Corporate Sales Manager

The Corporate Sales Manager is responsible for managing the Corporate Sales Team, including new corporate business and account management of existing clients, ensuring the achievement of sales performance to set Master Plans.

• Providing input and implement the sales strategy for the Corporate Sales Team.
• Setting revenue targets for the sales teams and setting key performance indicators.
• Meeting with the sales team on a weekly basis to assess performance against KPI's, and

conduct Bi-annual performance appraisals.

• Mentoring and coaching Sales teams.
• Management of under-performing sales staff.
• Working closely with the corporate sales team members in order to secure corporate accounts and establish professional relationships within identified Key/Global Accounts.
• Implementing a variety of business initiatives and plans to drive sales leads.
• Ensuring the CRM (Sales Force) is being used effectively and provides a competitive advantage.
• Develop business relationships with Global sales team.
• Presenting Sales reports to management on a monthly and quarterly basis.
• Analyse the sales activities of competitors and taking appropriate action to counter competitor activity.
• Implementing an effective sales pipeline and lead tracking in salesforce.
• Provide on-going training for sales representatives so that they possess sufficient sales skills and technical knowledge.

• Working with the management committee on budgeting and planning, compensation programs and incentive plans.
• Negotiating agreements and contracts with customers and ensuring they are up to date and relevant.
• Ensure that all contracts are in line with the proposals and are commercially sound.
• Ensure full use of all digital processes including Salesforce.com and Cloud Quote.
• Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
• Management of the Sales Methodology and best practice in sales techniques throughout the department by thorough implementation
• Manage the sales administration function, streamlining processes and systems.
• Report timeously on sales performance vs P/Y, S/P and M/P

A minimum of 10 years experience in the ICT or Office Automation industry.
· +/- 5 yrs Sales Management Experience in the ICT or Office Automation industry, with a track record of achieving sales growth and delivery of results to business plans.

• CRM Experience, Salesforce preferable
• Experience and success in recruiting and retaining a high performance sales team and a demonstrated ability to lead and manage a diverse sales team.
• BCom Degree or Business Management Certification .

Knowledge and Skills

• Ability to understand and analyze sales performance metrics.
• Strong communication and team management skills
• Analytical skills with a problem solving ability.
• Ability to build positive working relationships, both internally and externally.
• Ability to effectively present information and negotiate with all levels of management.
• Demonstrated strong oral and written communication skills.
• Proven business analysis and judgement with the ability to proactively manage business and P&L to meet objectives.
• Demonstrated ability to professionally develop and coach team members
• Strategy development, project management, problem solving, and change management skills.
• Competent with MS Office applications to an intermediate level (Outlook, Word and Excel)
• Presentation Skills
• Strong Commercial outlook and an entrepreneurial approach to business development.

Desired Skills and Experience

The Corporate Sales Manager is responsible for managing the Corporate Sales Team, including new corporate business and account management of existing clients, ensuring the achievement of sales performance to set Master Plans.

PRINCIPLE DUTIES AND RESPONSIBILITIES

*Providing input and implement the sales strategy for the Corporate Sales Team.
*Setting revenue targets for the sales teams and setting key performance indicators.
*Meeting with the sales team on a weekly basis to assess performance against KPI's, and
conduct Bi-annual performance appraisals.
*Mentoring and coaching Sales teams.
*Management of under-performing sales staff.
*Working closely with the corporate sales team members in order to secure corporate accounts and establish professional relationships within identified Key/Global Accounts.
*Implementing a variety of business initiatives and plans to drive sales leads.
*Ensuring the CRM (Sales Force) is being used effectively and provides a competitive advantage.
*Develop business relationships with Global sales team.
*Presenting Sales reports to management on a monthly and quarterly basis.
*Analyse the sales activities of competitors and taking appropriate action to counter competitor activity.
*Implementing an effective sales pipeline and lead tracking in salesforce.
*Provide on-going training for sales representatives so that they possess sufficient sales skills and technical knowledge.

*Working with the management committee on budgeting and planning, compensation programs and incentive plans.
*Negotiating agreements and contracts with customers and ensuring they are up to date and relevant.
*Ensure that all contracts are in line with the proposals and are commercially sound.
*Ensure full use of all digital processes including Salesforce.com and Cloud Quote.
*Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
*Management of the Sales Methodology and best practice in sales techniques throughout the department by thorough implementation
*Manage the sales administration function, streamlining processes and systems.
*Report timeously on sales performance vs P/Y, S/P and M/P

EXPERIENCE

*A minimum of 10 years experience in the ICT or Office Automation industry.
* +/- 5 yrs Sales Management Experience in the ICT or Office Automation industry, with a track record of achieving sales growth and delivery of results to business plans.
*CRM Experience, Salesforce preferable
*Experience and success in recruiting and retaining a high performance sales team and a demonstrated ability to lead and manage a diverse sales team.

SKILLS REQUIREMENTS
Education

*BCom Degree or Business Management Certification .

Knowledge and Skills

*Ability to understand and analyze sales performance metrics.
*Strong communication and team management skills
*Analytical skills with a problem solving ability.
*Ability to build positive working relationships, both internally and externally.
*Ability to effectively present information and negotiate with all levels of management.
*Demonstrated strong oral and written communication skills.
*Proven business analysis and judgement with the ability to proactively manage business and PSL to meet objectives.
*Demonstrated ability to professionally develop and coach team members
*Strategy development, project management, problem solving, and change management skills.
*Competent with MS Office applications to an intermediate level (Outlook, Word and Excel)
*Presentation Skills
*Strong Commercial outlook and an entrepreneurial approach to business development