Job Summary:
We are searching for a dynamic Senior Manager of Sales to lead the sales team and to drive revenue growth. In this role, you will establish sales strategies, identify new opportunities, manage key client relationships, enhance client satisfaction, and provide guidance to the team members.
The ideal candidate will possess a proven record of success in sales leadership, strong analytical skills, and the ability to inspire and motivate a team.
Responsibilities:
- Lead a Sales team to prospect and qualify new business opportunities to increase market share within the assigned portfolios including core duties:
- Upsell and cross-sell to grow new revenue streams.
- Drive sales process leadership from contact through strategy, proposal, presentation & successful conclusion for product/service sales
- Create business value for the client
- Provide value-focused solution selling
- Analyse sales and client data to identify market trends and estimate market demand.
- Plan, develop & implement strategic sales strategies & territory account plan to foster a long-term relationship with the client.
- Operational excellence in managing prospects and pipeline reporting including establishing sales forecasts, and creating lead generation plans to ensure a substantive sales opportunity pipeline.
- Plan & propose pricing approaches to support sales and market growth strategies.
- Provide trends and market feedback to senior management.
- Work with pre-sales teams, service delivery team and other internal stakeholders to meet client needs.
- Convert sales opportunities to client accounts:
- Develop sales proposals, quotes and bid documents.
- Manage the preparation of documents and materials for meetings and negotiations.
- Negotiate specific terms of product and/or service offerings with the client
- Coordinate with relevant stakeholders to finalise terms and conditions related to contracts and agreements based on the Company’s internal policy (e.g. ORC meeting)
- Present new products and/or services to new and existing clients
- Coordinate sales activities in line with sales strategy
- Perform other duties as assigned.
Required Skills/Abilities:
- Excellent verbal and written communication and presentation skills
- Able to communicate the benefits of transformational technologies to senior business and technical decision-makers clearly and concisely, tailored to the customer's specific needs.
- Strong business acumen and work independently.
- Possess strong planning, project, and organizational skills
- Meticulous, Goal Oriented, and Good sense of IT and technology trends
- Good experience in managing internal stakeholders across the sales function is a plus.
- Strong leadership and team management skills to inspire and guide the sales team
Education and Experience:
- Bachelor's Degree or equivalent (degree in IT will be a plus)
- Proven sales experience in IT Sales of driving revenue growth
- Minimum 6-8 years of experience in a similar capacity.
