SUMMARY:
Cellular Regional Sales Manager
POSITION INFO:
Regional Sales Manager URGENT EE POSITION
SALARY - Pay scales: R68-90K . Preferable EE candidates.
Department
Sales
Reporting structures
DIRECTLY – 1ST LEVEL
Executive: Sales
REPORTING – 2ND LEVEL
Chief Sales & Marketing Officer
NUMBER & TYPE OF JOBS REPORTING DIRECTLY (1ST LEVEL)
Key Account Managers, Account Managers
NUMBER & TYPE OF JOBS REPORTING INDIRECTLY (2ND LEVEL)
NA
Main Purpose of the Job
To achieve regional sales targets set for the Client fiscal year.
ACCOUNTABILITIES & RESPONSIBILITIES
(KEY PERFORMANCE AREAS & TASKS)
KEY PERFORMANCE INDICATORS
1. Create a tactical sales plan
• Gather customer intelligence information
• Perform market and competitor analysis
• Develop a tactical plan per customer base to grow sales
• Provide customer feedback internally
• Engage external customer base
• Grow and develop C-level relationships
Measurables
• Ensure quality of tactical plan (40% weighting)
• Ensure execution against action plan (60% weighting and meet this 100%)
2. Manage and track Key Account Manager (KAM) / Account
Manager (AM) sales deliverables
• Track KAM/AM execution against account plan
• Ensure revenue conversion 100%
• Execution against account plan
ACCOUNTABILITIES & RESPONSIBILITIES
(KEY PERFORMANCE AREAS & TASKS)
KEY PERFORMANCE INDICATORS
• Track customer excellence against (Nett Promoter Score)
• Track activity versus output of KAM / AM
• Maintain revenue assurance goals
• Assist KAM / AM when escalated events occur
3. Track Own Sales achieved against outstanding forecasts
• Manage Sales pipeline
• Forecast sales accurately
• Measure and track individual pipelines
• Monitor order intake velocity
Measurables
• Ensure positive order intake against sales targets set
• Ensure healthy pipeline
4. Allocate Internal Resources
• Assist in refinement of internal and external customer processes
• Ensure capacity in virtual team
• Ensure internal department understand customer requirements gathered
• Create a platform for DFA customer collaboration
Measurables
• Ensure virtual team at full capacity (100&)
• Identify potential bottlenecks
• Implement capacity plans
5. People Management
• Interview, select and appoint potential staff.
• Onboard new staff members to ensure quickest time to performance.
• Set meaningful performance targets for all employees and clearly outline efforts required to reach deliverables.
• Explain how work roles contribute towards overall strategic objectives.
• Support, coach and mentor staff.
• Develop and agree upon standards against which to measure behaviour and performance up front.
• Assess performance and behaviour.
• Provide regular, constructive feedback and reinforcement regarding performance.
• Counsel staff where behavioural problems arise.
• Give recognition for work well done.
• Encourage employees to adhere to company values.
• Work with staff to create individual development plans addressing employee and business needs, encouraging employees to participate in learning opportunities.
• Provide developmental assignments to staff based on career interests and business needs.
• Manage team performance, promoting cohesiveness and taking corrective action where necessary.
Measurables
• All staff members have contracts and job descriptions.
• Performance measures are designed for all staff and communicated to them.
• Performance reviews are completed quarterly for all staff.
• Individual Performance Improvement Plans are available and agreed upon with all staff who fall short of minimum standards
• Proof of coaching sessions is available (attendance registers and minutes)
• Proof of annual developmental assignments is available
Job Role – Regional Sales Manager 3
ACCOUNTABILITIES & RESPONSIBILITIES
(KEY PERFORMANCE AREAS & TASKS)
KEY PERFORMANCE INDICATORS
• Chair meetings to ensure team is updated with information required and in order to manage team direction and performance.
• Retain good performers.
6. Miscellaneous
• Perform any other work related duties and responsibilities that may be assigned from time-to-time by management.
