Direct Sales and Marketing Manager

Job title: Direct Sales & Marketing Manager (DSMM)

Reporting to: CEO & National Business Development Manager (Qualifications)

Salary: Basic salary, Cell phone, Laptop, Incentive Bonuses & Petrol card for business related travel

Hours: 45 hours, Full Time, Normal Hours 08:00am to 16:30pm, Saturdays as required for school/campus/national events

Location: Primary – Head Office | Secondary - Regional campuses as required

Purpose of the position

The purpose of this position is to create long-term relationships, both internal and external with the assigned portfolio. The role of a Direct Sales and Marketing Manager (DSMM) is to lead a team of sales representatives and other personnel and setting and promoting direct sales goals. The Direct Sales and Marketing Manager (DSMM) is the primary point of contact for CTU Training Solutions established school partners nationally. The DSMM seeks out and builds trusting relationships with schools (principals & teachers) in creating opportunities for school visits, presentations, data collection & marketing opportunities. The DSMM creates the opportunity for the delivering of additional teacher events, including teachers training & a national principal’s seminar. The DSMM is a problem solver who takes ownership of issues that arise and sees them through to resolution. This position directly benefits sales by improving the customer experience helping to build loyalty and increase retention.

The Direct Sales and Marketing Manager (DSMM) is responsible for all aspects of product sales and processes nationally. The Direct Sales and Marketing Manager (DSMM) is meant to act as a mentor and a guide for the sales employees put in their charge and are supposed to set monthly, quarterly, and annual plans and goals to promote and sell the company's products. They often work in specific geographical areas and under certain policies and directions given out by higher management. The successful candidate will understand what motivates customers to buy and know how to tap into those needs and desires in an effective way. They also often attend job fairs and business events in order to learn more or promote their business. The DSMM is responsible for the management of sales and relationships (internal & external) and maintains the companies exiting relationships with a client and/or sales team. The DSMM serves as the interface between the school/customer and the sales team and ensures the development of trustworthy relationships with the national portfolio of clients to ensure they do not turn to competition. DSMM acquires a thorough understanding of customer needs and requirements, expanding the relationships with existing schools/clients/customers by continuously proposing solutions. Serves as the link between communication between customers and client teams. Play an integral part in data collection, generating sales, prepare regular progress and forecast reports to the management team. The DSMM is the direct supporting agent for the National Business Development Manager. The DSMM will assist with leading, managing and executing the national school & direct marketing process, sales activities and/or supporting the full time sales department. This position is a key member of the sales and marketing team and has direct national budget responsibility. The position requires an individual with the ability to motivate and lead subordinates and other team members including him/herself. The DSMM must be a skilled communicator who is able to convey information, ideas and policy to all levels within the organization.

Responsibilities & duties

Business development & TEAM Support

• Establish partnerships with school leaders and uses those partnerships to ensure successful implementation of CTU Training Solutions direct school marketing strategy.
• Developing positive relationships with all stakeholders and creating an exceptional customer experience
• Manage, lead, and support the daily activities of the full-time career sales team coach, and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met
• Ensure achievement of divisional and personal target, aligning with company sales policies and strategies
• Responsible for process improvement together with the National Business Development Manager

• Assist the national business development manager and the marketing division with a school presentation kit
• Coach and mentor the school marketing TEAM (TEC’s) with presentation-, communication and sales techniques
• Provide input and ideas into marketing initiatives and assist in monitoring responses

• Present- and booking of school appointments when/where required
• Address TEAM concerns and issues in a professional and timely manner.
• Co-ordinate the school marketing and expos as required
• Responsible for branding/awareness/sponsoring and CTU representation

Database/lead generation

• Manage and control the data collection against a given target per campus/marketer as allocated
• Monitoring the data collection as per the direct sales strategy in the allocated region, 60 – 80% data collection vs grade 11 & grade 12 groups and or learners
• Manage and optimize an effective data collection process from presentation to CRM
• Monitor events and opportunities that will ensure high lead conversion
• Work closely with the allocated campus sales teams to ensure maximum attendance at events that will secure enrolments
• 70% of sales & enrolments should be generated by the direct school strategy
• Measure and optimize overall data conversion
• Draft and implement a referral strategy

Overall marketing & sales

• Drive successful attendance from marketing events
• Drive enrolments from the attendance database generated from events
• Attend and organise CTU CAMPUS events for example Open day’s & Open weeks as required

• Attend trade shows and events to market product where and if required

• Identify and execute marketing initiatives from the A & B school database
• Support all company initiatives, give actionable feedback, share best practices and serve as advocate and information source for company.

• Keep abreast of industry trends, competition, and new opportunities

• Assist in the developing of field marketing plans for improving sales and profitability.
• Recommend innovative and creative marketing approaches for revenue growth.

• Monitor and manage expenditures per team member.
• Recommend marketing techniques and tactics based on changing business demands.

Work standard

The Direct Sales and Marketing Manager (DSMM) is a leader, highly presentable and fluent in more than one language as required for the relevant region. The Direct Sales and Marketing Manager (DSMM) is a positive, influential individual that is always on time, well prepared and a knowledgeable source of information to the sales team. The Direct Sales and Marketing Manager (DSMM) has high standards and communicates well and professional. The Direct Sales and Marketing Manager (DSMM) is a CTU brand ambassador and should always represent according to the image, as set out by the Executive management team.

Academic & trades qualifications

Essential qualifications

Education

• Sales and or Marketing beneficial

Work experience & skills

Experience

• Experience in academic advising or related careers in post-secondary education is preferred
• Proficiency in Microsoft Office Suite
• Excellent interpersonal skills;
• Administrative, record-keeping, and clerical skills;
• Ability to manage and prioritize multiple tasks;
• Ability to persuade & influence others through demonstrated product knowledge,
• Focus and goal-oriented disposition;
• Attention to detail;
• Knowledge of and ability to collaborate when necessary with other departments;
• Excellent organizational skills;
• Demonstrate enthusiasm about the sales support role and remain up-to-date with changes;
• Experience with CRM applications and knowing the purpose of CRM in sales;
• Strong analytical and problem-solving skills;
• Ability to meet deadlines without compromising consistency in the process;
• Experience dealing and handling sensitive information;
• Ability to work under pressure:
• Ability to prioritize to guarantee that all issues are allocated the required time to be handled in a professional manner.
• Sound and solid sales track record

Core Competencies:

• Above average presentation skills
• Building Rapport
• Client/Customer Awareness
• Integrity
• Interpersonal Relations
• Listening Skills
• Organizing /Planning Ability
• Personal Work Ethic
• Accurate STATS reporting

Position Competencies:

• Analytical Skills
• Assertiveness
• Attention to Detail
• Computer Skills
• Conflict Resolution Skills
• Consultative Skills
• Energy Level
• Flexibility/Adaptability
• Influencing Skills
• Initiative

• Innovation/Creativity
• Leadership Skills

• Learning Ability
• Mentoring/Coaching
• Motivation
• Oral Communication
• Problem Solving/Decision Making

• Sensitivity
• Tact
• Team Skills
• Technical Knowledge/Proficiency
• Tenacity
• Tolerance of Stress
• Written Skills