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Head of Sales
Ensure profitability and optimal performance of the Sales Team, as well as delivery of service to clients while maintaining and growing client relationships.
Five (5) years experience in sales and marketing with two (2) years in an IT environment. At least two (2) years experience in management.
§ Implements and fosters a performance driven culture for the sales team.
§ Conducts sales product training for team members.
§ Conducts performance appraisals with team members.
§ Ensures optimal human capital capability and requirements.
§ Assists in determining team targets with senior management
§ Develops the annual team budget.
§ Develops and disseminates the overall team strategy and targets to ensure profitability
§ Develops and implements marketing strategy and annual marketing plans.
§ Assists team members in solving customer issues and answering queries.
§ Supports and motivates team members to achieve their individual targets.
§ Ensures appropriate documents on Agreement are prepared
§ Determines and approves tender pricings
§ Oversees tender preparation, completeness and authorize a release sign off.
§ Sources new customers and markets
§ Presents across the board solutions to customers
§ Approves customer quotations.
§ Ensures customer satisfaction on sale closures and payments.
§ Builds strong relations with clients
§ Attends meetings with relevant experts to gather client requirements and to support team members
§ Carry out customer satisfaction surveys and conduct competitor analysis
§ Generates best fit solutions for clients
§ Follows up to ensure Pre-Sales team provides assistance to the Sales team.
§ Attends regular meetings with the Vendor Account Managers and pre-sales, to keep track of
§ Vendor target and raise any relevant issues.
§ Keeps track and supports weekly deals closure.
§ Reviews team sales pipeline and provides feedback.
§ Generates and presents sales report to senior management.
§ Develops, disseminates and updates processes, policies and procedures for the Sales team.
§ Assists HR in creating and continuously improving reward schemes to keep employees motivated.
QUALIFICATIONS AND SKILLS:
§ Bachelors Degree in ICT; mandatory. MBA an added advantage.
§ Microsoft licensing for small and medium organisations
§ Microsoft licensing for large organisations
§ Software Asset management
§ Knowledge and experience in people management
§ Product functionality knowledge
§ Microsoft tools knowledge such as PSX, Explore, POET, MOET, CHIP, E-Agreements
§ Continuous Professional Development (CPD)
§ Vendor sales tools knowledge such a deal registration, partner portals access on all vendor portfolios etc.