Head of Sales at Avertis Solutions Ltd

Job Description

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Avertis Solutions Ltd is a fully-fledged management consultancy in Kenya offering a wide array of services across various industries.

Job Summary

As the Head of Sales you will be responsible for leading and guiding the sales team towards achieving and exceeding the company’s sales targets and revenue goals. You will play a crucial role in developing and implementing effective sales strategies, identifying new business opportunities, and fostering strong relationships with clients and customers. As a key player in the company’s success, as the Head of Sales you play an instrumental role in driving growth and maximizing profitability while upholding the organization’s values and maintaining a positive and dynamic sales environment.

Responsibilities:

Sales Strategy Development

Develop and implement comprehensive sales strategies to drive revenue growth and market penetration. Identify target customer segments and create effective marketing campaigns to reach them. Monitor industry trends and competitor activities to stay ahead of the market.

Team Leadership and Management

Build and manage a high-performing sales team by recruiting, training, and coaching sales representatives. Set ambitious sales targets, establish KPIs, and monitor individual and team performance. Foster a collaborative and motivated sales culture while ensuring adherence to company policies and values.

New Business Acquisition

Identify and pursue new business opportunities through prospecting, networking, and lead generation. Develop strong relationships with key stakeholders, including businesses, organizations, and residential communities. Conduct sales presentations and negotiations to secure new contracts and partnerships.

Account Management and Customer Relationships

Develop and maintain relationships with key accounts to ensure customer satisfaction and foster loyalty. Address customer inquiries, concerns, and escalations promptly and effectively. Identify upselling and cross-selling opportunities within existing accounts.

Sales Performance Analysis and Reporting

Track sales activities, analyze sales data, and generate regular reports to evaluate performance against targets. Identify areas for improvement, develop action plans, and implement strategies to enhance sales effectiveness. Provide accurate sales forecasts and contribute to the budgeting and planning processes.

Collaboration and Communication

Collaborate with cross-functional teams, such as marketing, operations, and technical departments, to ensure seamless customer onboarding and service delivery. Communicate market insights, customer feedback, and product requirements to internal teams for continuous improvement.

Key Performance Indicators (KPIs)

Monthly/Quarterly Sales Revenue – Achieving and exceeding revenue targets on a regular basis. New Customer Acquisition – Acquiring new customers and expanding the customer base. Customer Retention – Ensuring high customer satisfaction, minimizing churn, and fostering long-term customer relationships. Sales Conversion Rate – Effectively converting leads into sales through strategic planning and strong negotiation skills. Sales Team Performance – Monitoring individual and team sales performance against targets and providing coaching as necessary. Market Penetration – Increasing market share and expanding the company’s presence in the ISP industry. Customer Feedback and Net Promoter Score (NPS) – Maintaining positive customer feedback and high NPS scores.

Requirements

Professional and academic qualifications

Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. Minimum 8 years working experience in sales preferably within the ISP industry.

Key competence and behavioral skills

Proficiency in using Customer Relationship Management (CRM) software and sales productivity tools to track leads, manage customer information, and analyze sales data. Strong knowledge of sales principles, strategies, and techniques. Experience in business development, lead generation, and customer acquisition. Familiarity with different types of internet services, such as broadband, fiber optics, wireless, and related technologies. Proven experience in sales leadership or management roles, preferably within the ISP industry or a related field. Excellent interpersonal and communication skills to build and maintain strong relationships with clients, partners, and stakeholders. Strong analytical skills to identify market trends, sales opportunities, and areas for improvement. Proficiency in negotiation techniques and closing deals with customers. Experience in contract negotiation, pricing strategies, and sales contract management.