Managing Sales Executive: MIH

The Managing Executive Sales is a key leadership role within the Commercial, Sales & Solutions Business Unit, driving sales strategy and execution across the Mining, Industrial and Health industries. This individual will lead a dynamic sales team, focusing on accelerating the BCX strategic pivot to Everything-as-a-Service (XaaS). The role includes spearheading sales strategies that direct business to effectively sell BCX technologies and solutions to clients. This also requires a deep understanding of both industries, a strong network, and expertise in IT solutions that can help clients transition to and leverage XaaS models.

Key Deliverables / Primary Functions

Sales Strategy & Execution:
• Develop and implement a comprehensive sales strategy tailored to the Mining, Industrial and Health industries sectors.
• Drive revenue growth by identifying and capitalizing on new business opportunities, especially in XaaS offerings.
• Set ambitious sales targets and ensure the team consistently meets or exceeds them.

Leadership & Team Development:
• Lead, mentor, and develop a high-performing sales team, fostering a culture of collaboration, innovation, and customer-centricity.
• Establish clear performance metrics and conduct regular evaluations to ensure alignment with business goals.

Client Engagement & Relationship Management:
• Build and maintain strong, long-term relationships with key clients in the Mining, Industrial and Health industries.
• Act as a trusted advisor to clients, understanding their unique business challenges and proposing tailored IT solutions.
• Ensure customer satisfaction and retention through exceptional service and by continually aligning offerings with client needs.

Market Intelligence & Competitive Analysis:
• Stay abreast of industry trends, market dynamics, and the competitive landscape within the Mining, Industrial and Health sectors.
• Leverage customer insights from the customer engagement teams to refine sector sales strategy.
• Utilize market insights to inform sales strategies and adjust tactics as necessary to maintain competitive advantage.

XaaS Transition Leadership:
• Lead the sales organization’s pivot to XaaS, educating the team and clients on the benefits and operational changes required.
• Collaborate with product and service delivery teams to develop and refine XaaS offerings that meet the needs of Mining, Industrial and Health clients.
• Develop pricing models and contract structures that support the XaaS business model.

Collaboration with Internal Stakeholders:
• Work closely with marketing, product development, and service delivery teams to ensure a unified approach to market.
• Participate in executive leadership meetings, providing insights and recommendations to shape the organization’s overall strategy.

Financial Management:
• Oversee sales budgets, forecasts, and financial performance, ensuring profitable growth.
• Develop and manage the annual budget and forecasts within strategic guidelines, directing and coordinating activities to achieve revenue achievement and cost containment targets.

Core Functional Skills & Capabilities

• Sales Forecasting and Planning
• Competitor Analysis
• Sales Strategy
• Market Trend Analysis

Core Behavioural Competencies

• Job Match
• Relating and Networking
• Persuading and Influencing
• Presenting and Communicating Information
• Formulating Strategies & Concepts
• Analysing

Minimum Qualifications

NQF 7: 3 year Bachelors Degree in Business/ Commerce or Engineering

Additional Education -Preferred /Advantage

Master in Business Administration (MBA)

Experience

8 -10 years’ experience, of which at least 3 years must be at an Executive level. The experience must include relevant exposure to the ICT sector. Incumbent must have proven business acumen with experience in C-suite stakeholder engagement. Proven track record of managing key accounts and achieving sales targets.

Certifications

Professional Memberships in Relevant Industry

Level of Engagement & Span of Control

Span of Control: Direct 3 Indirect 9

Level of Engagement: Engagement with similar levels within the organisation, internal and external to the business

Special Requirements / Employment Condition

Valid Drivers license

Ability to work extended /long hours as and when required