Sales Manager (FBU) at Inlaks

Reports To: Head, Enterprise Business Unit (EBU)
Supervises: Account Managers
SBU/ Dept/Unit: Enterprise Business Unit

Accountability

• Responsible for generating ongoing revenue for INLAKS through the sale, delivery and support of high quality solutions to major clients and on occasion prospects while managing and ensuring high levels of client satisfaction and reference ability.

Functions & Responsibilities
Sales:

• Generate and manage sales/ revenue pipeline by identifying and winning profitable license, training, consulting and support & maintenance business;
• Manage and develop the relationship(s) across our Market allocated to maximize Inlaks’ product usage in the account;
• Engage and manage a team including Account Managers and peers like Pre-Sales consultants, the Client Engagement Manager, Training Manager, other services personnel and Finance as appropriate throughout the sales cycle;
• Proactively identify ways to help clients reach their strategic goals through constant knowledgeable and informed communication regarding Inlaks’ products, services and direction;
• Take ownership of sales proposals for the team, market and ensuring that they are provided to a high standard, in a timely manner;
• Generate ideas and suggestions, writing proposals, refining the scope of work and budget, negotiating prices, and assisting in the drawing up of contracts;
• Work as part of the account management team to identify and package new sales propositions. Each team member will, from time to time, be asked to research, write-up documentation and marketing pieces, or undertake other action items as defined in regular meetings.

Cash Collection:

• Ensure customer invoicing is promptly done by collaborating with internal stakeholders including Finance and Implementation teams;
• Ensure prompt follow up with customers to ensure payment;
• Treat cash collection as importantly as sales activity;
• Take ownership of the internal stakeholder collaboration and work to resolve any issues encountered in the process of cash collection.

Customer Satisfaction:

• Raise customer satisfaction for the nominated territory to the requisite corporate level;
• Ensure that reference-ability within the nominated territory is at the requisite corporate level

Services:

• Manage Inlaks deliverables including resourcing, and monitoring against an agreed plan;
• Oversee Inlaks services sales engagements and represent Inlaks on related steering committees to manage profitability and risk to Inlaks;
• Obtain required client and internal authorization and sign-off for services engagements

Relationships:

• Represent Inlaks to existing clients, and representing clients to Inlaks;
• Maintain and build customer relationships with the client’s stakeholders to promote customer loyalty, satisfaction and reference ability, and to expand outside of existing relationship
• Frequent and effective communication and interaction with client contacts at multiple levels
• Any other responsibility assigned by management

Key Performance Indicators

• Percentage Market Share
• Percentage of repeat business turnover/revenue
• Client acquisition rate
• Conversion rate of potential customers
• Customer satisfaction rating
• Attrition Rate
• Percentage increase in revenue
• Percentage of leads generated
• Staff appraisal ratings
• Customer Acquisition Cost (CAC) Ratio

Skills / Competency Requirements
Required Knowledge, Skills & Abilities:

• Client Relationship Management
• Key Account Management
• Cross and Upselling
• Negotiation
• Proposal Development
• Customer Value Management
• Sales and Budget Planning
• Market Development
• Product Development
• Strategy Implementation
• Innovation Management
• Business Intelligence

Generic Skills:

• Business Writing
• Initiative Taking
• Ownership
• Analytical Skills / Problem Solving
• Time Management
• Interpersonal Skills
• Meticulous approach to work
• Attention to detail
• Capable of meeting high standards
• Good problem-solving skills
• Strong proficiency in Microsoft Office, particularly Excel

Supervisory Skills:

• Conflict Management
• People Management
• Coaching and Mentoring

Professional Requirements
Qualification:

• First degree in any related discipline    

Minimum Experience:

• Minimum of 5 years’ solutions sales and/or account management experience involving large, complex projects.
• Proven sales success, client management, and service delivery experience
• Excellent Subject Matter Expertise in some or all of OEM applications
• Track record of working with multi-site/country clients
• Proven stakeholder management skills, understanding of the sales process and methods, and profitability and risk management skills
• Strong consulting skills with excellent commercial awareness and negotiation skills
• Understanding Inlaks’ products and services, its competitors’ offerings and the key differentiators
• Advanced interpersonal skills and excellent written and verbal communication skills
• Proven conflict and issue management skills
• Experience of working with audiences with varying levels of technical understanding in different cultures