Tuesday, 18 March 2014

Sales and Strategy Manager

By on 5:05 am

Sales and Strategy Manager

Sales and revenue generation:

    Establish, develop, strengthen & maintain relationships with people at all levels in our market place, specifically identified targets, clients and their areas of influence;
    Network in the local community, and leverage key global markets and best practices to gather intelligence, strengthen relationships and identify potential opportunities;
    Engage the target client by introducing relevant practice staff and proactive ideas;
    Coach practice members pre and post meetings, presentations and proposals to ensure all opportunities are realized;
    Ensure our target clients know we are passionate about their success and that our client service teams are aware of client needs;
    Be a role model with regard to building a sales culture through our Sales Relationship Management methodology;
    Package existing products into custom tailored solutions to meet advertisers’ objectives
    Work closely with other sales team members on standardizing pre-sales tool kits and resources
    Collaborate with strategy team members to gain insights and feedback from the market to incorporate into packages
    Your sales approach will focus on understanding client needs locally and globally.

Sales Strategy:

    Identify target client’s business needs, industry specialization and lifecycle to understand potential opportunities;
    Support sales team in preparing materials for strategic partnership discussions
    Work with local leadership to review or create target lists to drive strategic and profitable growth;
    Support the targeting team (research, proposals, sales coaching, management of follow up activities and reporting);
    Network with the wider firm to gather intelligence, strengthen relationships and identify other potential opportunities;
    Maintain local and key global market client and target client data for the PCS team on our Client Relationship Management (CRM) database, as well as monitor the accuracy of sales reporting;
    Report at various meetings on targeting and sales funnel activity;
    Work with national learning and development senior manager to deliver sales/relationship management training as required;
    Accountable for the prioritisation of key projects to deliver the Sales Strategy, linking with Strategy as required.
    Map our go-to-market model and determine ways to measure its effectiveness
    Identify leverage points, determine root causes for any problem areas, propose and implement solutions
    Develop dashboards to help everyone from our CEO to our lead generations team determine if they and their teams are on track to meet their goals
    Define scalable management processes to reinforce desired behaviors
    Use your problem-solving capabilities and tact to ensure that cross-functional processes related to driving demand, winning business, and delivering customer success are effective and efficient

Proposal Management:

    Drive proposal activity and documentation quality;
    Participate in actively sharing knowledge with the team and practice;

Skills and Qualification

    Bachelor’s Degree in a Business related field. Master’s degree preferred
    10 years of experience in high profile relationship and sales management.
    Excellent knowledge of sales organisations and sales processes or marketing strategy
    Demonstrate the ability to challenge, build credibility and work with integrity at all levels within the organisation to influence behavioural changes and development of skill sets for the future business needs
    Strategic mindset for developing best in class sales organisation
    Proven success in influencing and managing people indirectly (cross functionally and through dotted line matrix relationships)
    Demonstrated ability to serve as a successful participant on the functional leadership team that provides Sales/Service leadership and direction

Email CV and salary requirements to recruitment@odumont.com with “Sales and Strategy Manager” in the subject line.