JOB SUMMARY:Reporting to the Group Managing Director East & West Africa, the primary objective of the General Manager - Sales is to provide direction to front-line sales managers driving consistent results and performance across their sales teams. They oversee a group of sales managers who manage quota bearing reps. They often provide executive presence primarily to their teams in order to drive the execution of the strategy across the segments they are responsible for. The General Manager- Sales has limited interaction with buyers but in instances where these interactions do occur, it will be at higher altitude levels in the account and will likely be of a strategic nature.Manages sales directly to end-users of the organization’s products or services in a large specified geographic area or is responsible for a specific industry or product segment on a national or geographic basis.QUALIFICATIONS, SKILLS AND EXPERIENCE:10 years’ experience in leading a sales teamSolid previous experience managing a sales team across a large geographyDemonstrable experience dealing with clients and engaging to influence salesPrevious demonstrable experience in the sales leadership roleExcellent strategic and operational planning experienceS/he shall maintain Integrity and display reliabilityS/he shall have the ability to build and maintain a cohesive teamS/he shall practice two-way communication, listens to, and understands others’ points of view. Works with the Sales Executive and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.Define the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.Drive a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwardsProvide input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.Drive the alignment to the sales and organisational strategies and ensure the execution of these strategies by implementing the relevant operational plans.Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.Engage with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.Take responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.Execute the sales strategy by making decisions that influence people, process and technology.Measure progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.Co-ordinate sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and co-ordinated way.Act as a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.Set sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality-based evidence and enforcing standardised but flexible processes and methods across their teams.Develop and maintain strategic relationships with internal and external partners to the benefit of their clients
