Overall Responsibility: Strategize, plan, and execute to achieve the assigned individual sales target. Key activities include:
- Customer Relationship Management:
○ Strategic Planning: Design and implement strategic account plans that align with customer goals and company objectives, ensuring long-term partnership growth.
○ Develop and maintain strong working relationships with assigned strategic and emerging customers.
○ Maintain an in-depth understanding of the customer’s internal organization, including key contacts such as sponsors, decision-makers, influencers, and project managers.
2. Sales and Revenue Growth
○ Develop and implement sales strategies; mentor and guide junior team members.
○ Monitor team performance and ensure targets are met.
○ Sales Activity Management: Lead sales activities, ensuring alignment with strategic goals, and reporting on performance metrics to senior management.
3. Sales Strategy and Team Leadership:
o Develop and implement sales strategies; mentor and guide junior team members.
o Monitor team performance and ensure targets are met.
4. Collaboration and Coordination:
○ Cross-Departmental Leadership: Lead cross-functional teams in complex sales engagements, ensuring seamless coordination from pre-sales through to post-sale delivery.
○ Work with Pre-Sales Support and Marketing Specialists to follow up on high-priority opportunities.
○ Ensure timely responses to customer requirements, proposal writing, presentations, and submissions.
○ Drive brand coverage and mindshare to secure contract awards.
5. Cost and Pricing Management:
○ Pricing Strategy: Develop and implement pricing strategies that maximize profitability while remaining competitive in the market.
○ Manage the cost of sales and make final pricing decisions in line with gross margin target guidelines.
6. Client Intelligence and Feedback:
○ Market Insight Development: Collect and analyze market data to inform sales strategies and identify emerging trends that could impact client relationships.
○ Act as the client representative to gather commercial intelligence for internal analysis and decision-making.
○ Address client feedback and complaints promptly.
7. Project and Financial Coordination:
○ Financial Accountability: Oversee account profitability, ensuring alignment with financial goals and budgetary constraints.
○ Monitor closely with the Service and Project Delivery team to ensure timely delivery.
○ Coordinate with the Finance team on customer billing and ensure timely customer payments.
8. Presentations and Event Participation:
○ Deliver impactful presentations; represent the company at industry events and networking opportunities.
9. Leadership & Development:
o Scale-Up Experience: Proven experience in leading sales teams within scale-ups, particularly in technology companies that have successfully completed Series B funding or beyond.
o Team Development: Demonstrated ability to develop, mentor, and grow a high-performing sales team, including managing and guiding team members through periods of rapid growth and investor scrutiny.
Position Requirements:
Education Requirements:
Bachelor’s degree in Business, Marketing, or a related field.
Experience Requirements:
5+ years of experience in sales, account management, or business development, preferably in a B2B environment.
Proven track record of meeting or exceeding sales targets.
Experience managing strategic accounts and working with senior-level decision-makers.
IT Literacy:
Proficient in CRM software (e.g., Salesforce) and other sales management tools.
Strong understanding of MS Office Suite (Word, Excel, PowerPoint) and online collaboration tools, Google functionalities & ClickUp
Familiarity with digital marketing platforms and analytics tools is an advantage.
Personality: a sense of ownership and responsibility, being proactive and self-motivated, detail-oriented, logical thinking and effective planning, being a team player, also being firm and persuasive, and being honest. Good telephony and email writing skills, as well as good interpersonal communication and negotiation skills, including public speaking.
Language: proficient in English (oral and written)
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