Head of Sales

About Company:

Leading Software Company at East Africa

Job Profile:

POSITION OVERVIEW 

The Head of Sales directs the firm’s support investments in sales force effectiveness and manages functions essential to sales force productivity. These include planning, reporting, goal setting and management, sales process optimization, sales training, sales program implementation, sales compensation administration, and recruiting and selection of sales force talent.

The Head of Sales is responsible for the overall productivity and effectiveness of the sales team. Reporting to the Chief Executive Officer, the Head of Sales fosters close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success. The Head of Sales may manage one or more Directors involved in Sales Operations.

The Position spearheads Key Account Sales across Africa & ME regions

JOB RESPONSIBILITIES 

• Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales team. Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within the firm.
• Provides leadership to the sales organization, and counsel to the Senior Management, in implementing sales team objectives that appropriately reflect the firm’s business goals.
• Responsible for equitably assigning sales force quotas and ensuring the firm’s financial objectives are optimally allocated to all sales channels and resources through the quota program.
• Accountable for the timely assignment of all sales team objectives.
• Create a sales funnel for new and repeat sales.
• Partners with other sales team members to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales team by ensuring a well-defined, efficient sales process is in place. Fosters the team of continuous process improvement.
• Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the management team to understand firm sales and technology strategy. Recommends changes and enhancements to the company Customer Relationship Management technology platform.
• Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
• Works closely with other sales team members to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities.
• Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
• Working closely with Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles.
• Working with Human Resources and senior sales members, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
• Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.
• Directs and supports the consistent implementation of company initiatives.

ACCOUNTABILITIES AND PERFORMANCE MEASURES

• Achievement of firm sales, profit, and strategic objectives.
• Accountable for the on-time implementation of sales team quotas and performance objectives.
• Accountable for the thorough implementation of sales team-impacting initiatives.
• Responsible for the efficient allocation of technology, support, and training resources impacting the sales team.
• Accountable for accurate and on-time reporting essential for sales team effectiveness.
• Achievement of strategic objectives defined by company management.
• Follow up on Sales Receivables.

ORGANIZATIONAL ALIGNMENT

• Reports to the Chief Executive Officer.
• Directly manages Business Development Managers
• Directs the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management resources.
• Fosters close, cooperative relationships with peer leaders and other senior executives.

Desired Profile:

• Four year college degree from an accredited institution; master’s in business administration (MBA) or equivalent preferred.
• Minimum ten years of sales experience in selling Core Banking Systems or equivalent experience in a Financial Technology business sales environment.
• Experience successfully managing analytically rigorous corporate initiatives.

Compensation:

Excellent Savings in USD + All expat benefits