Create and identify opportunities to sell Integrated Transport solutions into English Speaking Africa.
A key focus will be on consultative solution sales methodologies, including customer discovery, key sales stage completion, drive of opportunity velocity, overall sales process management and building of strong relationships with customers, key stakeholders, and potential local partners. This will involve full ownership of all aspects of the full sales lifecycle from customer engagement to opportunity closure.
Represent the entire range of Integrated Transport Solutions to create a strategic sales plan to achieve assigned sales target, that is in alignment with key stages and customer commitments and following through with a disciplined approach to execution.
Provide accurate quarterly forecasts, meeting annual sales targets, using Salesforce, and adhering to pipeline, best case and commitment principles.
Establish, maintain, and expand relationships within prospective and existing customers.
Identify, establish, maintain, and expand relationships with local partners.
Create, develop, and manage strategic customer account plans and deal plans that meet company tandards that are based on current best practice.
Own the execution of the Value Based Sales methodology.
Manage, plan and deliver customer business needs discovery meetings (including providing written followups) including questioning with curiosity to understand the true business value that the solutions will provide to the customer, prior to providing pricing or a proposal.
Lead the preparation of pricing, sales contracts, ensuring adherence to established laws, company rules and guidelines.
Own the outcome of well written, successful, polished meeting follow-up letters, business case documents, proposals and executive summaries.
Engage with the broader internal team, ensuring that key stakeholders are made aware in advance of the support required for specific opportunities.
Attend Integrated Transport conferences and events with the end goal of meeting and following up on leads
Education and Experience
Relevant Tertiary qualifications in IT, Software, Public Transport Business or related discipline.
Proven experience as BDM manager; Sales Executive or similar with at least five (5) + years’ experience in Enterprise Technology Solution Sales .
Ability to do extensive travel to various African countries
Proven experience in strategic pricing strategies for software sales commercial engagements.
Demonstrated experience in presenting and articulating a value proposition.
Successful history of accurately forecasting and performing on target quota attainment.
Proven experience in achieving and exceeding on assigned quarterly and annual sales targets and efficiently coordinating several opportunities in parallel.
Sound ability in efficiently using Microsoft products (Word, Excel, PowerPoint and Outlook).
Experience in using CRM for opportunity management. E.g. Salesforce or similar
Should you not receive a response within 10 working days, please consider your application as unsuccessful