Head of Sales and Business Development at Emergency Response Africa (ERA)

Is this you?

• You are a strategic thought partner, comfortable working closely with the CEO and management to develop and execute revenue generating strategies.
• You have extensive experience selling service-based solutions and identifying partnerships that can drive revenues and visibility.
• You have a successful track record of leveraging business development, sales, marketing, and customer service to achieve and exceed revenue targets.
• You are innovative, creative, and capable of building a repeatable sales process from the ground up.
• You are relentless in driving sales with long sales cycles through to a successful close.
• You are passionate about our mission to bring fast, reliable emergency care to Africans.

In this role, you will:

• Lead and grow the commercial department for the organization – sales, marketing, and customer success – effectively and efficiently. This includes:
• Managing and growing the current sales team
• Providing oversight and direction to the marketing team in collaboration with the Marketing Lead
• Setting up and managing a customer success team
• Ensure that the commercial functions work together as a seamless organization from end to end to create the best outcomes for customers and the organization
• Provide leadership and mentorship to the sales and marketing organization while fostering a culture of accountability, professional development, high performance, and ethical behavior.
• Understand existing products and services and develop new ones in response to market needs
• On a quarterly basis, conduct market, pricing, and competitive research develop a comprehensive market and competitive landscape report for management and the board.
• Recommend and execute go-to-market strategies and channel development strategies to maximize revenue and ensure ERA establishes and maintains its position as the leader in the emergency response space.
• Develop and oversee a lead generation program using a range of tools to consistently identify new opportunities.
• Run experiments to improve effectiveness of lead generation and customer acquisition strategies.
• Play a hands-on, direct role in sales and account management, including leading sales meetings and helping to lead and close deals, as well as managing relationships with key customers.
• Ensure the commercial team consistently hit sales targets and demonstrate a track record of sales achievement by building and growing pipeline and production contracts.
• Implement predictable, repeatable, and scalable sales processes using data analytics, and manage a consistent pipeline and forecasting methodology that provides clear expectations for planning.
• Identify resource requirements and create and manage marketing and sales budgets to achieve the department’s objectives
• Manage the sales and marketing organization’s performance management system. This includes establishing and prioritizing critical performance measures and ensuring team members are held accountable for assigned results.
• Establish standard operating procedures for KPIs for customer success to drive satisfactions and retention of both individual and corporate customers
• Identify new partnership opportunities to drive distribution, revenue, and visibility for the organization and work with the CEO to successfully execute
• Represent the CEO at commercial or promotional engagements as may be required

Requirements:

• Purpose-driven leader who cares about the organizational mission and is passionate about changing an aspect of the healthcare sector that has been largely overlooked in Africa
• Minimum of 8 years of business development and sales experience within relevant industries; experience or exposure to healthcare or insurance is ideal
• Hands-on leader with a successful track record of creating structure and processes to support growth
• Demonstrated experience with executing early-stage business plans and launching new market-creating products
• Detail-oriented with a focus on implementing and leading by KPIs, critical metrics, and processes
• Excellent written and verbal communication skills
• Experience with CRM and lead generation tools e.g., HubSpot, Sales Navigator, Octopus, GMass
• Advanced level use of PowerPoint, Excel, and other Office tools

Nice to Have:

• Experience writing successful grant and sponsorship proposals