Job Purpose:

The Sales Manager is responsible for driving continuous growth in the client base and achieving gross profit (GP) targets for software sales, renewals, and related services. This will be accomplished by leading and managing a high-performing sales team while ensuring adherence to established sales processes and systems.

Beyond achieving individual revenue and GP targets, the Sales Manager will support overall financial objectives through business development initiatives and strategic management of key client accounts.

Key Responsibilities:

Sales Leadership & Team Management

• Act as a Subject Matter Expert within the designated business area, providing leadership and guidance to the team.
• Oversee the day-to-day activities of the sales team, ensuring alignment with set objectives.
• Provide accurate monthly sales forecasts and weekly updates to the Executive: Sales.
• Monitor and report on individual and team performance metrics, providing coaching and support as needed.
• Conduct regular strategic planning sessions with major accounts to drive business growth.

Business Development & Client Management

• Develop and maintain strong relationships with key clients to ensure retention and expansion.
• Participate in joint client meetings with team members to enhance service delivery and promote business solutions.
• Ensure that the right products and services are positioned to meet customer requirements, driving customer satisfaction.

Sales Process & Performance Monitoring

• Track and analyze sales data to optimize team performance and identify growth opportunities.
• Ensure strict adherence to CRM usage and other tracking tools for accurate sales activity and client data reporting.
• Maintain a high level of professionalism in documentation, proposals, and internal reporting.

Performance Metrics (KPIs):

• Target Achievement: Drive new business acquisition, market penetration, and client retention/growth.
• Account & Sales Planning: Develop and execute annual and detailed account plans aligned with business goals.
• Customer Success: Ensure value-driven solutions are delivered, with positive customer feedback and satisfaction surveys.
• Administration & Reporting: Maintain accuracy and professionalism in sales documentation and internal reports.

Collaboration & Stakeholder Engagement:

Internal:

• Work closely with Product & Technical Teams to understand product offerings.
• Coordinate with Finance, Sales Support, and Vendor Management for seamless operations.
• Engage with other Sales Managers and Teams to share insights and best practices.
• Provide regular updates to the Executive: Sales.

External:

• Maintain strong relationships with vendors, clients, and industry stakeholders.
• Collaborate with external partners to drive business opportunities.