Commercial Director

2 weeks ago

Cape Town, South Africa Clickatell Full time

We Are Setting The Pace

Clickatell is a world-class Chat Commerce company, ambitious to stay ahead of its competitors. We build our own culture in which we dream big and stay busy doing the right things. We need people who can understand the bigger picture and who connect the dots to achieve success. In our agile and demanding environment, you will have to ask the right questions and take the smart risk.
We call ourselves Champions. Why Champions? Because it’s not only about what they have done, but also for what they are going to do. The way they are going to drive our organization forward and deliver solutions to our customers. Watch this space as we blaze a new path while expanding across the globe.
Purpose
Clickatell is looking for a Commercial Director that will focus his/her efforts in expanding our chat commerce solution’s footprint in South Africa. Engaging with current and future clients, you will work to introduce solutions portfolio to client’s needs to transform customer engagement and realize cost and operational efficiencies through this new digital channel in innovative ways.
This role blends team leadership, consulting, business development, relations management, and sales. You will manage existing relationships with some of our most strategic clients - which consist of some of the most respected Banks, Insurance Players Mobile Network Operators, Retailers and Travel & Transport players across Africa - and build critical relationships with their C-level executives.
You will lead a seasoned sales team and be directly responsible for developing verticals in the West African region with the objective of cultivating long-term relationships, championing business development opportunities, and working closely with our product team to continually find new problems Clickatell can solve in an extraordinary manner. You will play a direct role in helping Clickatell grow into a leading FinTech company.
**Your direct reporting line will be into the SVP**: Commercial, Growth Markets.

We Do The Right Things
- Responsibilities of the Role

**Developing & Growing a Sales Team**:

- Align to Growth markets measurements and sales operations dashboards and cascade that successfully your sales team.
- Optimize the collaboration between commercial managers, solution architects and business solution consultants.
- Develop and execute sales strategies and account plans to increase sales volume and market share, expand product category visibility and exceed defined product and corporate objectives.
- Keep up to date with industry and competitor’s information, current trends, and potential future trends.
- Salesforce engagement: pull weekly reports, identify ways to increase team engagement, act as liaison between the salesforce and the Clickatell playbook team
- Cultivate productive relationships at all levels with clients and the Clickatell organization
- Ensure implementation and achievement of annual revenue forecasts, budgets, and plans
- Set sales and revenue targets and work diligently to meet them.
- Working integrally with all internal team members to facilitate the process of achieving client success in terms of solution adoption and revenue generation.

**Managing existing clients and revenue**:

- Drive value to our customers by identifying problems, offering creative solutions, and leveraging partnerships to move both organizations toward their strategic goals.
- Manage the entire sales cycle to ensure you customers experience the full customer journey.

**Cross sell on existing clients**:

- Develop in-depth customer portfolios by conducting research on the client company to build out a comprehensive profile.
- Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.

**Hunting for new clients**:

- Focuses on building long-term mutually beneficial partnerships with core enterprise customers.
- Unearth new sales opportunities through networking and turn them into long term partnerships.
- Engage in complex deal structuring and negotiation efforts designed to win new deals.
- Present products to prospective clients and grow with your customer by ensuring you have a strategic account plan for each customer.

**Requirements**:
We Are On A Learning Journey
- Requirements of the Role
- Broad relationships and proven C-level relationships in the Banking, Fintech and Telecoms sectors.
- Broad-based business professional with 10+ years of experience of sales management in the Enterprise space.
- An advanced degree like an MBA from a reputable university will be beneficial.
- Proven ability to interact with Senior client decision makers, building confidence to deliver on strategic projects.
- Proven track record in meeting sales objectives and targets.
- Strong commercial acumen maintaining a keen focus on revenues, growth, and profitability, combining strategic and analytical capabilities with a

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