Job Summary

This position is responsible for leading the sales function of a country and bridging between the company and clients and guiding sales and business unit resources to success. This person will be responsible for providing leadership to the sales team in identifying new business deals. The right person for this role is a savvy relationship builder with extensive sales experience and a strong leader for dynamic teams

  • Minimum Qualification: Masters
  • Experience Level: Management level
  • Experience Length: 8 years

Job Description

Direct Supervisor: Primary to Global GM, Secondary reporting to Country Director

Supervision: Account Manager, Account Executive

Department/Group: Sales

Job Category: Manager

Location: Ethiopia

Travel Required: No

Level/Grade:

Position Type: Permanent

Role Profile

ROLE AND RESPONSIBILITIES

1.    Revenue Generation

-          Achieving targets for revenue, profitability and sales growth.

-          Understand country-specific landscapes and trends, reporting on the forces that shift strategic business direction.

-          Develop relationships with partners and managing all clients.

-          Develop leads, actively target and follow up clients, identify and prioritize profitable business opportunities in liaison and with the support of the Corporate.

2.     Operations Management

-          Manage and oversee the sales teams performance.

-          To build capacity of work force in the areas of Business Development, Sales & Marketing, Solution Management and Project Management.

-          Provide leadership to the organization in strategizing, planning and implementing sales strategies in the country.

3.     Corporate Positioning

-          Develop the go to market strategy for each product/solution and appropriately execute a sales.

-          Give presentations, seminars and briefings to clients articulating Techno Brain’s Value Proposition.

 

KEY PERFORMANCE INDICATORS

-          Achieve set goals and targets

-          % pipeline generation as per annual target.

-          ‘Opportunity to win’ rate

-          % Retention vs % Performance of sales team

 

PERSON SPECIFICATIONS

Academic Qualifications

-          Master’s degree in related field from a recognised university;

-          Bachelor’s degree in a relevant field

Professional Qualifications

-          Relevant professional qualification;

-          Member of a relevant professional body.

Experience

-          Minimum of eight (8) years’ relevant experience with at least years four (3) years at managerial level in a similar organisation.

-          Sales experience in IT consistently meeting or exceeding targets.

-          Experience in managing Regional or Country sales operations, sales force

-          Deep understanding of IT Solutions and products in enterprise and Public Sector Segments.

-          Experience in working on large tenders, creating business opportunities

-          Experience in managing large bid process, related documentation, pricing and competitor analysis

-          Working experience in African market, handling both public and private sector clients.

-          Proven ability to drive the sales process from plan to close

-          Demonstrable experience in developing client-focused, differentiated and achievable solutions

Personal Attributes

-          Demonstrate high levels of integrity.

-          Decision making.

-          Ability to interpret long term plans, programs and budgets developed senior management level.

-          Interpersonal and leadership skills.

-          Business/Financial Acumen, Business Savvy, Innovative.

-          Project management skills.

-          Ability to develop plans, programs, SOPS, and coordination of workflows.

-          Strategic management skills.

-          Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level.

-          Proven ability to articulate the distinct aspects of products and services and position them against competitors

-          Excellent listening, negotiation and presentation skills

-          Excellent verbal and written communications skills

Can broaden horizontal experience in the following roles SBU Sales Head if the following skills and experience are demonstrated in current role:

1.     Competency in specific solutions

2.     Aggressive sales Ability

 

Can take promotional steps into the following roles Country Director if the following skills and experience are demonstrated in current role:

1.     Leadership skills

2.     Client Management

3.     Target and goal oriented

4.     Operational Competence



 







 

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