Job Title

Sales & Product Manager

South Africa, Western Cape
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R45333 - R90000 Per Month
Area: South Africa, Western Cape
Sector: IT / Computers / Software
Posted: 27 June 2024

Job Details

A dynamic, vibrant and growing IT company is looking for a Sales & Product Manager to play a crucial role in the business driving revenue growth through the reselling of products and services both to our existing client base and new clients. The role requires the individual to manage the products and services that we sell. This includes the commercial viability, the technical capability of the service, the operational fit, the marketability, the training of our go to market team, the management of the vendors, the reputation of products and the commercial reporting of the profits  

The Sales & Product Manager will be required to collaborate with the sales organisation to market and sell these products, the success of which is determined by profitable growth in the Procurement, Essential Services (Packaged Managed Services) and Projects (Professional Services) Revenue.  

The Sales & Product Manager will be required to establish and build relationships with the vendors to assist with the training and development, operational efficiency, marketing, architecture and selling of these products.   

DUTIES WILL INCLUDE, BUT ARE NOT LIMITED TO: 

  • Custodian of company Product Fit: focus areas include, but are not limited to: 
    • Market research is required to understand the market trends, who the target customers are, ultimately to determine the opportunity within the company clients and business 
    • Define the product features and capabilities as they pertain to the various categories 
    • Develop product pricing strategies and structures that are relevant 
    • Manage the product life cycle from inception to grave 
    • Metrics: 
      • Develop a report by category and product on the current offering  
      • Determine gaps and provide suggestions on how to fill them 
      • Provide guidance on which products are no longer relevant 
  • New Business Development: focus areas include, but are not limited to: 
    • Prospect for potential new clients and turn this into increased business 
    • Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities 
    • Meet potential clients by growing, maintaining, and leveraging your network 
    • Identify potential clients, and the decision makers within the client organization 
    • Research and build relationships with new clients 
    • Set up meetings between client decision makers and company’s practice leaders/Principals 
    • Plan approaches and pitches 
    • Work with the team to develop proposals that speak to the client’s needs, concerns, and objectives 
    • Participate in pricing the solution/service 
    • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion 
    • Use a variety of styles to persuade or negotiate appropriately 
    • Present an image that mirrors that of the client 
  • Business Development Planning: focus areas include, but are not limited to:  
    • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends 
    • Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels 
    • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales 
    • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators 
  • Client Retention: focus areas include, but are not limited to: 
    • Find ways to enhance existing relationships 
    • Work with technical staff and other internal colleagues to meet customer needs 
    • Arrange and participate in internal and external client debriefs 
    • Assist with client contract renegotiation and price increase discussions ensuring that the agreed rates are achieved 
  • Sales and Marketing Strategy: focus areas include, but are not limited to: 
    • Develop sales tools and collateral to empower the Sales Organisation to sell effectively 
    • Create marketing strategies and campaigns to launch to the market 
    • Define and delivery of sales training 
    • Assist the team to sell, essentially with complex solutions that require subject matter expertise 
    • Deepen and Broaden the Offerings: Assist to find new solutions that can be marketed and sold within the current structure of the business 
    • Metrics: 
      • Define a Sales Training Strategy 
      • Define a marketing campaign 
      • Build a sales pricing tool 
  • Vendor Management as per stakeholder requirements: focus areas include, but are not limited to:  
    • Negotiate contracts with suppliers 
    • Assess the performance of vendors as they pertain to the company’s categories 
    • Review pricing options to help get the best return on investment 
    • Build relationships with the vendors to assist with effective selling, lead generation, product positioning and profitable growth 
    • Metrics: 
      • Build relationships with Key Vendors 
      • Review the current Vendor contracts 
      • Involve Vendors in the sales cycle 
  • Research, Development & Advancement: focus areas include, but are not limited to:  
    • Continually research current and emerging technologies and propose changes when required 
    • Ensure that all systems are scalable and that they support business growth 
  • Reporting: focus areas include, but are not limited to:  
    • Report back to the business on the performance of each category with regards to: 
      • Pipeline and Lead Generation 
      • Revenue by product category 
      • Profit by product category 
      • Marketing and Sales Activities 
      • Reporting by Revenue Stream (ES, Procurement, Projects) 
    • Metrics: 
      • Work with Finance to build and report on the above metrics 
  • Talent Development and People Leadership: focus areas include, but are not limited to:  
    • Coaching & Mentoring initiatives. Play an active role in mentoring, coaching, leading and assisting the Account Manager(s), Channel Partners and Service Managers 

REQUIREMENTS: 

  • Matric or NQF equivalent 
  • Certification or Degree in Business Administration or Business Management or related field will be advantageous 
  • Proven experience in a similar role, preferably 3 – 5 Years 
  • Experience working with Vendor Relationship Management 
  • Experience consulting on a high level with executives, developing business-aligned IT strategies and roadmaps  
  • Be able to create and execute business plans 
  • Experience working in a Sales and Marketing environment 
  • Experience managing people 

Personal Competencies 

  • Strong interpersonal & leadership skills 
  • Excellent decision-making skills 
  • Ability to analyse and resolve problems 
  • Fluent verbal and written English communication skills 
  • Professional and confident communicator 
  • Effective listening skills 
  • Dynamic and high energy levels 
  • Good follow-up skills 
  • Be patient, tactful, diplomatic, and approachable 
  • Ability to work under pressure and meet deadlines 
  • Work accurately, meticulous, and high attention to detail 
  • Excellent organizational, planning and time management skills 
  • Ability to multitask and prioritize 
  • Strong administration skills 
  • Enjoy working in a team, but also can work independently 
  • Computer literate