Job Description

Title Enterprise Sales ConsultantOPCO Sales Management

• The Enterprise Sales Consultant can financially justify the value of their solutions in sophisticated financial justification models. Also, they can manage the power base within the Buying Centre. They are already accomplished in the fundamental attributes of Solution Selling, which are typically:

• Well versed in probing skills, able to uncover a Need, Pain or something to be Gained (NPG)
• They are good listeners who listen to understand rather than just listen to respond
• They explore the consequence of each alternative, including doing nothing, to establish the explicit compelling business need. Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG
• They must have a good grasp of the features, advantages and benefits of their products, services and or solutions, especially the unique selling propositions (USPs). They can link their solution to the customers specific need, pain or gain
• They produce effective sales collateral in the form of Presentations and Proposals, summarising the key salient points of their proposed solutions making it easy for their customers to make a decision in their favor.
• Customer obsession, high performance attitude, ethics, integrity and delivering against promises are their way of life.
• The Enterprise Sales Consultant must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals.
• The Enterprise Sales Consultant is political savvy (the essential core competence required in complex selling) enables them to succeed in closing very big deals involving a buying center comprising many individuals, all influencing, recommending, and contributing to the decision-making process.
• The Enterprise Sales Consultant can articulate the clients compelling business need and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing, and justifying to the power base from the top down. They are therefore well versed in differentiating their company and their proposed solution, able to justify at both a business and a technical level, always conscious of protocol and conduct. They understand the intricacies of the job and the need to maintain a healthy sales pipeline.
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution. Assigned market is within South Africa including all Provinces within South Africa.
• Maintain an extensive network of internal and external contacts to ensure that the relevant business unit within the OPCO is optimally placed in its understanding of business, economic, political, and commercial challenges, and opportunities.
• Lead relationship building initiatives with Principal Vendors including playing the lead role in negotiations with respect to pricing & procurement control.
• Coach, support, mentor, and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimize risk and ensure performance.

Sales Management

• Achievement of the TCV (Total Contract Value) pipeline build and revenue/sales target
• Lead demand-generating sales activities in the assigned market for the assigned product, service or solution.
• Convert sales opportunities to wins and revenue. Track billing and survey customer satisfaction.
• Source and distribute relevant thought leadership and marketing material to customers.
• Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
• Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks.
• Attract new relationships with new customers by supporting collaborative sales efforts.
• Collaborate with the One-Altron group of Companies to leverage opportunities in our chosen industries.
• Actively drive and follow through on qualified opportunities. Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.
• Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.
• Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.
• Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units.
• Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.

Governance, Risk and Business Continuity ManagementGovernance, Risk and Business Continuity Management

• Stay up to date of new trends and innovations in operations.
• Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.
• Lead and guide improvement projects that will increase profits or protect against risks in the function.
• Establish and maintain the highest ethical standards in operations practices.

External Parties and Relationship Management

• Oversee relationship with service providers and partners and ensure all the services are delivered properly, evaluate the performance of consultants and report any deviations to the relevant department for any corrective actions.

Educational Qualifications:

• Business Management degree or equivalent NQF 7 qualifications

Years of Experience

• At least 5 years Enterprise sales experience with a documented successful track record in selling high end services, rich and complex technology solutions in the relevant industry.
• Preferred track record and good working relationship with key decision makers within the Mining and Manufacturing sectors.
• High achiever with a proven track record of consistent target achievement

Other requirements

• Good Business Acumen
• Corporate Governance
• Auditing processes
• Solution Sales Methodologies
• Relevant Industry/Domain knowledge
• Entrepreneurial
• Assertiveness
• Leadership
• Attention to detail
• Conflict management
• Professionalism
• Presentation
• Entrepreneurial
• Customer relationship management
• Travel - must be able to travel across Provinces within South Africa

Behavioral Competencies

• Communicating and Informing
• Results Driven
• Intellectually capable
• Complex solution Sales & Support
• Thought Leadership
• Managing Virtual Teams

EducationLanguages

Altron