Sales Manager

Responsibilities:
Sales Manager manage large complex deals where the decision maker relies on key recommenders and influencers from within the organization to advice and guide his decision. These deals are large and there is more than one individual involved in the decision-making process. They need to manage the political landscape of the “Buying Centre” and therefore need political savvy to manage these large deals using the MCS (Managing Complex Sales) Deal Sheet to achieve the desired outcomes.

To achieve consistent growth in the company’s customer base and national sales figures by : (i) managing the activities of the sales team so that current activities are optimised and new business growth is achieved; (ii) supervising, directing and assisting the decision making of the sales team so that they are motivated and trained for optimum performance and achieving/exceeding the sales targets; and, finally; (iii) carrying out competitive negotiations at a senior level and contributing as a member of the management team to the ultimate success of the company as a whole and the achievement of its strategic objectives.

Build long-term client relationships and cultivating service opportunities by leveraging the company portfolio to deliver breakthrough results to clients within their industries.

**KEY RESPONSIBILITIES**:
**Sales Management**
- The role of the Sales Manager requires four primary components: a Management System (hard skills), Cadences (hard skills), Ability to Hire Effectively (hard skill) and Coaching (soft skills):
**Management System**: People do what managers measure. Setting and measuring meaningful KPIs (Key Performance Indicators) appropriate to each individual direct report, structured to deliver against the Sales Manager’s own individual Sales Operating Plan. Implementing structured, meaningful and appropriate processes, systems and meeting plans.

Because of the diversity and extent of the Sales Manager’s job, it is not possible to be consistently effective without a formal management system to focus activities on the 20% that will deliver the required results. Without a management system, Sales Managers will not be masters of their own destiny and their success will depend on the effectiveness (unmanaged) of the individuals’ reporting to them.

**Hiring**: Effective Sales Managers use Target Selection Interviewing (TSI) techniques against defined JDs and critical competencies to achieve at least 2/3rds good hires which have a profound effect on their revenue generation capability

**Coaching**: To provide a motivating environment for his/her staff. To manage, coach and lead as appropriate based on the outcomes of the reviews and field interaction with customers, colleges and stakeholders. Coaching is critical and vital, but only effective if applied against the above outcomes
- With their primary function being the achievement of sales targets through other people, they must on an on-going basis, understand who their top ‘high flyer’ performers are (typically 20% of their staff), then who makes up their vital core of average performers (typically 70%), and who their bottom 10% are (typically ineffective individuals). There are differences to how each of these 3 groups are managed. The relatively few highflyers will typically produce most of the Sales

Manager’s target and therefore require special attention. The Vital 70% must be well looked after and future highfliers identified and developed. The bottom ineffective individuals must be managed up or out. If not managed up or out, these non-performers typically absorb 50% of a manger’s time, with little or no return.

**CORE RESPONSIBILITIES**:
**Sales and Operations Management**
- Recommend and manage the P&L and budget for the relevant business unit within the company and monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities and that the team focuses on delivering against P&L targets to meet the company financial performance targets.
- Lead demand-generating marketing and sales activities in the assigned market for the assigned solution.
- Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction
- Source and distribute relevant thought leadership and marketing material to customers.
- Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
- Manage all targeted company accounts customer relationships in collaboration with Pre-Sales and Service Delivery Management.

Qualification and Experience:
Degree: Business Management
- At least 8 years progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow a professional services/solutions practice.
- At least 8 years solutions sales experience with a documente