Sales & Service Manager

SUMMARY:
 Degree in Business/Economics, Engineering, or IT  At least 5 years' experience in sales of which

POSITION INFO:

PURPOSE OF JOB

To ensure the following;

• Effective sales of records & information management solutions and services to achieve a combination of regional, key and/or strategic accounts to achieve sales objectives in line with the business strategy.
• Effective customer service through building of relationships and effective service delivery.
• Retain and grow defined service portfolios in line with strategic service objectives and agreed customer service targets.

KEY RESPONSIBILITIES include the following. Other duties may be assigned.

• Translates sales & service strategy into tactical plans for a portfolio of regional and key/strategic accounts.
• Develops and maintains a sales & service strategy to ensure engagement and sound relationships with clients.
• Subdivides the customers into portfolios to direct the focus of team.
• Ensures clear understanding between clients and company to deliver service as agreed.
• Leverages client base to capitalise on cross-selling opportunities.
• Ensures new business generation and achievement of sales & service targets, by:
  • ensuring understanding of client needs by business sector
  • researching and understanding client needs to customise and focus the service offering
  • engaging existing and potential clients at business premises through presentations and events to increase awareness and understanding of service offering
  • driving regional initiatives to promote service offering and educate clients on services and products
  • training and educating sales team on product/service offering and client engagement  
  • Reports on sales & service performance for portfolio of accounts to the General Manager on a weekly and monthly basis.
  • Ensures understanding of legal and/or statutory requirements relating to document storage and retention.
  • Ensures all administrative aspects of the team are maintained as compliant with company policy.
  • Retain key customers and monitor service delivery through processes and procedures to ensure customer experience is managed.
  • Track customer service trends and challenges between the sales and operations areas and look at ways to improve service level management.

People Management

• Ensures that staff are trained, skilled and that their expertise is optimally applied.
• Ensures that the working environment contributes to improve staff morale and increased productivity.
• Monitor performance of the team and address any non-performance issues.

Cost Management

• Provides input into the compilation of the regional sales and service budget for client portfolio, to determine revenue targets for these accounts.

SUPERVISORY RESPONSIBILITIES

• Has overall responsibility for a total staff complement of 25 - 30

MINIMUM QUALIFICATIONS, EXPERIENCE and KNOWLEDGE: 

The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Degree in Business/Economics, Engineering, or IT
• At least 5 years’ experience in sales of which at least 2 years must be in a sales management role.
• Must be IT literate
• Account management experience in document management and archival related or similar industry sales will be an advantage.
• Must have business to business (B2B) experience
• Must have excellent track record in delivering high level sales presentations
• Must have excellent track record in meeting and exceeding monthly, quarterly and annual sales targets
• Must have excellent communication and interpersonal skills.
• Must have a flair and drive for sales
• Must hardworking and solutions driven
• Must be a team player
• Must have business acumen and be able to communicate with senior to top management levels
• Must be prepared to travel between sites/clients
• Must be highly computer literate
• Demonstrate excellent organisational skills
• Must have experience in tender document preparation
• Must have own vehicle and valid driver’s licence

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