Sales Manager

Sales Manager – Transactional Sales

Lead and develop a high performing sales team to drive revenue growth through disciplined sales execution, strong pipeline management, operational excellence and effective demand generation.

Sales Target Ownership:

Deliver revenue, margin and volume targets through high-velocity transactional sales.

Sales Execution: Drive day-to-day sales execution, ensuring strong conversion, deal closure and achievement of targets.

Pipeline Management: Maintain a healthy pipeline, track opportunities and improve conversion rates and sales velocity.

Partner/Customer Management: Manage relationships with transactional partners, resellers and customers to maximise sales opportunities.

Demand Generation: Drive promotions, campaigns, bundles and sales plays that generate immediate demand and accelerate sell-through.

Forecasting: Provide accurate weekly/monthly sales forecasts and proactively manage gaps against target.

Performance Management: Track KPIs such as revenue, bookings, margin, conversion, average deal size, win rate and sales velocity.

Sales Productivity: Improve sales processes, tools and routines to increase productivity and reduce sales-cycle time.

Channel Coverage: Identify gaps in customer/partner coverage and ensure sufficient sales reach across priority segments.

Cross-functional Execution: Work closely with marketing, distribution, operations and finance to maximise sales.

Team Leadership: Coach the sales team, establish clear targets and create a strong accountability and performance culture.

Operational Excellence: Ensure disciplined CRM usage, accurate reporting, timely follow-up and consistent sales processes.

Growth Opportunities: Identify new products, customers, partners and routes to market that can generate incremental revenue.

Business Management.

Strategic Planning- Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.

Execution- Actively manages business plans to meet revenue goals/quotes and advance the business interests of the company. Determines if an opportunity is profitable for the company.

Forecast/Budget Control- Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.

Pipeline Management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.

Operations Building/Improvement- Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force.

Workforce Management & Development.

Supervision- Assesses and manages employee performance to ensure individual and group excellence Builds individual and group commitment to business goals and personal excellence.

Coaching- Personally develops employee performance to ensure individual and group excellence. Coaches and develops sales personnel in such activities as solution selling or relationship building. Reviews, brainstorms, validates, and troubleshoots selling strategies for individuals & account teams.

Skill Development/Enhancement- Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.

Workforce Planning- Actively monitors, identifies and addresses sales and resource capability gaps within area-of-control Manages "span of control" issues to ensure such goals as adequate account coverage, employee retention, effective succession planning, and optimum implementation of workforce re- alignment models.

Career Planning and Development- Nurtures and advances the talent required to maintain the company's sales force excellence within area-of-control.

Strategic Business Planning.

Manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance.

Works with others to create mechanisms that shift the focus from "low- hanging," immediate wins to recognizing and providing incentives for large deals/wins.

Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.

Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support.

develop effective counter-measures and messages.

Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.

Leadership

Able to lead effectively in a complex environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Drives team performance to best in class.

Education and Experience Required:

Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.

Demonstrated level of project management skills.

University or Bachelor's degree.

Typically 10+ years experience in sales.