Job Opportunities

• Reporting to: Sales & Operations Director
• Department: Sales
• Location: Umhlanga, Office based
• Operating Hours: 08:00 - 17:00
• Contacts: Internal Co-workers Team members, Directors, Sales, Operations, Projects)/ External (Clients and Vendors)

Purpose:

The Sales Operations Lead is responsible for managing the operational functions that support the full sales lifecycle of the business. This includes working both directly and indirectly with the sales team and under the direction of the sales director. Key responsibilities include implementing new processes within the sales department, coordinating sales strategies, developing and maintaining documentation and reports, and ensuring the sales team is kept up to date on product and company changes. The sales operations Lead also serve as an escalation point for end clients and partners when the sales resources are unavailable.

The primary objective of the Sales Operations Lead is to ensure the sales team meets the company's financial revenue targets and customer retention goals by effectively implementing the sales strategies and requirements set by the sales director.

Key Performance Areas:

Sales Team Management:

Tasks:

• Take ownership of implementing assigned sales strategies and driving them to successful completion, ensuring expected outcomes are achieved
• Build and lead a high-performing inside and outside sales team that consistently exceeds sales targets
• Support and monitor the execution of sales strategies by enhancing productivity and motivating the team
• Collaborate with the Sales Department to ensure that all processes and resources are aligned to support the team in reaching their maximum potential
• Identify and resolve interdepartmental issues affecting the Sales Team, implementing effective solutions as needed
• Lead regular sales meetings to ensure all sales activities and opportunities comply with company policies and procedures
• Provide strategic guidance and hands-on support to ensure the Sales Team meets or exceeds their sales goals
• Define and manage sales quotas by evaluating historical sales data and future forecasts
• Compile and present detailed sales reports to directors, covering activity metrics, opportunities, quotas, pipeline, forecasts, referrals, and commission tracking
• Collaborate with relevant stakeholders to establish pricing structures and discount models and clearly communicate these to the Sales Team
• Assist the Sales Team with daily operational tasks and provide support where necessary
• Maintain consistency and efficiency across systems by developing, updating, and enforcing standard procedures for routine activities
• Stay informed on current and emerging industry trends through continuous review of relevant publications and online sources
• Document all internal processes and procedures, particularly those related to sales operations and new product introductions
• Conduct performance reviews and provide mentorship and professional development to less experienced team members
• Review and approve time sheets and expense claims submitted by the Sales Team
• Monitor and ensure the timely completion of team deliverables
• Manage and delegate incoming sales requests and client account assignments effectively
• Oversee client accounts as needed in the absence of assigned Account Managers
• Execute all tasks and directives assigned by the company directors

Output:

• The Sales Team is delivering as needed in terms of their KPI's as defined
• The Sale's team assigned revenue targets are achieved
• Customer recurring revenue has constant growth more than any churn
• 40%

Sales Material

Tasks:

• Support the identification, development, and delivery of customer-facing sales materials needed to enable the Sales Team to meet its objectives
• Contribute to the creation and refinement of internal sales tracking tools and optimization documents that support the Sales Team's performance and goal achievement

Output:

• Availability of resources and material for internal and external sales allows for better meetings and sales.
• 10%

Knowledge and Training

Tasks:

• Maintain comprehensive knowledge of the company and affiliated company products and services
• Develop a deep understanding of the full-service catalogue and its alignment with customer needs
• Ensure the Sales Team has a thorough understanding of the company's offerings and can effectively identify customer needs and potential opportunities
• Design and implement training programs to enhance and develop the skills of the Sales Team
• Ensure team members receive the necessary training relevant to their specific roles and responsibilities
• Effectively communicate and deliver training on any updates related to products, pricing, or internal policies across all departments

Output:

• 20%

Sales and channel Targets

Tasks:

• Proactively identify, engage, and onboard new channel partners to support business growth
• Allocate and assign newly onboarded channel partners to appropriate Sales Team members as needed
• Manage both external and internal leads by distributing them to the Sales Team and monitoring progress through to resolution

Output:

• Monthly targets being achieved and increase in revenue
• More Channel partners for additional revenue growth
• 20%

Teamwork

Tasks:

• Promote a collaborative work environment and maintain strong interdepartmental relationships across the company
• Actively contribute to the company's culture of continuous improvement through constructive feedback and innovative thinking

Output:

• General attitude to assist in all day's tasks is positive
• 10%

Additional Responsibilities:

• Identify areas for improvement and make constructive suggestions for change
• This job description is not exhaustive and may be subject to change depending on business requirements

Knowledge, Skills, Abilities Required:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required

• Knowledge of Information Technology industry products, services, licensing and technologies with a learned focus on products and services sold by THE COMPANY
• Awareness and understanding of commercial terms within sales (margin, gross profit, revenue, turnover, net profit, cost of sales, bulk purchasing, discounting, etc.)
• Strong understanding of customer sales dynamics and requirements
• Understanding of Sales Methodologies, sales process and dynamics
• Demonstrated level of success in the development of client relationships
• Enjoy working with customers and external audiences
• A commitment to excellent customer service
• Proficiency in Microsoft Excel, Word and Outlook
• Understanding of Internet Access Services and VoIP Telephony
• Customer Service Skills
• Negotiation Skills
• Logistics Understanding
• Detail aware and oriented for accuracy
• Good command of the English language (both verbal and written)
• Good email, telephonic and interpersonal communication skills (in English)
• Ability to manage your own time and tasks to meet deadlines
• Ability to work independently, unsupervised
• High energy and drive with good negotiation skills
• Budgeting and Contract Management Skills
• Strong organizational, presentation, and customer service skills
• Skill in preparing written communications and materials
• Ability to multi-task and adapt to changes quickly
• Ability to lead as well as work within a structured team environment
• Self-motivated with the ability to work in a fast-moving environment
• Ability to engage at a meaningful level with the management team, staff, providers, public and customers
• Target driven

Minimum Requirements:

Education and Experience:

• Grade 12 Senior Certificate
• Understanding of the sales process
• Previous team leadership experience
• Qualification in Marketing, Business Administration or a related field
• 5+ years of sales and organizational experience, preferably within the IT, or ISP industry

Salary:

• Market related+ Bonus & Incentives