Reporting to the CEO
Occupational Level: Senior Leadership Team
The main purpose of this position is to lead and realize, in a proactive and committed way, the business development and revenue growth strategy of the company to ensure overall sustainability and success, including but not limited to:
1. Developing and executing new business strategies, aligned to the company's strategic initiatives that result in sustainable business development and revenue growth.
2. Leading the sales and (outsourced) marketing team to achieve the set objectives on an ongoing basis.
3. Identifying, evaluating, and capitalize on new business opportunities that align with the organization's goals and objectives.
4. Developing and maintaining strong client relationships, with current accounts & new clients, to achieve the account growth and overall revenue targets.
5. To oversee the effective execution of various events, PR & communication campaigns (internal & external), to support the achievement of the company's strategies and manage the brand and reputation of the business.
Key Performance Areas:
Strategic New Business Sales Planning:
To develop and successfully implement new business strategies and action plans to support the achievement of the agreed sales and growth targets on a quarterly basis.
To conduct ongoing and effective analyzes of client needs and identify opportunities in the market to support the achievement of the company's strategic objectives.
To provide ongoing meaningful insight and feedback to the leadership team to extrapolate potential growth from the market and achieve the strategic objectives.
Sales & Profitability:
To ensure sales team achieve the agreed new business sale and profitability targets on a quarterly basis both locally and internationally.
To lead and monitor the sales across the entire product portfolio (e.g., cross-selling, up selling, identifying potential, database, and consulting) to achieve the growth and retention targets of new and current business per product or solution.
Together with the company's Sales Team, successfully negotiate and manage contracts with clients in accordance with the budgets set.
To effectively lead the negotiation with prospective clients and drive teams to achieve the agreed conversion rates on a quarterly basis.
Sales Operation Excellence:
To oversee and provide input into the conceptualization of proposals and contracts to ensure that it satisfies the clients’ needs and achieves the agreed profit margins as set by the organization.
To ensure that all documentation associated to the role and department is accurate and stored in accordance with the company policy.
To take overall accountability for the key account portals and folders ensuring that it is kept up-to date by the team and all key client documentation resides on the company approved portals and folders for easy access and future reference.
To lead the change in effectively migrating SACSI subscribers to company within the timeframe set.
To define a CRM protocol for all staff to apply to every account in its lifecycle to maximise affinity to the company, outside of an order and project basis, making the company top of mind as a partner inside all our clients.
Key Account Management:
To build effective and sustainable working relationships with new clients, partners, and industry influencers, to foster collaboration and drive business growth in order to achieve the current and new business growth and revenue targets.
Together with the other Executives/Directors ensure overall client satisfaction on service delivery and deal with any escalated customer issues or queries in a timely manner.
Marketing & Brand Management:
To oversee the effective executed of the marketing, PR and communications strategy within the agreed timeframes. Including:
Driving all Digital Enablement projects according to business needs and growth strategies on an ongoing basis.
Overseeing the development and use of the CI for the business to ensure consistency, accuracy and effectiveness in support of the strategic direction and image of the company.
To continuously build the company's brand and accurately represent the organization in various forums, boards, and events as and when needed.
Ensure all internal and external events are aligned with the Vision, Mission, Values and strategic direction of the business
People Management:
To lead and manage the operational excellence of the sales and marketing (outsourced) team to ensure that the strategic objectives of the department are achieved on an ongoing basis.
To source, develop and retain competent staff by providing them with direction; allocating tasks; mentoring and coaching; driving performance; providing sufficient training and development initiatives; and rewarding and recognizing good performers on an ongoing basis.
Budget Management:
Together with finance, compile an accurate budget to enable the department to achieve its strategic objectives.
To manage the allocated budget by monitoring and evaluating expenditure to mitigate risk, minimize overspend and maximize the ROI for the business and report on it monthly.
To identify and implement cost reduction opportunities within the department to improve the financial profitability of the business.