Sales Manager

TitleSales Manager

Job Description

KEY RESPONSIBILITIES:

OPCO Sales Management

Ensure the sales roles to support go-to-market strategies are clearly defined and communicated.

Coordinate the standard planning processes for the design and approval of compensation plans and quotas

Partner with finance and human resources to finalize plans and prepare for implementation

Partner with the Finance team to validate the compensation plan design and the resulting commission's process execution

Build a data driven sales strategy, organization and culture

Support the evolution of Altron-Nexus go-to-market model across all channels, roles, and geographies

Work hand-in-hand with teams across the organisation within Sales and beyond (in particular Services, Finance, Operations and Technology, etc.)

Own and drive a project or multiple project modules end-to-end - frame, structure, and execute work independently

Develop and deliver presentations to a large variety of audiences

As a Partner to the Executive- Sales running the sales operations of the Business:

Establish and drive a well-defined, predictable rhythm of the business (RoC) within the Altron Nexus team

Establish a data driven sales organisation underpinned by agile tools/systems, processes and culture

Work closely with the wider Altron Nexus team to ensure information is up to date in preparation for key events/meetings etc.

Provide business management support to the Executive-Sales on a daily basis.

Prepare for meetings and engagements through development of key briefing documents and processes to support the Executive-Sales in preparation for meetings.

Drive the establishment and maintenance of successful and impactful Key Account Management programs for both Direct and Indirect Sales.

Work closely with the Executive-Sales to manage the operations of the development of the blueprint for the organization for the coming fiscal year.

Manage the monthly reporting of the headcount versus blueprint view, mapping against performance.

Together with the Executive -Sales and the Altron Nexus Sales leadership team design key motions for coming FY, agree on KPIs, targets and measurement.

Manage the measurement building and reporting in Business Systems. Maintain an extensive network of internal and external contacts to ensure that the OPCO is optimally placed in its understanding of business, economic, political and commercial challenges and opportunities.

Educate and keep the business unit up to `date on sales and business trends that affect the OPCO.

Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimise risk and ensure performance.

Provide the team with an empowering view of Altron’s mission, vision, values and the key strategic objectives so that these stakeholders are fully aware of the current as well as future opportunities and challenges.

CORE RESPONSIBILITIES:

Sales and Operations Management

Manage all targeted OPCO accounts customer relationships in collaboration with Sales, Pre-Sales and Service Delivery Management.

Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction

Source and distribute relevant thought leadership and marketing material to customers.

Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development in conjunction with Senior Sales Management.

Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks.

Attract new relationships with new customers by supporting collaborative sales efforts.

Collaborate with the One-Altron group of Companies to leverage opportunities in our chosen industries.

Actively drive and follow through on qualified opportunities. Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.

Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.

Participate in acquisition and growth activities to support overall business objectives and plans.

Build and maintain collaborative and cohesive relationships with the management team across the business.

Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.

Play a consultative role in review and development of functional plans and budgets to ensure that plans are realistic and stretching but capitalise upon commercial/operational opportunities.

Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units.

Lead own team to make a professional assessment and present appropriate recommendations to the Head of Sales and Executive team.

Provide regular performance reports to the Head of Sales

On an ongoing basis, examine current operational processes to identify and implement potential operational improvements that will positively impact upon service, profitability and cost performance for the business unit.

Ensure the provision of subject matter expertise for operations management and provide counsel to OPCO and operations leadership on all related areas to facilitate the achievement of Altron’s strategy.

Identify and facilitate sales and business growth opportunities and constantly keep the commercial goals on the operations leadership teams’ radar.

Provides active input into new business development strategies and how opportunities will impact revenue for the business units.

Construct detailed customer business plans for the respective OPCO.

Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.

Staff Leadership and Management

Manage the effective achievement of OPCO objectives through effective leadership and by setting of individual objectives, managing performance, developing and motivating team to maximise performance.

Build and manage a high performing team by providing leadership, role clarity, training and career development.

Ensure open communication channels with staff and implement change management interventions where necessary.

Provide definition of roles, responsibilities, individual goals and performance objectives for the team.

Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program within the business unit.

Encourage knowledge transfer through development and implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan.

Leverage business insights and transformational leading indicators to benchmark performance and define current and future actions needed to grow the business faster than the overall market.

Together with the Sales Leadership team run the rhythm of the business (RoC), that enforces great discipline in sales and delivers over-achievement of business results through core sales and consumption motions.

Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy, and accountability.

Instilling sales process discipline, adherence to standards and excellence in execution while holding sales representatives accountable to quality and accuracy.

Performance manage resources in accordance with financial management policy and legislation where necessary.

Promote an ‘Altron centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance.

Governance, Risk and Business Continuity Management

Ensure that appropriate governance systems are in place and in line with future requirements, i.e. policies, procedures and reporting structures.

Continually assess the competitiveness of all operations programs and practices against the relevant comparable companies, industries and markets.

Stay up-to-date of new trends and innovations in operations.

Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.

Lead and guide improvement projects that will increase profits or protect against risks in the function.

Establish and maintain the highest ethical standards in operations practices.

Ensure that the business unit is fully compliant with all Altron initiatives through conducting regular audits and taking corrective action.

External Parties and Relationship Management

Oversee relationship with service providers and ensure all the services are delivered properly, evaluate the performance of consultants and report any deviations to the relevant department for any corrective actions.

Manage relationships with operational Heads and other Group Executives and act as a trusted advisor.

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications

Business Management degree or equivalent qualification

Management/Leadership program

Years of Experience

At least 8 years progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow a professional services/solutions practice.

At least 8 years distribution sales experience with a documented successful track record in selling high end services, rich and complex IT solutions in the relevant industry.

This must include at least 5 years in the two-way radio industry with technical knowledge and exposure.

Other requirements

Good Business Acumen

Corporate Governance

Auditing processes

Solution Sales Methodologies

Relevant Industry/Domain knowledge

Entrepreneurial

Assertiveness

Leadership

Attention to detail

Conflict management

Professionalism

Presentation

Entrepreneurial

Customer relationship management

Competencies:

Behavioural Competencies

Communicating and Informing

Results Driven

Complex solution Sales & Support

Organised and Thorough

Learned Competencies

Differentiation, Justification and Powers of Persuasion

Prospecting

Selling Against Competition

Hygiene Factors

Copes with Change

Desire to Develop & Grow

Integrity, Values & Trust

Logical Thinker

Passion for customers & Excellence

Education

Languages

R-8550