Head of Sales (Information Systems) at TUME Middle Africa Consulting Limited

GENERAL JOB DESCRIPTION

This position has the overall responsibilities of:

• Lead the development and execution of strategic initiatives to drive business growth by identifying and securing new opportunities and partnerships aligned with organizational objectives.
• Build and maintain long-term client relationships to ensure customer satisfaction, retention, and repeat business across all market segments.
• Develop and implement effective sales strategies to achieve revenue targets for Microsoft Dynamics 365 and other solutions, while monitoring market trends and competitor activities.
• Collaborate with technical teams to ensure timely, high-quality delivery of solutions and leverage product expertise to enhance client value.
• Provide strategic leadership and mentorship to sales and account management teams to drive performance, productivity, and a customer-centric culture.

SPECIFIC JOB RESPONSIBILITIES

The Head of Sales is responsible and accountable for the following Core job elements:

• Identify, evaluate, and pursue new business opportunities by analyzing market trends, deal requirements, financials, and strategic alignment.
• Develop and implement negotiating strategies to secure profitable ventures, ensuring integration with company objectives and operations.
• Build and nurture long-term, trust-based relationships with key client stakeholders.
• Serve as the primary point of contact, addressing client concerns, ensuring satisfaction, and promoting retention and repeat business across all market segments.
• Develop and execute sales strategies to achieve revenue targets for Microsoft Dynamics 365 and other company solutions.
• Manage and maintain a robust sales pipeline, ensuring timely follow-ups, proposal development, pricing guidance, and deal closure.
• Position Microsoft Dynamics 365 solutions effectively by understanding client needs and objectives, presenting tailored ERP and CRM solutions that demonstrate clear business value and ROI.
• Collaborate closely with technical and consulting teams to ensure seamless delivery and implementation.
• Continuously monitor market dynamics, competitor activities, and industry trends to identify emerging business opportunities in Kenya and beyond. Incorporate insights into strategic planning and client engagements to strengthen the company’s market positioning.
• Provide leadership, direction, and mentorship to sales and account management teams.
• Oversee daily operations, guide performance management processes, and foster a high-performing, results-driven culture focused on excellence and customer satisfaction.

EDUCATIONAL AND COLLATERAL REQUIREMENTS

• Bachelor's degree in business, marketing or a related field from a recognized university. Additional certification e.g. Microsoft licensing, ITIL will be an added advantage.
• At least eight years of proven experience in sales, or business development, with at least 3 years in a senior leadership role within the ICT solutions and services industry.
• Ability to make data-driven decisions and work effectively in a fast-paced environment.
• Thorough understanding of management of an information systems consultancy business, regulatory compliance, reporting, as well as demonstrable commercial and business acumen.
• Experience and achievement in all facets of selling IT services lifecycle, strategy development, problem solving, team building and performance management.
• Excellent interpersonal, coaching, negotiation and presentation skills. Good Microsoft Office skills.
• Self-starter, team player, mature individual with outstanding strategic, entrepreneurial, analytical, numerate, creative skills, communication and presentation talents.