Strategic Sales Manager

2 weeks ago

Roodepoort, Gauteng, South Africa MAGANYENI HOLDINGS Full time
21 January 2023

POSITION
:
STRATEGIC SALES MANAGER

Essential Duties and Responsibilities

  • Sell products and services to assigned client portfolio
  • Identify and cross sell new products and services through diligent, robust, and thorough account management principles
  • Develop high level relationships with the intention of expanding the Company's market share and make the company the preferred partner of assigned portfolio to ensure incremental business for our products and services
  • Engage Management and Executive Leadership in creative solutions to influence future order intake
  • Prepare account strategy outlining sales account plans, forecasts and pipeline management for new and existing clients
  • Understand customer strategic, tactical, and operational strategy.
  • Effectively solve problems and manage risk to ensure that set targets are met (always mitigate risk)
  • Optimal retention of existing business and or clients by maintaining at least 95% renewal of business and prepare proposals and tenders in accordance with sales and pricing business rules.
  • Develop an understanding of prospective client's business and product /service requirements, its needs and industry trends.
  • Ability to understand and articulate the company's value proposition
  • Assist with the preparation of contractual agreements.
  • Drive and supports new products, services, and solutions into the account.
  • Manages preand postsales support areas to ensure seamless introduction of new product services and propositions to accounts.
  • Represent client interest within the company to ensure that service adjustments are done where necessary
  • Promote the brand by being a true ambassador in the industry (exemplary and professional)
  • Where required assist in expediting payment by the client

CUSTOMER RELATIONS OWNERSHIP

  • Oversee and coordinate the relationship between team members in own organization with their counterparts in allocated accounts.
  • Prioritise communication and develop a positive relationship with relevant stakeholders in the account.
  • Set up strategic product / service meetings on quarterly and or half yearly to facilitate top client management engagement

REPORTING

  • Provide monthly sales forecast reports as and when required.
  • Present monthly / weekly qualified sales pipeline/forecast to ensure that red flags are raised on time.
  • Secure reliable business intelligence relevant to new business opportunities and provide feedback at weekly sales meetings.

ACCOUNT MANAGEMENT

  • Drive growth in allocated accounts through the introduction of new products and services.
  • Increase market growth as per the company strategy.
  • Take ownership of new business opportunities, identify strategic fit, prioritise opportunities, pursue and implement identified opportunities.
  • Lead sales opportunity and customer interface for the proposal to ensure that information is provided to the Bid team to improve the bid and thereafter to close the sale.
  • Lead the process to convert new sales opportunity into an order.
  • Regularly visit customers and expedite issuing of orders.
  • Facilitate all customerrelated contact sessions (e.g., meetings, quarterly review, strategic planning sessions).
  • Provide constant feedback regarding the link maintenance performed by the companies maintenance department to ensure that the company delivers on its promise.
  • Preempt complaints as first point of contact for clients.
  • Liaise with Technical and planning stakeholders to obtain their (technical) inputs in designing customer solutions
  • Receive order request/mandate from customer and coordinate both technical and commercial process
  • Compile the commercial offering based on the link planning information
  • Influence customer strategy to enhance competitive advantage as most customers are resellers of Fibre services.
  • Ensure that ATPs are send to client on time and signed and are returned by clients timeously.
  • Train and organise training for clients on new products and services to ensure that clients understand the company's product suite.
  • Ongoing assessment the companies delivery to ensure that client loyalty and future business is guaranteed.
  • Understand competitor services in the market to enhance your product knowledge.
  • Communicate effective customer engagement solution approaches.
  • Ensure that information that is send to client, is recorded on the system and is always correct through constant liaison with relevant administration.

After-sales services

  • Arrange monthly or quarterly meetings with clients to ensure that the client is kept up to date with all new and changes to client service.
  • Work according to standard operating procedures to manage customer expectations by maintaining close relationship with portfolio management
  • Advise customers / partners on being competitive in the market, for example on amount and type of fibre and how to save costs
  • Continuously stay abreast and be involved with client

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