Senior Sales Director - Airlines & Hospitality at Cellulant

JOB DESCRIPTION:

• As the Senior Director of Sales, you will be pivotal in driving sales across Africa for your assigned sector.
• Your primary responsibility is to fully own the sector, crafting and executing a strategic sales plan in collaboration with the relevant SVP/BU Head to expand our market presence and drive revenue growth.
• This role requires a deep understanding of the sector, along with strong commercial acumen to navigate the complexities of technology sales in the African market.

Sector Specialisations:

• Travel Sector (Airlines and hospitality)

CORE RESPONSIBILITIES:

Sector Ownership:

• Assume complete responsibility for one of the specified sectors, overseeing and driving sales and commercial growth across the African continent.

Strategic Sales Growth:

• Develop and execute effective sales strategies tailored to the specific sector, ensuring alignment with the company's overall objectives.

Gross Profit Management:

• Own the Gross Profit metrics for the sector, including revenue, costs, collections, and general financial oversight.

Pricing Strategy Expertise:

• Have a robust grasp of pricing mechanics and strategies and guide and advise the pricing strategy for maximum value for the respective sector.

Market trends:

• Analyse market, competitor landscape & customer trends, understand where the specific sector is headed, understand key customer focus areas and plan the sales strategy and sales execution for the sector.

Regulatory Expertise:

• Demonstrate an in-depth understanding of regulatory environments in various African markets, ensuring compliance and effective risk management.

Collaboration with Product and Tech Teams:

• Work closely with product and technology teams to address and adapt to customer needs and technology landscapes specific to the sector.

Team Management:

• Lead and support a team of sales professionals and customer success specialists to achieve sector-specific goals.

Customer Success Advocacy:

• Ensure successful implementation of solutions and provide ongoing support to maintain high levels of customer satisfaction.

RFP Participation and Proficiency:

• Expertise in handling the Request for Proposal (RFP) process, demonstrating the ability to manage and execute complex technology sales.

Large Account Management:

• Proven track record in managing large accounts, with a focus on building and maintaining strong client relationships.

Reporting:

• Co-create in collaboration with the BU Head and own KPIs and dashboards to track daily, weekly and monthly progress for each of the existing accounts as well as accounts in the pipeline.

QUALIFICATIONS & EXPERIENCE:

Experience and Personal Attributes:

• At least 7-9+ years of relevant experience, including experience in managing direct reports and a proven track record in large account management.
• Sector Understanding: Deep knowledge of the assigned sector, with a strong commercial orientation.
• Influencing Skills: Ability to influence senior-level decision-makers and economic buyers in global companies.
• Track Record: A history of effective large account management and existing relationships in the sector are advantageous.
• Business Acumen: A solid understanding of key business metrics, including revenue, Gross Profit, ROI, and Customer Acquisition Cost (CAC).

Desirable Traits:

• Fiercely commercial and results-driven.
• Strong leadership and team management skills.
• Excellent problem-solving skills and adaptability.
• Excellent communication and negotiation skills.
• Strong strategic planning and organisational skills.
• Pre-existing relationships in the sector are highly advantageous.
• Adaptability to rapidly changing environments and challenges