Job Description

Responsible for revenue generation through effective planning, direction and coordination of the operations of the organisation and delivering exceptional customer service through the direct sales channel

Drive the Sales and Operations strategy planning and execution
Explain the local action plan to support team members in their understanding of what needs to be done and and how this relates to the broader business plan and the organization''s strategy, mission and vision; motivate people to achieve local business goals.

Drive sales growth and performance
Monitor and assess sales and market data for a specific geographic region that will assist management in identifying areas in the market where business can be developed.

Work Collaboratively
Contribute to the development of annual and longer-term business plans; forecast performance against business key performance indicators; develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets.

Leadership
Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.

Self Management

Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

Planning and Organizing
Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.

Commercial Acumen
Applies understanding of the business environment and objectives to develop solutions without supervision, while also providing technical assistance when necessary.

Policy and procedures
Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.

Customer and Market Analysis
Conducts research and analyzes data without supervision while providing technical guidance as needed in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.

Customer-Focused Approach
Works without supervision and provides technical guidance when required to orient the seller''s organization around delivering to the key needs of their customers.

Strategic Planning

Applies comprehensive knowledge and/or skills to independently engage in strategic planning.

Understands Customer Needs
Uses comprehensive knowledge and skills to act independently while guiding and training others to articulate the customer needs in the customer''s business language and business context.

Project Management
Works without supervision while providing technical guidance when required on managing projects and/or programs within desired cost, time and quality parameters.

Negotiation
Negotiates without supervision and provides technical guidance when required on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests.

Knows the Buying Influences
Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.
Assesses buyer feelings about the proposed solution, Assesses each buyer''s sense of urgency and readiness, Identifies all buyers and their level of influence, Leverages a strategic coach to support the partner relationship, Secures a coach within the buyer organization to facilitate introductions and access, Seeks to understand each buyer''''s desired business results and concerns

Manages Buyer Indifference

Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.
Acknolwedges indifference, Identifies new needs or opportunities, Probes for relevance to proceed, Probes to understand indifference

Action Planning
Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing appropriate plans or performing necessary actions based on recommendations and requirements.

Adaptive Mindset
Works with full competence to shift into and out of a mental mindsets associated with assessing the facts and circumstances of the current situation and/or environment and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically works without supervision and may provide technical guidance.
Adapts existing tools and techniques to existing situation, Adapts to changing goals / objectives, Entrepreneurial spirit, Focuses on simplicity when addressing the customer

In-Depth Questioning
Works without supervision and provides technical guidance when required to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
Differentiates between complaining and a desire for action, Explores client problems and solutions, Seeks to understand the client''s situation Initiates Compelling Sales Conversations
Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
Adds value through perspective, Confirms client understanding, Leverages precall prep, Leverages pre-call prep for partnerships, Proposes mutually valuable agenda, Provides context for conversations

Prospecting
Works without supervision and provides technical guidance when required to identify ideal potential clients.
Defines ideal client, Evaluates partnership''''s value contribution, Identifies clientorganization fit, Identifies long-term clients

Qualifying
Works without supervision and provides technical guidance when required to spend the appropriate time for the size and potential of each opportunity. Identifies and communicates benefits, Identifies budget and timing, Identifies competition, Invests appropriate effort, Qualifies opportunities

Questions Strategically
Works without supervision and provides technical guidance when required to uncover clients'' explicit needs and/or unforeseen opportunities and challenges.
Probes to uncover and develop needs, Probes to uncover dissatisfaction, Raises awareness of the client''s problem, Seeks alignment between needs and solutions

Understands Buying Influencer Needs
Works without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers.
Assesses channel relationship needs and expectations, Determines the root of buyer needs, Seeks buyer need priorities, Seeks to understand buyer needs, Uncovers buyer''s goals

Understands Issues/Motivations
Works without supervision and provides technical guidance when required to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.
Adapts to changing goals/objectives, Identifies key interests, Maintains focus on win-win goal, Recognizes key negotiation points, Shares goals and recognizes value

Workflow Management
Works with full competence to orient work in a workflow to plan, organize, and execute the steps it takes to achieve a goal to achieve higher efficiencies.
Typically works without supervision and may provide technical guidance.
Kanban Board (Workflow Management), Workflow Management

EDUCATION
Relevant Bachelor''s degree in Commerce, Sales or Business Management related fields.

EXPERIENCE
Minimum 6 years experience in similar role.
Experience in managing operations and sales managers in Telecom Industry will be preferable.

Salary - R50 - R60kpm CTC

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