Head of Sales

7 months ago

Cape Town, South Africa Edge Education Full time

**Head of Sales at EDGE Education**

**Employment type: Full-time position**

**Location: South Africa**

**ABOUT THE POSITION**

As the Head of Sales, you will lead the sales team, directly managing sales consultants, as well as your own account portfolio, to exceed sales targets. You will be responsible for developing the strategy to grow sales and market share across South Africa targeting agreed segments for CourseBookTM. You will pursue new sales opportunities across existing and new client bases -ensuring sales opportunities meet commercial and profitability thresholds for the business. Your role will be commercially focused, however you will work cross functionally with teams including operations, marketing and product to ensure success within the target markets. You will retain relationships with top accounts across SA to ensure EDGE continues to deliver on quality products and services and provides an exceptional customer experience.

Key responsibilities include:
**Business Development**
- Achieve agreed annual sales revenue targets by developing and executing agreed sales plans for CourseBookTM suite of products and solutions in line with EDGE’s annual objectives based on Y-O-Y data and market insights to drive business growth.
- This includes:

- Maintenance and retention strategy for existing clients
- Upsell of new products to existing client base
- Growth strategy to develop business with new clients in specific segments and with new products focussed around CourseBookTM and Custom Content Solutions

**Strategy Planning & Project Management**
- Develop and execute yearly sales plans in alignment with company strategy, in order to launch new products and/or achieve revenue targets
- Accurately execute all business development initiatives identified by the CBDO through effective sales drives/campaigns and meeting agreed KPIs
- Assist in mapping out new markets with the CBDO and MM
- Building a sales pipeline to ensure a constant stream of sales with regular evaluations
- Project Management:

- Allocating resources according to teams’ focus and schedule
- Managing focused time for each team member
- Recognising and troubleshooting hurdles
- Communicating insights to cross-functional teams
- Prepare action plans for identifying warm, high yielding, authentic sales leads and prospects to penetrate new and existing markets and effect the closing of business deals.
- Coordinate lead generation (potentially through marketing efforts and third party lead generating companies)
- Generating leads and turning them into opportunities for sales
- Ensure the team keeps the CRM by, inter alia, inputting information on customers and leads
- Effectively manage new inbound leads
- Support Marketing and Communication planning for Sales initiatives within the various target segments alongside the Marketing Manager
- Effective Marketing and communication implementation alongside the Marketing Manager

**Budget**
- Assist in preparing annual sales budget plan, including scheduling expenditures, and revenue forecasting
- Track sales teams targets against budget on a monthly basis and inform suitable changes to guide the sales plan
- Drive client price negotiations (in conjunction with CFO) and closing of sales

**Team Management and Development**
- Coaching, mentoring and training of the sales team as needed to support their personal and professional development and to improve efficacy of the sales function
- Setting and monitoring sales consultants' KPIs and managing performance issues through performance plans if needed
- Recruiting, onboarding and mentoring new sales staff
- Overseeing development of relevant training and onboarding materials for sales staff
- Ensuring adequate training and best practice in using CRM tools (ZOHO), establishing protocols and monitoring and mandating best practice
- Through sharing experience and success building a supportive, collaborative work ethic and team identity within the sales team and profile and awareness of the sales team within the wider EDGE crew

**Customer Satisfaction**
- Maintaining relationships with important clients by making regular visits, understanding their needs, and anticipating new marketing and sales opportunities
- Facilitate and drive / cross selling to past and current customers, in conjunction with the customer relationship manager and marketing team

**Measurements & Evaluation**
- Preparation of monthly, quarterly and yearly sales projections through effective pipeline management to ensure Sales team to achieves agreed targets
- Work with Marketing to develop cohesive GTM strategy and tactics through messaging and client acquisition and nurturing to develop identity as thought leaders in the industry by identifying educational opportunities, conferences, and workshops, reading publications, and maintaining personal and professional networks
- Manage quarterly tracking of Company goals with cross functional team
- Establish, (with Executive for

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