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Adcorp is the workplace solutions provider that seeks new ways to shape markets, economies and our shared future, by offering a wide range of diverse talent management solutions across a vast spectrum of industry sectors, job types, and geographic regions.
Job Description
Lead, manage and direct the Divisions new selling effort as a brand agnostic sales leader. Drive the culture shift to a mature and best-in-class sales organization.
The ideal incumbent should possess the following:
Minimum 10- 15 years’ experience in senior sales and commercial roles, with at least 3 years at executive level.
B2B Sales experience. Services industry preferred with proven track record in increasing new sales and organic growth
Training industry experience an advantage
Has implemented, maintained and managed a CRM platform (Salesforce)
Responsibilities:
Process
Be accountable for large portfolio-wide solutions or other deals that may be material to the Portfolio or Group.
Act as the custodian of optimal solutions, targeted sectors and the appropriate margins inclusive of price creation, tracking and negotiations.
Assume accountability as the Portfolio owner of Salesforce for the purposes of pipeline management, new sales forecasting and dashboard reporting
Serve as the Portfolio conduit for the Group Sales Executive. Actively participate in the senior sales leadership forums.
Partner with the Business Unit managing executive to assist in optimal and targeted market segment strategies
Ensure the use of multiple B2B sales and lead generation platforms
Ensure a relevant and structured approach to help sales teams deliver on their objectives
Work closely with Division executive management; translate strategic plans and directives into clear growth strategies
Promote clear systems for delivery of projects, products, and services focused on quality and customer satisfaction
Utilize cross-functional information and collaboration to build a business case in a complex environment and that delivers new sales, up-selling and cross-selling
Actively support the team to build and manage a pipeline of new opportunities
Ensure sales teams develop strong commercial, technical and business acumen to drive well-informed decisions in a timely manner, even when data is limited
Encourage smarter team decisions by driving a common business objective
Brainstorm with the team to explore new approaches and ideas to position our sales offers
Share improvement ideas and best practices of resolving deal problems with the team
Encourage team collaboration and liaise with peers in the different sales teams to collaborate on cross-sales opportunities
Financial
Ensure that long-term and sustainable new growth is achieved.
Ensure budgeted financial targets are achieved (Revenue, Margin, Profit)
Accurately forecast on a weekly, monthly and annual basis, the Portfolio’s pipelines aggregated from a BU level to a Portfolio-wide view.
Understand and act in accordance with economic drivers, including internal and external business dynamics.
Customer
Proactively anticipate deal-level challenges and roadblocks that can obstruct a new sale, using past experience, client feedback and peer perspectives
Assess market trends, diagnose root-cause of commercial challenges and identify potential risks for sales processes
Regularly engage with clients to obtain feedback in terms of what is and what isn't working;
Drive the achievement of Client Satisfaction Scores.
Identify solutions in response to client challenges
Establish key relationships and networks with other teams as well as with external stakeholders to leverage selling opportunities
Understand the hierarchy and culture of sector, client and supplier organizations and identify the decision makers and influencers.
Participate In client engagement and negotiations where relevant.
Compliance and governance
Implement the governance management model, framework and policy in own business area, identifying and managing governance and risk exposure liability pro-actively.
People
Drive sales excellence and keep the sales team current through best of breed collective sales forums, sales / thought leadership training / interventions and generic incentive structures.
Drive a high performance culture
Attract the best talent and create measurement platforms that deliver high performance
Ensure adherence to all HR Policies and procedures
Play an active role in driving the transformation agenda
Coach the sales teams to develop client management skills like moving stalled deals forward, positioning solutions to clients, and qualifying deals
Motivate and train the sales team to develop the skills to independently drive and lead sales processes
Coach and mentor the team regularly. In collaboration with the Managing Execs, follow-up on development discussions through regular reviews and provide feedback
Qualifications
Bachelor`s Degree and Advanced Diploma in Business, Commerce and Management Studies
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