Head of Sales

The primary objective of the Head of Sales is to take responsibility for managing a team of client managers to drive the achievement of sales targets.

Their role is a combination of management, selling, client engagement and leadership activities, with the objective of enabling their sales team to meet the sales targets assigned to them.

The GTM Head of Sales is also responsible for the compilation of the sales plan, providing input into GTM strategy, therein closely working with the senior leadership both within the Wc as well as across Southern Africa.

"Manages sales directly to end-users of the organization’s products or services in a large specified geographic area or is responsible for a specific industry or product segment on a national or geographic basis. Incumbents at the Manager level may manage only individual contributor sales account managers and may carry their own sales quota. The incumbent’s level may be determined by the size of the geographic area of responsibility (e.g., region vs.

district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors."

Key Roles and Responsibilities:

Works with the City Head as well as other relevant decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.

Define the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.

Drive a sales culture by driving and sharing best practices, developing and sustaining cross functional relationships and filtering information downwards

Provide input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.

Drive the alignment to the sales and organisational strategies and ensure the execution of these strategies by implementing the relevant operational plans.

Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.

Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.

Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.

Execute the sales strategy by making decisions that influence people, process and technology. In doing so create a uuqie team culture, one of belonging and high performance.

Measure progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.

Coordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and coordinated way.

Act as a critical link between sales and the GTM’s strategy as well as execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.

Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.

Responsible for pipeline management and accurate forecasting, on monthly, quarterly and annual basis This will include the creation and management of SFDC pipeline hygiene

Support team by attending key client meetings and articulate how NTT(Ltd) can add value through our services and solutions.

Take full ownership for managing efficiency levels, streamlining procedures to deliver customer excellence.

Act as mentor/coach and advisor that assists the sales force to set and keep to priority activities.

Set an outstanding example in utilising sales tools and methodologies to manage account opportunities, pipelines and forecasting efforts, ensuring accessibility and tool utility training.

Knowledge, Skills and Attributes:

Sales business acumen - the skills supporting successful selling through organizational and business outcome mindset.

· Success will require focusing on planning, leveraging tools and…