Senior Solution Sales Specialist: Retail at Altron Bytes Systems Integration

Job Description

To build strong and scalable relationships with key industry players, to attract new customers, generate leads, opportunities and ultimately coordinate collaborative sales efforts across functions in support of overall business growth within the Retail industry.  Responsible for developing sales of company products to a number of designated accounts or assigned product lines. Expected to contribute to company's sales revenue and may operate nationally.  Negotiates at high level, usually within defined limits of discretion.

KEY RESPONSIBILITIES:

CONDUCT ONGOING SECTOR / INDUSTRY AND PROSPECTIVE CUSTOMER RELATIONSHIP MANAGEMENT TO CREATE DEMAND:

• Manage Retail sales accounts and customer relationships in collaboration with Key Account Managers, Sales teams, Sales Enablement, SDM and Transformation & Enablement teams.
• Build and retain strong and scalable inter-personal relationships with key industry players, partners, suppliers and prospective customers;
• Understand current and future customer requirements, and appropriate solutions and value proposition to generate pipeline of sales opportunities at each customer and prepare and present customers with proposals (drawing on Sales Enablement where necessary for support)
• Keep abreast of sector / industry changes, and actively explore networking opportunities such as conferences, thought leadership forums etc.;
• Attract new relationships with new customers by directing and supporting collaborative sales efforts to grow one or more assigned solution;
• Understand the business roadmap and requirements for potential customers;
• Collaborate with Altron MS and Altron solution providers to leverage opportunities in the verticals to create demand and customer stickiness
• Actively drive and follow through on qualified opportunities;
• Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and
• Provide continuous, accurate and consistent feedback to prospective customers.

ATTRACT NEW CUSTOMERS / ACCOUNTS IN ORDER TO GROW THE BUSINESS:

• Ensure a clear understanding and interpretation of the Altron Managed Solutions solution portfolio;
• Lead demand-generating marketing and sales activities in the assigned market for the assigned solution;
• Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks;
• Track and report on opportunities. Convert sales opportunities to wins and invoice.
• Track billing and survey customer satisfaction
• Liaise with internal solution crafters and developers on new solutions and customer requirements to drive Lead / Opportunity Conversion Rate;
• Participate in the design and development of new solutions to grow the business;
• Collaborate closely with the relevant LOB Financial Executive, Bid Manager, Contracts Manager and supporting team members to deliver bids / proposals / quotes for the customer; and
• Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
• Source and distribute relevant thought leadership and marketing material to customers.
• Support, adhere to and leverage the internal Altron bid management process.

ACCOUNTABILITY

• Revenue under management
• Budgets and Forecasting under management

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal:

• All internal staff

Reasons for Interaction:

• Customer Service Satisfaction
• Service Delivery
• Customer escalations

External:

• Suppliers

Reasons for Interaction:

• Service Delivery

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Relevant Masters/Bachelor degree in IT or equivalent

Years of Experience:

• At least 7 years Business Development and Solution Sales experience within the Financial/Retail environment

Other requirements:

• Development and Solution Sales experience within the Retail environment
• A very strong customer orientated approach with a delivery bias;
• Ability to prioritise and allocate resource/effort appropriate;
• Proven track record in attracting, leading and closing major deals;
• Knowledge of key industry / solution players; and sound knowledge business and industry standards ;
• An understanding of the purpose and composition of Service Level Agreements; Financial acumen;
• Business acumen and excellent verbal and written communication skills;
• Strong intra-personal relationship management skills;
• Computer Literacy with very strong PowerPoint, Word, Outlook & Advanced Excel skills;
• Proposals/Report writing and strong presentation skills; Flexibility and adaptability (responsive to the external environment and customer requirements)
• Internal and external brand orientation

Behavioural Competencies:   

The incumbent is required to have demonstrated the following competencies:

• Business Acumen
• Strategic Execution
• Customer Service Oriented
• Accountability,
• Collaboration, negotiation and networking
• Decision making
• Result and achievement orientated
• Conflict Management
• Analytical
• Managing Risks

Attitude and behaviour:

• Flexibility and adaptability (responsive to changes in customer requirements)
• Results and Achievement Orientated
• Drive commitment to accuracy and quality
• Problem Solving
• Communication

Education

• National Diploma (Required)