JOB TITLE:
Head of Sales

REPORTING TO:
CEO

LEVEL:
Senior

OVERSEE:
Account Managers 

Industry:
ICT

JOB PURPOSE:
Ensure profitability and optimal performance of the Sales Team, as well as delivery of service to clients while maintaining and growing client relationships.

MANDATORY EXPERIENCE:
Five (5) years experience in sales and marketing with two (2) years in an IT environment. At least two (2) years experience in management.

RESPONSIBILITIES:

§    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.