Working Conditions
• Office based and travel
• Extended work hours where applicable
Competencies and Minimum Requirements:
Knowledge, qualifications and experience
• A degree in Commerce preferable or related qualification
• At least 5 years’ experience in Sales, preferably in the B2B ICT / Telecommunication Sector
• At least 2 years’ experience a Sales Management role
• Technical Telecom Understanding preferable
Gauteng Regional Sales Manager Specific
Competencies and Minimum Requirements:
Knowledge and experience
• At least 5 years’ working experience in a Mobile Network Operator ecosystem specifically relating to telecommunications product development and/ or the strategic and tactical rollout (employed by an MNO preferable)
• At least 2 years’ recent experience in business development with multinational companies relating to solution development selling of Layer 1 to Layer 3 telecommunications’ services
• At least 2 years’ experience developing product and/or selling strategy
• Proven existing local network of relationships within the MNO and ISP ecosystem
• Proven track record of business development capability with South Africa and International market
Technical Skills
General Computer
Literacy
Good working knowledge of MS Office software packages.
Business Acumen Applies commercial insight to deliver a prompt and appropriate response to business matters to influence a positive outcome.
Sales Skills Performs planned activities to boost the sales of products and services in line with sales targets.
Sales Management Manages efforts put forth to attain and manage a company''s sales objectives. Sales management can involve any of the following activities: (1) formulation of sales
strategy through development of account management policies, sales force compensation policies, sales revenue forecasts, and sales plan, (2) implementation of sales strategy through selecting, training, motivating, and supporting the sales force, setting sales revenue targets, and (3) sales force management through development and implementation of sales performance, monitoring, and evaluation methods, and analysis of associated behavioural patterns and costs.
Personal attributes/Behavioural Competencies
Setting Strategy Applies a systematic process of envisioning a desired future for a discipline and
translates this vision into broadly defined goals and a sequence of steps to achieve
them. Engages others in a strategic vision for the future.
Solution Driven Identifies problems, analyses problems, generates workable solutions and resolves
problems according to acceptable business quality standards and so as to minimise workflow disruption.
Performance-driven Puts insufficient effort to meet or exceed business and customer expectations both in terms of delivery and quality. Able to act without being prompted to. Demonstrates a
sense of urgency, self-motivation and ownership in work. Has a need for achievement. Achieves results.
Planning and Organising Provides a written account of intended future action to achieve specific objectives within a specific timeframe. This explains what needs to be done, when, how, and by whom.
Communication Skills Exchanges information, news, ideas and views to create shared meaning.
Communication occurs between levels, departments and employees. Uses appropriate methods of communication and transmits clear professional messages.
Checks own understanding.
Interpersonal Skills Has a set of abilities allowing positive interaction and effective working relationships.
Constructively handles disputes and people issues. Has skills in the areas of relationship building, communication, listening, delegating tasks, providing feedback and leadership.
Influence Presents the key points of an argument persuasively coming across assertively and with
credibility. Makes an immediate positive impression on others and is able to change
their views, attitudes and behaviours towards company offerings using written or spoken words to convey information, feelings and reasoning as and when required.
Customer Centricity Focuses on meeting and exceeding the needs of internal and external customers by anticipating customer needs, delivering within timeframes and to quality standards, measuring customer reaction and maintaining necessary contact with customers.
Analytical Systematically examines and evaluates data or information by breaking it into its parts to uncover their interrelationships so as to establish trends, changes and to identify risks in order to make meaningful business decisions.
Possible Career Path (first step/s)
Manager: Executive: Sales
Gauteng Regional Sales Manager Specific
Competencies and Minimum Requirements:
Knowledge and experience
• At least 5 years’ working experience in a Mobile Network Operator ecosystem specifically relating to telecommunications product development and/ or the strategic and tactical rollout (employed by an MNO preferable)
• At least 2 years’ recent experience in business development with multinational companies relating to solution development selling of Layer 1 to Layer 3 telecommunications’ services
• At least 2 years’ experience developing product and/or selling strategy
• Proven existing local network of relationships within the MNO and ISP ecosystem
• Proven track record of business development capability with South Africa and International market
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