Sales Manager
Dimension Data
Las Condes, CL
hace 2 días
source : Laborum
  • Job DescriptionJob Description
  • Strategy

    The Sales Manager is responsible for aligning to the sales strategy ensuring local and global strategic objectives are met.

    They use their previous experience in the sales environment to assist their sales team to define the way they approach the market and achieve set targets.

    Sales Managers are accountable for creating turn-around solutions to ensure that sales plans are met irrespective of current situation.

    They ensure that sales procedures and policies as defined by the sales leadership are implemented and followed. They drive a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards.

    They provide input into the development of the tactical strategy as well as develop and implement a supporting operational strategy.

    The Sales Manager should understand and align their team to the Client Segmentation Strategy ensuring that the right level of resource is allocated to the right type of Client.

    They need to effectively manage the Cost of Sale through the best possible use of available Pre Sales and Client Advocacy Resource.

    Sales Managers in bigger teams will focus on managing either Sales Specialists or Client Managers. Different skills sets are important for these different scenarios :

    As manager of the Sales Specialist team, Sales Managers have a deep knowledge base of Dimension Data’s solutions and services and shares best practice and lessons learnt with internal and external stakeholders.

    By using case studies they are able to reference and articulate Dimension Data’s capability, to build credibility with the client and their sales teams.

    As manager of the Client Manager sales team, Sales Managers have a deep knowledge base on the industry within which they operate, and they share best practice and lessons learnt with internal and external stakeholders.

    By using case studies they are able to reference and articulate Dimension Data’s capability, to build credibility with the client and their sales teams.

    Sales targets and process

    The Sales Manager is responsible for the co-ordination of the activities of their sales teams, setting and measuring performance targets, account allocation and enforcing the execution of the client account plans, call planning and opportunity qualification.

    They are responsible for pipeline management and accurate forecasting and the development of qualification approaches in order to maintain healthy pipelines by ensuring resources are allocated to the best opportunities.

    The Sales Manager acts as the final point of escalation and resolves internal and external sales related issues. He or she takes ownership of the full sales process and contributes to the pre-

    sales process as required.

    The Sales Manager plans and organises multiple work outputs by assigning priorities and continuously reviewing objectives and goals.

    They assign sales team quotas whilst ensuring adequate account coverage to mine as much value from each account as possible.

    Client engagement

    The Sales Manager should support their sales teams by attending key client meetings and articulate how Dimension Data can add value through our services and solutions.

    They leverage their relationship skills and knowledge of the client environment to assist and influence the client at every stage of the buying cycle.

    In this regard, they lead their team by example, and continuously drive for client satisfaction by ensuring that their sales teams display the appropriate level of client engagement.

    Sales Manager should demonstrate commercial acumen guiding their teams to deliver the best business outcome, ensuring a favourable price and protecting margins.

    They assist teams to wade through volumes of content in order to simplify and focus the complexity of the point of sale both internally and externally.

    These individuals overcome reactive and task focused approaches with buyer focused approaches that support longer term sale goal achievement.

    The Sales Manager will provide support for the most valuable identified initiatives in order to enable buyer centric sales conversations.

    These individuals will use case studies that are able to reference and articulate organisational capability to obtain client buy-in.

    Mentor / coach

    To enable their sales team to achieve their objectives, the Sales Manager acts as coach and / or mentor. They do this by customising their approach, planning for their coaching interactions and communicating expectations.

    They act as role models, observe their sales team members when engaging with clients and provide them with constructive feedback.

    They generally act as an advisor that assists the sales force to set and keep to priority activities.

    People management

    They act as people managers by partnering with the organisation to attract the right sales talent. They ensure that employees reporting into them are engaged and understand their career opportunities, by taking responsibility for the development and training of their team members.

    The Sales Manager ensures that his or her team is rewarded and remunerated according to their performance and is responsible for assessing their competency.

    They develop annual territory plans and manage monthly and quarterly reporting and forecasting processes to track team performance.

    Sales tools

    The sales manager ensures that the sales force has access to the relevant sales tools and have the general means to perform their role.

    They utilise sales tools and methodologies to manage account opportunities, pipelines and forecasting efforts, ensuring accessibility and tool utility training.

    Behavioural skills

    As corporate citizens, they are good team players and exhibit the required level of management skills required from junior managers.

    The Sales Manager maintains integrity, displays reliability and recognises his or her direct reports, whilst building a cohesive team.

    He or she practices two-way communication, listens to, and understands others’ points of view. They work to improve their Sales Manager competence and to increase their competency as they grow towards a Senior Sales manager job.

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