Head of Sales

Job description

Head of Sales is responsible for obtaining profitable results through the achievement of the company revenue targets. He/she is responsible for ensuring that the sales objectives and margin controls are met. He/she ensures that all activities are in accordance with the guidelines set forth by the company. He/she provides leadership and expertise to deliver efficient and focused sales strategies, to achieve growth and profitability. He/she also ensures customer satisfaction and retention, and creates new business.

Duties and Responsibilities:

• Leads the department in formulating sales strategies
• Acquires new customers and secures retention of existing relationships; ensures that customers relationships are strong and our company is relevant to their business operations.
• Proactively assesses, clarifies and validates customer needs on a daily basis; understands the clients organization and structure. Maintains and update client record as well as any pertinent details.
• Manages corporate partnerships maximizing potential income thru productive and professional relationship.
• Communicates, monitors and ensures proper billing and accreditation procedures.
• Onboards new clients; assists in the completion of customer accreditation requirements.
• Works closely with technical support to ensure customer satisfaction and problem resolution.
• Collaborates with the Enterprise Solutions Department or Solutions Delivery Department for the needed scope of work, assumption dependencies and constraints or any other technical specifications needed to translate specific requirements into a quantitative value
• Assists in Accounts Receivable/ Sign Off in coordination with Finance / SOD.
• Adjusts and optimizes sales organization based on current demand of market
• Coaches and mentors team members to ensure productivity; works with the Human Capital Department in determining competency gaps; prepares individual development plans to address such gaps.
• Generates the following reports for submission to the Executive level:                       o Profit and Loss Reporting                                                                                 o Pipeline and funnel reporting                                                                           o ManComm reports

Relationships

• Internal members of the Management Committee, Team Members, Human Capital Department, Group Financial Comptroller, Regional Technology Manager
• External - Service Providers and Vendors, Clients

Knowledge

• Strong business acumen
• Working knowledge of various platforms, tools and technology needed for networking and searching/ sourcing clients
• A good understanding of MS Office particularly PowerPoint and Excel
• Strong understanding of financial concepts, particularly when it comes to understanding Profit and Loss figures

Skills

• Oral Expression Talking to others to convey information effectively.
• Oral Comprehension - ability to listen and understand information and ideas presented through spoken words.
• Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
• Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Creative Thinking Ability to think outside of the box; come up with solutions that are unique to the situation.
• Written Expression Communicating effectively in writing as appropriate for the needs of the audience.
• Service Orientation Actively looking for ways to help people.
• Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
• Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
• Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.
• Coordination and Collaboration adjusting actions in relation to others' actions.
• Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
• Time Management Managing one's own time and the time of others.
• Team Management Motivating the team and managing performance to ensure the best return on investment for the Organization
• Mobility- Capacity to move around as part of the requirements of the job. Movement may involve travels outside of the country.

Requirements and Experience:

• Must be graduate of Business Management, or any related course
• Preferably with MBA
• Must have at least ten (10) years of related work experience in business development, sales and marketing, at least two (2) of which in a senior management capacity
• Preferably with proven track record in growing client base in the IT products and services industry
• Must have exposure to markets with Asia
• Must have at least five (5) years of experience managing groups of at least five (5) people performing different tasks