The Head of Sales has to take ownership of all sales-related activities in the company, ensure demand is created at end-user and channel partner levels, ensure customer satisfaction, maintain long-term relationships, recognise opportunities and maximise sales and revenue growth throughout the value chain. He/she must relish chasing a new deal and drive the sales team to achieve targets.
Create awareness of the company, its offerings and its image, and create, build and maintain profitable and strategic relationships with channel accounts by providing excellent service to channels and, through them, to the end-user customers. Drive the revenue growth in the business and manage the overall achievement of sales and revenue targets.
1. Business Development
a. Identity and develop business with new clients.
b. Identify new products and solutions for the relevant business area in collaboration with the Product Owners and the Head of Product.
c. New product solution positioning in collaboration with the Product Owners.
d. New product pricing strategies in collaboration with the Product Owners.
e. Do and be accountable for all client proposals, contracts, and related documentation.
f. Prepare and submit tenders and requests for information promptly.
g. Do and approve quotations according to authority levels.
2. Sales Process Management
a. Manage new partner and customer relationships in collaboration with Channel Managers to ensure continued revenue generation.
b. Identify prospective new business opportunities.
c. Provide information on customer and market intelligence.
d. Actively and consistently manage all partner and customer interactions, including during the sales cycle, using the company's approved account planning methodology to maintain a high level of new customer satisfaction.
e. In collaboration with the Channel Managers and Regional Heads, develop a client database and ensure it remains current.
f. Have regular meetings with key stakeholders to assess customer satisfaction levels and identify areas for customer development.
g. Maintain price lists with support staff from local and overseas suppliers, understand exchange rates, duties, and transport costs, and maintain healthy gross margins.
3. Prospecting and relationship-building
a. Actively identify and pursue potential business for DataVoice in previously identified existing and potential new Channels or end-customers in defined and agreed territories.
b. Define, develop and manage relationships with key individuals in allocated channels and ensure that these contacts are maintained appropriately between key DataVoice personnel and similar people in the channel organisations and/or end-customers.
c. Ensure retention of current markets, channel customers, and end-users of the DataVoice product.
4. Account planning and strategising
a. Participate in developing sales strategies and provide sales and forecasting information for budget planning purposes
b. Implement appropriate sales programmes.
c. Develop and implement channel account strategies that deliver on agreed objectives.
d. Coordinate, communicate, and integrate business plans.
e. Develop strategies to identify, explore and close new business.
5. Documentation and business process
a. Subscribe to and actively contribute information relating to sales and prospecting activities in support of the organisation's management information system.
Tertiary Qualification (Degree/ National Diploma/ NQF Level in Sales & Marketing).
Product-level certification(s) would be advantageous.
A minimum of ten years of experience in Channel sales, with a proven successful track record in Channel sales and sales management.
Domain knowledge and expertise in communication infrastructure (Interaction capture and AI knowledge are advantages).
MS Office and/or Google Suite.
Complex quoting and preparation of solution responses.
Exceptional track record in sales leadership.
Outstanding communication skills at the board level.
Ability to uncover business needs and devise customer-focused business solutions.
Excellent presentation skills (including what to include and how to present a business solution).
Ability to solve business, people and customer-related problems.
Must be decisive and willing to implement tough decisions.
Exceptional communication skills: Written, spoken, listening and presentations.
Ability to negotiate complex solutions (especially at the board level).
Writing documents in English.
Ability to understand an individual's motivation and development requirements and manage them based on their needs.
Ability to mould individuals into a high-performance team.
A broad knowledge of business economics and business finance (Should be able to analyse a business's financial statements).
Effective and efficient usage of his/her time based on prioritie