Sales Executive

3 weeks ago

Midrand, South Africa IOCO Full time

We are a dynamic and forward-thinking (industry/sector) company seeking a passionate Sales Executive to join our high-performing sales team. As a Sales Executive, you will play a crucial role in driving revenue growth and expanding our client base. If you have a proven track record in sales, excellent communication skills, and a results-driven mindset, we encourage you to apply.

What you’ll do:

  • Generate your own leads from network and other sources.
  • Collaborate with the Lead Generation team, OEM(s), and Partner(s) to procure new leads.
  • Contribute to marketing and lead generation campaigns.
  • Visit clients and potential clients to evaluate needs or promote products and services.
  • Providing high-quality sales pitches and presentations to a range of prospective clients.
  • Obtain product and service sales certifications.

  • Research the client to understand the client’s business and industry, including news articles and client public collateral to understand the latest developments in the client’s ecosystem.

  • Facilitate initial sales meetings to identify client pain points and map pain
  • Submit requirements to the Business Unit (BU) to qualify in and out using approved qualification tools.
  • If qualified, convert the lead to opportunity.
  • Capture CRM opportunities and populate all relevant fields.
  • Bring in BU Solution Advisory or EASM Solutions Team to design and build the proposed solution(s)/service(s).
  • Coordinate the efforts and deliverables of the BU Solution Advisory or EASM
  • Solutions Team to build and demonstrate proposed solution(s)/service(s) if applicable.
  • Validate that proposed solution(s)/service(s) address pain points, meet client requirements, and meet client expectations.
  • Work with Authorised Business Unit Representatives (ABURs) as the BU prepares a comprehensive, compelling, and compliant proposal.
  • Review draft proposal and provide sales input based on client understanding.
  • Update CRM with the final proposal, financials, and other relevant details including estimated closure dates.
  • Follow up with client(s) on submitted proposals and obtain feedback.
  • Drive deals forward towards tangible next steps with committed timelines.
  • Update CRM systems with updated information.
  • Address and overcome any objections or concerns raised by clients.
  • Drive deals to closure using closure techniques.
  • Obtain countersigned proposal(s) and Purchase Order(s).
  • Facilitate a Handover Ceremony to formally hand over the opportunity to BU.
  • Facilitate the BU drafting relevant contracts and drive contracting to closure.
  • Upload contracts to CRM, Legal Repository, and EASM Contract Library.
  • Keep tabs on clients to source potential upsell opportunities.
  • Receive leads and feedback from BU during the delivery phase.
  • Maintain client relationships, and source feedback on client satisfaction.

Your Expertise:

  • Business-to-Business sales. (At least 2 years experience)
    • Value selling methodologies.
    • Solution selling methodologies.
    • Understanding sales process and dynamics.
    • Understanding and using Customer
    • Relationship Management software.
  • Computer literacy. (At least 2 years experience)
    • Excellent Microsoft applications including Word, Excel, Outlook, and PowerPoint.
    • Ability to work comfortably under pressure in a fast-paced environment.

Qualifications:

  • Bachelor’s degree in business, marketing, information systems, or related field.
  • SAP Certification in sales, presales, solutions, or related fields.
  • SAP Certification is SAP Rise Public Cloud or Private Cloud.

Personal attributes/ soft skills required:   

  • Demonstrate strong verbal and written communication skills.
  • Demonstrate ability to network, meet people, and quickly build rapport and trust.
  • Demonstrate the ability to prepare documents including, presentations, proposals, bids, letters, emails, etc. with correct spelling, formatting, and content appropriate for the target audience.
  • Demonstrate the ability to identify problems proactively and find possible solutions with minimal management intervention.
  • Demonstrate the ability to generate leads self-sufficiently, qualify real opportunities, drive sales to closure, and handle objections. 
  • Demonstrate the ability to record opportunities in detail on company CRM, as well as record and manage tasks, and other administrative duties to the highest degree of effectiveness. 

Other information applicable to the opportunity:

  • Permanent position
  • Location: Johannesburg (Midrand) – Full time. Hybrid work model

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