Sales Manager: Commercial Accounts

To execute strategic direction and management, ensuring that the Commercial Account sales targets and budgeted growth are achieved nationally. 

Commercial Accounts are typically SMB small to medium sized accounts, accounts with less than 800 users within the organization

KEY RESPONSIBILITIES

• Develop and deploy objectives and key results (OKRs) for the Commercial Account team to increase market share, revenue and profitability that will include tracking and measuring daily, weekly and monthly sales and client contact activities
• Drive the team to create a strong pipeline and accurate and reliable sales forecast
• Drive the team to not only focus on copy and print solutions but include a focus on enabling the evolution for their Sales teams in offering existing and new, innovative software applications to both our existing client base and selected new target growth areas
• Take responsibility of key and/or complex business development leads, building relationships with stakeholders, and negotiating and closing these deals
• Prepare accurate sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential
• Ensure proper qualification of sales leads/opportunities and provide high quality opportunity management during all phases of the sales cycle.
• Identify customer requirements that may necessitate customized and complex solutions to cross sell and increase wallet share on each account
• Identify and propose new products to on-board, in order to supply to the changing demands of customers to compete across all lines of business
• Recruit top sales talent and develop a high-performing, results oriented sales team with an entrepreneurial spirit
• Meet/exceed monthly, quarterly and annual sales targets and forecasts
• Develop a high-energy team spirit, coaching and motivating Commercial AccountManagers to succeed. Drive
• the Commercial Account division to be the role-model for the Companny
• Manage the performance and development of staff
• Build deep understanding of the customer's business and industry / vertical market
• Lead, manage and develop the Commercial Account team, ensuring monthly targets are achieved and employees skills are developed and utilized
• Manage the expense budget for the Commercial Account team
• Write monthly sales reports for the Commercial Account team
• Internal

REQUIRED SKILLS, KNOWLEDGE & EXPERIENCE

• Related tertiary qualification
• Between 5- and 10-years experience working in a senior accounts role within the Commercial space
• Experience in closing Commercial client deals, including large and complex business case and understanding of complex P&Ls
• Experienced in Commercial Account business transactions: knowledge around legal, regulatory, commercial and operational considerations in large businesses
• Ability to articulate and execute strategic vision and planning provided by executive management team
• Demonstrates Perspective. Displays a deep understanding of key business trends and the organizations position within the business environment
• Demonstrated ability to understand the business requirements of the customer and build solutions that addresses the business needs
• People management skills ability to lead, develop, coach, motivate and handle conflict
• Excellent communication and presentation skills, both verbal and written
• Excellent numeric, qualitative, and analytical skills Strive for good and overall profitable deals that make sense to the Company, increase long term relationships with clients and display total commitment to customer & service satisfaction
• Increase market coverage & prospecting intensity
• Have decision-making & problem-solving ability, and administrative skills
• Should be able to work well under pressure and handle a busy workload
• Display qualities of professionalism regarding time-keeping, dress code and conduct
• Exceptional honesty & integrity
• Totally Focused on Sales Targets with high closing ratios
• Show high levels of drive, energy & enthusiasm
• Understand and make use of appropriate incentives and activities to boost sales
• Good hiring practices
• Be able to take decisive action when dealing with sales staff that are unable to perform to the requires standards
• Discipline staff in the appropriate manner, facilitate Feedback and Course Correction through coaching, counseling & personal appraisal
• Act promptly when issues of conflict arise within the team, no perceptions of favoritism
• Reduce Sales staff turnover
• Sales process knowledge & strong account management know how, creating & utilizing sales process controls & procedures
• Identify internal process and interdepartmental challenges and find and propose solutions to these challenges

OTHER REQUIREMENTS

• Required to travel frequently
• Valid driving license
• Own reliable vehicle
• Valid Covid-19 vaccination certificate is required