Sales Representative

Title

Sales Representative

KEY RESPONSIBILITIES:

OPCO Sales Management

• Financially justify the value of their solutions in sophisticated financial justification models.
• Manage the ‘power base’ within the ‘Buying Centre’. They are both already accomplished in the fundamental attributes of Solution Selling, which are typically:
  • Well versed in probing skills, able to uncover a Need, Pain or something to be Gained (NPG)
  • They are good listeners who ‘listen to understand’ rather than just ‘listen to respond’
  • They explore the consequence of each alternative, including doing nothing, to establish the ‘explicit’ compelling business need. Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG
  • They must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPs’). They can link their solution to the customer’s specific need, pain or gain
  • They produce effective ‘Executive Summaries’, summarising the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor
  • Customer care, ethics, integrity and delivering against promises are their way of life
• Demonstrates the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals. 
• The BDS is political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a ‘buying centre’ comprising many individuals, all influencing, recommending and contributing to the decision-making process.
• Articulate the client’s ‘compelling business need’ and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing and justifying to the ‘power base’ from the top down. They are therefore well versed in differentiating their company and their proposed solution, able to justify at both a business and a technical level, always conscious of protocol and conduct. They understand the intricacies of the job and the need to maintain a healthy sales pipeline.
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Maintain an extensive network of internal and external contacts to ensure that the relevant business unit within the OPCO is optimally placed in its understanding of business, economic, political and commercial challenges and opportunities.
• 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 (if applicable)

CORE RESPONSIBILITIES:

Sales Management

• Achievement of the annual revenue/sales target
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction
• Source and distribute relevant thought leadership and marketing material to customers.
• Engage on the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
• 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.
• 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.
• Build and establish relationships with your customer base and initiate a key account management approach to these customers.
• Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units. 
• Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.

Governance, Risk and Business Continuity Management

• 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. 

External Parties and Relationship Management

• Oversee relationship with service providers and partners 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. 

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Business Management Degree/Diploma or equivalent Technical Diploma in IT, Communication or Transmission 

Years of Experience:

• At least 10 years progressive experience with professional services business, including the demonstrated ability to manage, deliver and grow accounts and/or new business.
• At least 5 years sales experience with a documented successful track record in selling high end services, rich and complex IT solutions in the relevant industry.

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 

Education

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