Head of Sales

6 months ago

Cape Town, South Africa Dimension Data Full time
Functieomschrijving

The primary objective of the Head of Sales is to take responsibility for managing a team of client managersto drive the achievement of sales targets.

Their role is a combination of management, selling, client engagement and leadership activities, with the objective of enabling their sales team to meet the sales targets assigned to them.

The GTM Head of Sales is also responsible for the compilation of the sales plan, providing input into GTM strategy, therein closely working with the senior leadership both within the Wc as well as across Southern Africa.

 

"Manages sales directly to end-users of the organization’s products or services in a large specified geographic area or is responsible for a specific industry or product segment on a national or geographic basis. Incumbents at the Manager level may manage only individual contributor sales account managers and may carry their own sales quota. The incumbent’s level may be determined by the size of the geographic area of responsibility (e.g., region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors."

 

Key Roles and Responsibilities:

Works with the City Head as well as other relevant decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.

Define the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.

Drive a sales culture by driving and sharing best practices, developing and sustaining cross functional relationships and filtering information downwards

Provide input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.

Drive the alignment to the sales and organisational strategies and ensure the execution of these strategies by implementing the relevant operational plans.

Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.

Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.

Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.

Execute the sales strategy by making decisions that influence people, process and technology. In doing so create a uuqie team culture, one of belonging and high performance.

Measure progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.

Coordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and coordinated way.

Act as a critical link between sales and the GTM’s strategy as well as execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.

Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.

 

Responsible for pipeline management and accurate forecasting, on monthly, quarterly and annual basis This will include the creation and management of SFDC pipeline hygiene

 

Support team by attending key client meetings and articulate how NTT(Ltd) can add value through our services and solutions.

 

Take full ownership for managing efficiency levels, streamlining procedures to deliver customer excellence.

 

Act as mentor/coach and advisor that assists the sales force to set and keep to priority activities.

 

Set an outstanding example in utilising sales tools and methodologies to manage account opportunities, pipelines and forecasting efforts, ensuring accessibility and tool utility training.

Knowledge, Skills and Attributes:

Sales business acumen - the skills supporting successful selling through organizational and business outcome mindset.

 

·       Success will require focusing on planning, leveraging tools and data, and concentrating on Dimension Data business requirements and understanding your team’s performance

 

·       Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services.

·       Sales client engagement & management - the skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know your client, building effective & lasting relationships with them and to be seen as a trusted advisor.

Sales solution skills - the knowledge of NTT Ltd’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link NTT Ltd offerings, including high-value services to specific client and prospect needs and outcomes.

Sales resources optimization - building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.

Sales pursuit - the skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.

Sales strategy execution - The skills to ensure that the sales strategy is aligned to the business strategy.

Sales business management - the skills to ensure that target setting and associated processes is aligned to meeting the target.

Sales talent management & enablement - the skills to ensure that results are achieved through effective talent management.

 

Requirements

Academic Qualifications and Certifications:

Relevant tertiary or post graduate degree

Required Experience:

Extensive relevant experience in similar role within a related environment

Solid previous experience managing a sales team across a large geography

Demonstrable experience dealing with clients and engaging to influence sales

Previous demonstrable experience in the sales leadership role

Excellent strategic and operational planning experience//

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