Sales Manager: Enterprise & Global Accounts

About the job Sales Manager: Enterprise & Global Accounts

To manage a team of highly skilled Account Managers in the Enterprise and Global channels, providing strategic direction and planning to achieve budgeted and targeted sales and growth. The Enterprise customers are Gauteng based and the Global accounts are based nationally. Enterprise Accounts are typically large, major, and key accounts with more than 350 PC users within an organisation. Whilst Global accounts are strategic customers of Company with global contracts concluded centrally around the world, with a presence or headquartered in South-Africa.

Key Responsibilities:

• Develop and deploy objectives and key results (KPIs) for the Enterprise and Global teams to increase marketshare, achieve revenue and profitability targets that will include tracking and measuring daily, weekly and monthly sales and client contact activities.
• Drive the team to create a strong pipeline and accurate and reliable sales forecast.
• Drive the team to move away from traditional office automation sales approaches and to enable the evolution for their Sales teams in offering existing and new, innovative Digital solutions to both existing client base and selected new target growth areas.
• Take responsibility of key and/or complex business development leads, building relationships with stakeholders, and negotiating and closing these deals.
• Prepare accurate sales forecasts, account-based plans and reports, and recommendations to enhance account growth and revenue potential. Ensure proper qualification of sales leads/opportunities and provide high quality opportunity management during all phases of the sales cycle.
• Identify customer requirements that may necessitate customized and complex solutions to cross sell and increase wallet share on each account. Jointly develop Sales Operating plans and integrate them back into the overall Direct Sales strategic plan.
• Identify and propose new products to on-board to supply to the changing demands of the customers to compete across all lines of business.
• Recruit top sales talent and develop a high performing, results oriented sales team with an entrepreneurial spirit.
• Meet/exceed monthly, quarterly, and annual sales targets and forecasts. Develop a high-energy team spirit, coaching and motivating Enterprise and Global Account Managers to succeed.
• Manage the performance and development of staff.
• Build deep understanding of the customer's business and industry / vertical market.
• Skills development and personal development plans for Account Managers.
• Manage the expense budget for the Enterprise & Global Account team.
• Integration into the Global Company organization forming part of several committees and global priority projects.

REQUIRED SKILLS, KNOWLEDGE & EXPERIENCE

• Related tertiary qualification advantageous.
• Between 10-15 years managerial experience working with Senior Management teams and Board level customer and internal stakeholders.
• Experience in closing Enterprise client deals, including large and complex business case and understanding of complex P&Ls.
• Experience in dealing with Global customers, regulatory and legal complexities.
• Knowledge around legal, regulatory, commercial, and operational considerations in large enterprise business.
• Ability to articulate and execute strategic vision and planning provided by executive management team.
• Demonstrative Perspective. Displays a deep understanding of key business trends and the organisations position within the business environment.
• Demonstrated ability to understand the business requirements of the customer and build solutions that address the business needs.
• People management skills ability to lead, develop, coach, motivate and handle conflict.
• Excellent communication and presentation skills, both verbal and written.
• Excellent numeric, qualitative, and analytical skills. Strive for good deals and overall profitable deals that make financial sense to Company, increase long term relationships with clients and display total commitment to customer & service satisfaction.
• Increase market coverage & prospecting intensity.
• Have decision-making & problem-solving ability, and administrative skills.
• Should be able to work well under pressure and handle a busy workload.
• Display qualities of professionalism regarding time-keeping, dress code and conduct.
• Exceptional honesty & integrity.
• Totally focused on Sales Targets with high closing ratios.
• Show high levels of drive, energy & enthusiasm.
• Understand and make use of appropriate incentives, and activities to boost sales.
• Be able to take decisive action when dealing with sales staff that are unable to perform to the required standards.
• Discipline staff in the appropriate manner, facilitate feedback and course correction through coaching & personal appraisal.
• Act promptly when issues of conflict arise within the team, no perceptions of favoritism.
• Reduce Sales staff turnover.
• Sales process knowledge & strong account management know-how, creating & utilising sales process controls & procedures.
• Identify and propose solutions to internal processes and interdepartmental challenges.

OTHER REQUIREMENTS
Required to travel from time to time.

SCOPE FOR IMPACT

• The role holder will be required to manage the Enterprise and Global Account teams in Gauteng and will form part of the Direct Leadership team reporting directly to the Sales Director.
• The role holder will be required to provide mentoring and coaching support to all team members and be approachable, visible, and open to new ideas of the team.
• The manager is expected to carry out regular weekly one on ones, team meetings and have development conversations on a regular basis. The role holder is expected to focus on supporting their team on how to deliver the end results.
• The role holder will be a senior manager within the business and is expected to champion the Company Way core values, its people development strategy and where required support other departments such as HR as well as promote new initiatives throughout their teams and the wider business.