Head of Field Sales at Bradfield Consulting

Job Purpose

• To lead and advance the strategic and financial goals and sales targets of the employees in area of responsibility.
• To acquire as much business as possible with a view to market and customer transparency at highest possible margin.
• This means the efficient deployment of resources in the sales regions in order to take advantage of promising business opportunities.

Responsibilities

• Build business plan based on market and customer transparency and top-down targets.
• Involve team members in breaking down budget into individual targets.
• Drive systematic sales approach based on market transparency and customer potential.
• Drive the LoA process and make tough go/no go and bid/no bid decisions, when applicable.
• Define, apply and monitor KPI's in a disciplined and motivating way and set up an effective incentive system.
• Actively anticipate changes in the market situation and initiate actions when required.
• Proactively report on Sales performance and results.
• Perform fact based forecasting and anticipate managers expectations.
• Proactively improve and monitor customer orientation of the organization by acting as the voice of the customer.
• Facilitate organizational alignment and internal support for Sales Representatives and sales process to ensure delivery of "what we promise".
• Be the Sales function advocate in internal cross-functional meetings.
• Cascade HQ interest into his/her sales region and drive and support HQ strategies.
• Develop and refine negotiation strategy, and apply Limits of Authority process.
• Negotiate offer with customer (including managing procurement consultants) by applying a professional pricing strategy.
• Close contract and hand over to order processing/exec.

Education, Knowledge and Skills

• A Bachelor's Degree in Sales/Marketing/Business Administration or any Business related course.
• Masters in Marketing/Business Administration will be an advantage
• 5-10 years relevant experience in a management function within technical sales.
• Strong negotiation skills. Confidence to set targets independently and hold external companies accountable for results.
• Excellent communication, teamwork and interpersonal skills.
• Good time management skills.
• Excellent personal problem solving skills.
• Excellent presentation skills.
• Excellent analytical skills for improving the scope and efficiency of the department whilst keeping company financial objectives & strategies firmly in mind.
• Proficient in Microsoft Windows tools and applications esp. Word & Excel.