Purpose
To execute strategic direction and management, ensuring that the Enterprise Account sales targets and budgeted growth are achieved nationally.
Required Skills
Grade 12 (Essential)
Related tertiary qualification
Between 5 and 10 years’ experience working in a senior account role within the enterprise space,
Enterprise Account experience will be advantageous
Management experience
Experience in closing Enterprise client deals, including large and complex business case and understanding of complex P&Ls
Experienced in Enterprise Account business transactions: knowledge around legal, regulatory, commercial and operational considerations in large enterprise business
Ability to articulate and execute strategic vision and planning provided by executive management team
Demonstrates Perspective. Displays a deep understanding of key business trends and the organization’s position within the business environment
Demonstrated ability to understand the business requirements of the customer and build solutions that addresses the business needs
People management skills – ability to lead, develop, coach, motivate and handle conflict
Excellent communication and presentation skills, both verbal and written
Excellent numeric, qualitative and analytical skills
Strive for good deals and overall profitable deals that make sense to increase long term relationships with clients and display total commitment to customer & service satisfaction
ncrease market coverage & prospecting intensity
Have decision-making & problem-solving ability, and administrative skills
Should be able to work well under pressure and handle a busy workload
Display qualities of professionalism with regard to time keeping, dress code and conduct
Exceptional honesty & integrity
Totally Focused on Sales Targets with high closing ratios
Show high levels of drive, energy & enthusiasm
Understand and make use of appropriate incentives, bonuses and activities to boost sales
Good hiring practices
Be able to take decisive action when dealing with sales staff that are unable to perform to the required standards
Discipline staff in the appropriate manner, facilitate Feedback and Course Correction through coaching, counseling & personal appraisal
Act promptly when issues of conflict arise within the team, no perceptions of favoritism
Reduce Sales staff turnover
Sales process knowledge & strong account management know how, creating & utilizing sales process controls & procedures
Identify internal process and interdepartmental challenges and find and propose solutions to these challenges
Able to travel frequently
Key Performance Indicators
Develop and deploy objectives and key results (OKR’s) for the Enterprise Account team to increase market share, revenue and profitability that will include tracking and measuring daily, weekly and monthly sales and client contact activities.
Drive the team to create a strong pipeline and accurate and reliable sales forecast.
Drive the team to move away from traditional office automation sales approaches and to enable the evolution for their Sales teams in offering existing and new, innovative software applications to both our existing client base and selected new target growth areas.
Take responsibility of key and/or complex business development leads, building relationships with stakeholders, and negotiating and closing these deals.
Prepare accurate sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential.
Ensure proper qualification of sales leads/opportunities and provide high quality opportunity management during all phases of the sales cycle. Identify customer requirements that may necessitate customized and complex solutions to cross sell and increase wallet share on each account.
Identify and propose new products to on-board to supply to the changing demands of the customers to compete across all lines of business.
Recruit top sales talent and develop a high-performing, results oriented sales team with an entrepreneurial spirit.
Meet/exceed monthly, quarterly and annual sales targets and forecasts.
Develop a high-energy team spirit, coaching and motivating the Enterprise Account Managers to succeed.
Manage the performance and development of staff.
Build deep understanding of the customer’s business and industry / vertical market.
Lead, manage and develop the Enterprise Account team, ensuring monthly targets are achieved and employees’ skills are developed and utilized.
Manage the expense budget for the Enterprise Account team.
Write monthly sales reports for the Enterprise Account team.
Desired Skills:
- Software Sales Experience
- Account management
- sales
- office automation
- Enterprise Accounts
- sales management
Desired Work Experience:
- 5 to 10 years Middle / Department Management