OVERVIEW
The Sales Manager is responsible for overall execution of Sales Strategy for the Branch. The ultimate
responsibility for reaching growth targets lies with the Sales Manager. In addition, the Sales Manager has his/
her own personal sales targets to reach. The Sales Manager will be responsible for the performance of the
Business Development Team which currently includes SDRs (Sales Development Representatives - meeting
coordinators) and will grow to have Sales AEs (Sales Account Executives) when sales strategy, effectiveness and
results are proven. In addition, the Sales Manager will be responsible for management, co-ordination and
success of RFQ process within the Branch.

This role’s emphasis is on driving sales –
i. Directly, engaging with clients form outreach stage until client is successfully onboarded by service
team (you will be expected to be the top performing member of the sales team).
ii. Enabling the sales team, to meet targets, through reporting, process design and implementation,
training and support.
If performance targets are met, the expectation is that the Sales Manager will grow into the Head of Sales for
the Branch.


JOB DESCRIPTION
• Expanding business opportunities by identifying prospects and evaluating their position in the industry, researching and analysing the sales opportunity
• Use knowledge and insight to contribute to the branch sales strategy
• Identifying and engaging with new customers via networking, cold calling, emailing and other lead
generation techniques
• Utilising several tools such as ZoomInfo, Salesforce, Outreach and LinkedIn Sales Navigator.
• Sells our products and services by establishing contact, developing relationships and recommending tailor made solutions with new prospects
• Develop proposals to meet clients’ and businesses’ goals including budgets and timelines
• Maintains relationships with ongoing prospects by providing support, information and guidance; researching and recommending relevant new opportunities; and recommending profit and service improvements
• Pipeline management for reporting purposes and productivity analysis
• Mentoring and guiding Sales Development Representatives in developing prospecting strategy
• Answering technical and procedural questions for less experienced team members
• Comfortable setting and meeting sales revenue targets & KPIs set by management
• Identifies product improvements or new products by remaining current on industry trends, market
activities and competitors
• Responsible for own pipeline and for full life cycle of the sales process, from prospecting to close
• Reviewing and providing insight on team and business KPIs related to the sales process,
implementing initiatives to improve metrics and monitoring success of initiatives
• Understanding internal processes and client expectations and having the ability to marry the two in
away that meets business profitability targets as well as addresses client needs

RESPONSIBILITES
• Align closely with the Regional Directors to refine overall growth strategy
• Execute on the strategy, setting measurable targets and timelines to achieve
• Track the team progress
• Ensuring Business Development Team incentives are aligned with targets
• Ensure training is sufficient within the team to deliver on sales strategy
• Prepare cadence for new sales campaigns
• Be actively involved in the selection and creation of SDR sales strategies
• Monitoring incentives to ensure they are aligned with the business strategy and objective
• Oversee, support, manage and provide reporting on new client meetings
• Provide guidance to SDR team where needed
• Book client meetings
• Reporting of new deals and management of team pipeline
• If requested, support sales team in closing stages of a new deal
• Signing clients
• Own and action the RFQ preparation, submission and follow up process
• Drive engagement between BD team and corresponding partner team
• Actively engage with corresponding partner contacts
• Maintain active partner reporting
• Maintain conversion ratio (time between closing of deal and first submissions)
• of 6 months max
• Adequately understand the reason for non-conversion, suggest and implement sales improvements to
shorten conversion time
• Monitor conversion percentage (value realisation), identify the cause and implement solutions to
resolve and/or prevent
• Point of escalation where internal departmental non-performance is hindering successful conversion
• Escalate blockers that are not progressing to Regional Directors
• Prepare detailed reporting on BD function performance highlighting closed deals, submission values,
meetings held, pipeline and forecasted performance
• Manage sales commission reporting
• Prepare reporting on SDR function performance highlighting meetings booked, cancellations, closure
rates and outreach activity
Ensure sales delivers clients in line with business strategy
• Ensure sales goals are broken down into acute detail per region, per industry

QUALIFICATIONS, EXPERIENCE & HARD SKILLS
• CA (SA) or Finance Qualification with minimum of 3 years work experience in top tier organisation
• Strong High School (75% +) and university results
• Strong financial acumen and commercially minded
• Client facing experience – preferably articles, consulting or similar
• Ability to negotiate and collaborate effectively
• Self-motivated and drive to pursue targets
• Persistent and able to follow-up consistently using various mediums
• Strong organisational and time-management skills
• Resilient, ability to withstand rejection and stay calm under pressure
• Evidence of outperforming and exceeding expectations in previous role
• Able to effectively manage a team and training team members
• Strong interpersonal skills with ability to drive results through internal and external collaboration
• Fast learner
• Impeccable written and spoken English at “native” level (you will be working with British clients), per product
• Ensure SDR management is aligned with broad business strategy and that yearly goals for SDR team
are broken down in sufficient detail and managed