Regional Sales Manager

THE PURPOSE

The Regional Sales Manager (Security) will be responsible for growth within an allocated territory

through sale of the Company’s full range of services, including: Manned Security, monitoring services, private investigations, event security and training services.

The purpose of the role is to develop and implement business and sales strategies to manage, lead and direct the Sales Division in the implementation of key initiatives that support the ongoing sustainability and profitability of the region and Company.

AREAS OF RESPONSIBILITY

The following shall be deemed to be, but not limited to the Regional Sales Manager (Security) areas

of responsibility.

• Identify external clients/stakeholders and utilise sales methods/strategies to entice

clients/stakeholders to purchase our services

• Develop sales plans and forecast market potential within an allocated territory/target market

• Pro-actively identify and establish communications with organisations that can benefit from the

range of services

• Conduct site surveys and provide security solutions to potential clients

• Collaborate with internal stakeholders to ensure that strategic sales objectives and targets are met

• Define the way they approach the market and achieve set targets

• Provide input into the development of the tactical strategy as well as develop and implement a

supporting operational strategy

• Responsible for the coordination of the activities of the sales team, setting and measuring

performance targets, account allocation, and enforcing the execution of the client account plans,

call planning and opportunity qualification

• Responsible for pipeline management and accurate forecasting

• Support team by attending key client meetings and articulate how the organisation 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 to set and keep to priority activities

• Utilise sales tools and methodologies to manage account opportunities, pipelines, and forecasting

efforts, ensuring accessibility and tool utility training

• Plans and organises multiple work outputs by assigning priorities and continuously reviewing

objectives and goals

MINIMUM REQUIREMENTS:

• Matric Certified

• Operations/Marketing Management Qualification or equivalent professional NQF 7 Qualification

• Code 08 unendorsed driver’s licence with own reliable vehicle

• Solid Computer Proficiency (SAP/ Office (Word/ Excel)

• Strong background in sales, marketing and/or business development

• Solid previous experience operationally managing a sales team

• Understanding and knowledge of Costing/ Quotations are mandatory

• Five years of direct experience in security sales

• Proven Track Record in Security Operations Management

• Proven track record of meeting sales targets

• Previous track record of growing sales

• Working knowledge of S.L.A. development and performance management matrix

SKILLS:

• Sales business acumen - the skills supporting successful selling through organisational and business

outcome mindset. Success will require focusing on planning, leveraging tools and data, and

concentrating on business requirements. Developing the skills to understand your client’s business

(including commercial and financial aspects) in order to bring value to them from the portfolio of

services.

• Sales client engagement & management - the skills used to effectively manage and analyse the client

throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.

Success will require a detailed understanding of client needs, effective sales planning, and building

trust, all while managing client expectations. Developing the skills required to know your client,

building effective & lasting relationships with them, and being seen as a trusted advisor.

• Sales solution skills - the knowledge of organisation offerings, client applications, use cases, and

market trends and the skill to apply them to the individual client and prospect situations that position

the sales manager as an expert client advisor. Success will require the ability to link offerings, including

high-value services to a specific client and prospect needs and outcomes.

• Sales resources optimisation - building internal relationships, working with pursuit teams, and

leveraging vendors as resources throughout the sales cycle.

• Sales pursuit - the skills and knowledge to create success by identifying and advancing opportunities

at assigned prospects and clients. Success will require both individual ownership as well as

accountability for coordinating internal and external resources in order to close sales opportunities.

• Sales strategy execution - The skills to ensure that the sales strategy is aligned to the business

strategy.

• Sales business management - the skills to ensure that target setting and associated processes is

aligned to meeting the target.