Franchise Manager - Gauteng

Title: Hunter Sales New Business

Job Description

KEY RESPONSIBILITIES:

1. OPCO Sales Management
2. BDMs can financially justify the value of their solutions in sophisticated TCO / TCV financial justification models.
3. Manage the 'power base' within the 'Buying Centre'.
4. Demonstrate fundamental attributes of Solution Selling:
1. Well versed in probing skills, able to uncover a Need, Pain or something to be Gained (NPG).
2. Good listeners who 'listen to understand' rather than just 'listen to respond'.
3. Explore the consequence of each alternative to establish the 'explicit' compelling business need.
5. Provide effective and appropriate solutions to meet compelling needs.
6. Grasp features, advantages, and benefits of products, services, and solutions.
7. Link solutions to the customer's specific need, pain, or gain.
8. Produce effective 'Executive Summaries' to aid customer decision-making.
9. Demonstrate customer care, ethics, integrity, and deliver against promises.
10. Exhibit political savvy essential for closing big deals.
11. Articulate the client's 'compelling business need' and develop satisfying solutions.
12. Maintain a healthy sales pipeline.
13. Lead demand-generating sales activities in the assigned market.
14. Maintain an extensive network of contacts to understand business challenges and opportunities.
15. Lead relationship building initiatives with Principal Vendors.
16. Coach, support, mentor, and challenge subordinates.

CORE RESPONSIBILITIES:

1. Achievement of the annual revenue / sales target.
2. Convert sales opportunities to wins and invoice.
3. Track billing and survey customer satisfaction.
4. Source and distribute relevant thought leadership and marketing material.
5. Advise on appropriate solution Pricing Schedules.
6. Present progress and successes against Business Development objectives.
7. Attract new relationships with customers.
8. Collaborate with the One-Altron group of Companies.
9. Drive collaboration across industries and service lines.
10. Qualify, develop, and maintain thorough company and product knowledge.

EXTERNAL PARTIES AND RELATIONSHIP MANAGEMENT:

1. Oversee relationships with service providers and evaluate performance.

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal: Sales Managers, Head of Business Unit, Functions within the OPCO, Industry Executives.

External: Clients and Partners, Consultants and Service Providers, External advisors / consultants.

Reasons for Interaction: Aligning and coordinating relevant business unit initiatives, negotiate terms and conditions, provide thought leadership.