving business growth.




Demonstrable experience in project management and leading complex negotiations.




In-depth knowledge and hands-on experience with Salesforce CRM, including data quality, reporting, and user management.




Strong analytical skills with the ability to interpret complex data and provide actionable insights.




Excellent communication (written and verbal), interpersonal, marketing and negotiation skills.




Capable of working effectively and productively with team members from diverse cultural environments.




Flexibility and adaptability to rapid environmental changes.




Awareness of the market environment.




Strong management skills.




Business acumen.




Ability to manage and motivate a team.




Strong organizational skills and attention to detail.




Key Competencies




Strategic Thinking




Results Orientation




Data Analysis & Interpretation




Problem Solving




Team Leadership & Development




Negotiation & Influence




Process Management




Communication & Collaboration




Adaptability




Customer thinking




Collaborating and cooperating




Delivering strategy




Driving change




Leading people




Delivering performance




Working with complexity




Managing professionally