Sales Manager at Accurex Leadership and Management Consultants Ltd

Key Responsibilities

• Sales Strategy & Market Growth
• Develop and execute a sales strategy aligned to the company's growth ambitions across Salesforce Implementation, Salesforce Quickstarts, TrueBlue App, integrations, and managed support services.
• Segment target markets by industry, deal size, and solution type (SMEs, mid-market, enterprise, regional clients).
• Identify growth opportunities in new sectors, regional markets, and bundled solution offerings.
• Translate annual revenue targets into quarterly and monthly sales plans with clear ownership and milestones.
• Pipeline Development & Forecasting Discipline
• Build and maintain a healthy, qualified sales pipeline with clear deal stages, probabilities, and timelines.
• Enforce CRM (Salesforce) usage for opportunity tracking, forecasting, and reporting—no offline pipelines.
• Deliver accurate revenue forecasts and sales dashboards to management with ≥90% predictability.
• Run weekly pipeline reviews and monthly sales performance reviews with documented actions.
• Enterprise & Solution Selling
• Lead consultative, value-based selling engagements focused on solving client business problems, not product pushing.
• Translate client needs into scoped Salesforce solutions in collaboration with delivery, technical, and solution architects.
• Own proposal development, pricing inputs, commercial structuring, and contract negotiations.
• Ensure alignment between what is sold, what is delivered, and what is supported post-go-live.
• Pricing, Deal Structuring & Commercial Governance
• Enforce pricing discipline and approval thresholds in line with management guidelines and deal authority.
• Evaluate discounts, payment terms, and deal margins in collaboration with Finance and Delivery leads.
• Protect gross margins while remaining competitive in a high-skill consulting market.
• Ensure all deals are commercially sound, legally compliant, and delivery-feasible before closure.
• Client Relationship Management & Retention
• Build and maintain strong executive-level relationships with key and strategic clients.
• Drive account expansion through upselling, cross-selling, renewals, and managed support contracts.
• Ensure high client satisfaction by working closely with delivery teams during and after project execution.
• Act as escalation point for commercial or relationship risks on key accounts.
• Sales Operations, Systems & Reporting
• Ensure clean handover from sales to delivery, including scope clarity, timelines, and success metrics.
• Strengthen sales operations processes across CRM hygiene, proposal templates, pricing tools, and reporting cadence.
• Provide structured insights on win/loss analysis, sales cycle length, and conversion rates.
• Support ISO 9001 and ISO 27001 requirements related to sales processes, data handling, and documentation.
• Sales Team Leadership & Capability Building
• Build, coach, and manage a high-performing sales and business development team.
• Set clear targets, territories, KPIs, and performance expectations.
• Drive a disciplined, ethical, and data-driven sales culture aligned to the company's values.
• Identify skills gaps and support continuous improvement in enterprise selling, negotiation, and Salesforce solution knowledge.

Qualification

Education

• Bachelor’s degree in Business, Marketing, IT, Information Systems, or related field.
• MBA or postgraduate qualification is an added advantage.

Experience

• 7–10+ years of B2B sales experience, with at least 3–5 years in a leadership role.
• Proven track record selling technology, SaaS, CRM, or consulting solutions to mid-market and enterprise clients.
• Experience selling complex, multi-stakeholder, solution-based deals with long sales cycles.