Sales Consultant
Durban, ZA
3d ago
source :

A leading ICT company based in Durban is looking for a Sales Consultant to join their Sales team. Purpose : The Sales Consultant’s primary objective is to acquire new clients or grow new business opportunities in established clients for the company within their assigned territory.

The Sales Consultant works at a variety of levels to map out and engage the client to grow and retain revenue through the sales of the company’s products and services that positively impact and supports client’s business objectives.

Responsibilities : 1. Territory and Account plans and Target achievement Develop, maintain and lead applicable territory and account plans outlining sales targets and achievement plans Develop and maintain key opportunity plans that identify opportunities for company to deliver value and forecasted sales Monitor sales activities to ensure that targets are achieved in alignment with the sales execution framework (SEF) Conduct competitor analysis of the company’s position in the execution of the opportunity strategy 2.

Acquisition of New Business / Clients Prospect for potential clients using various direct methods such as cold calling, telephonic meetings, face-to-face engagements and indirect methods such as networking, digital marketing often accompanied by an identification of the territory in which they will prospect Qualify prospects against the company’s criteria for Enterprise clients and sales Consult with prospects about business challenges and requirements, as well as the range of options, cost and benefits of each Utilise domain knowledge to have meaningful conversations with clients Drive the sales cycle from initial client engagement to closed sales Provide feedback to sales management on ways to decrease the sales cycle, enhance sales and improve the company’s brand and reputation 3.

Growth of Current Business / Clients Prospect for potential opportunities in the existing client base in the assigned territory Manage account plans and white space planning with the relevant Client Success Managers, Solution Architects and relevant Business Solution Consultants in the company Engage with existing clients in the closing of opportunities that will assist in realising their business objectives and addressing of business challenges 4.

Overall Opportunity Management across new and existing clients Identify and approach decision makers or influencers to define the strategy they will use to develop and grow the account profitably Assess client needs and Identify the root issues to provide viable solutions to problems identified Assess possible risks from the client’s perspective and help the client with the decision-making process Present solutions based on the analysis of the current state and an understanding of the desired state the client is looking to achieve Coordinate a variety of client touch points and client meetings 5.

Contract Close Articulate business value to the client to secure renewals Lead the negotiation of in-contract deals with clients Co-ordinate commercial discussions, provide advice, whilst identifying and mitigate risk impacts related to deals, including : The commercial viability of the opportunity Duration of the contract as well as the legal processes in relation to the structure of the contract and service level agreement Delivery capability relevant to client requirements Incorporation of sub-contractors and deal partners 6.

Reporting and Account Analysis Report on sales activity, keeping detailed notes on prospect and client interactions, including the frequency of these interactions Utilise the company’s sales tools (e.

g. Oracle Sales Cloud) and methodology to effectively manage their pipeline and accurate forecasts Minimum Requirements : Matric (Grade 12) Certification Sales and Marketing Diploma or Relevant Sales Qualification 3 - 5 years’ experience in selling complex solutions and services to the C-Suite

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