Job Description
Sales Manager – Business Technology Solutions
Century City, Cape Town
R30,000 CTC per month + Profit-Share Model
Permanent | Senior Sales Leadership
An established business technology solutions provider is looking for an experienced, commercially driven and hands-on Sales Manager to lead, develop and grow a high-performing sales team from its Century City head office.
The organisation operates within the office technology and integrated business-solutions sector, providing customers with solutions across office automation, managed print, telecommunications, connectivity, IT services, computers, CCTV, video conferencing and related workplace technologies.
We are looking for a genuine sales leader, not simply an administrator of an existing team.
The successful candidate must be comfortable leading from the front, driving activity, holding salespeople accountable, developing new business and creating a disciplined, energetic and performance-driven sales environment.
Key Responsibilities
Sales Leadership & Revenue Growth
Take overall responsibility for the performance and results of the allocated sales team.
Drive the achievement and exceeding of monthly sales and revenue targets.
Work towards the required monthly sales target of R300,000
Lead from the front and actively contribute towards a strong new-business culture.
Translate company revenue objectives into clear individual and team targets.
Drive consistent sales activity across the team.
Identify opportunities to increase market penetration and revenue.
Develop strategies to improve new-business acquisition and account growth.
Team Management & Performance
Lead, motivate and manage a team of sales professionals.
Set clear expectations around appointments, prospecting, pipeline development, conversions and revenue.
Conduct regular individual and team performance reviews.
Identify performance gaps early and implement appropriate coaching and corrective action.
Hold salespeople accountable for agreed activities and results.
Create a culture of discipline, accountability, healthy competition and achievement
Recognise and develop high performers.
Support underperforming team members through structured coaching and performance management.
Recruitment, Training & Development
Recruit and help build a strong sales team.
Participate in interviewing and selecting new sales representatives.
Effectively onboard new team members.
Coach salespeople on prospecting, needs analysis, solution selling, presentations, negotiation and closing.
Develop individual team members to improve productivity and sales capability.
Assist with retaining high-performing sales employees.
Pipeline Management & Forecasting
Maintain full visibility of the team's sales pipeline.
Conduct structured pipeline reviews.
Assess the quality and probability of opportunities rather than relying only on reported pipeline value.
Monitor prospecting activity, appointments, proposals, conversions and closed business.
Produce accurate sales forecasts and management reports
Identify potential revenue shortfalls and take corrective action before month-end.
Ensure sales information and customer activity are accurately maintained.
New Business Development
Drive a strong culture of proactive business development.
Assist the team with opening new markets and identifying prospective clients.
Support sales representatives with larger or strategically important opportunities.
Participate in important client meetings, presentations and negotiations when required.
Build and maintain relationships with key customers and business decision-makers.
Identify opportunities to cross-sell multiple technology solutions into customer accounts.
Commercial Management
Ensure that sales activity contributes to profitable business growth.
Maintain an appropriate balance between revenue, margin and customer value.
Monitor commercial performance and the quality of business being generated.
Work closely with senior management on sales strategy and growth opportunities.
Minimum Requirements
-
Minimum five years' proven sales management experience.
Strong preference for candidates from the office automation / office technology industry
Candidates with substantial management experience within telecommunications, ICT, managed services or closely related B2B technology solutions may also be considered.
Proven experience managing a target-driven B2B sales team.
Demonstrable track record of achieving and exceeding sales targets.
Strong new-business-development background.
Proven ability to recruit, train, coach and retain successful salespeople.
Strong pipeline-management and forecasting experience.
Good understanding of sales metrics and activity management.
Strong commercial and negotiation ability.
Excellent leadership and people-management skills.
Confident dealing with senior decision-makers and business owners.
Excellent verbal, written and presentation skills.
Highly organised and disciplined.
-
Valid driver's licence and reliable own vehicle – essential.
Evidence of Sales Performance
Candidates must be able to demonstrate a credible history of sales performance and earnings
As advised by the client, shortlisted candidates will be required to provide their last three months' payslips/commission earnings as part of the recruitment process.
Leadership Profile
We are specifically looking for someone who:
Leads from the front.
Has natural authority and presence.
Is confident and assertive.
Is energetic and commercially hungry.
Can motivate different personalities.
Is comfortable having difficult performance conversations.
Doesn't tolerate persistent underperformance.
Is highly accountable.
Understands that sales management is about activity, pipeline, conversion and results
Can create an environment where good salespeople want to perform and succeed.
Remains professional and composed under pressure.
Remuneration
R30,000 Cost to Company per month
In addition, the position operates according to an Income Statement / profit-share model, whereby qualifying net profit generated is split 50/50, in accordance with the company's applicable structure.
This makes the position particularly suited to an entrepreneurial Sales Manager who wants the opportunity to benefit directly from the profitability and performance of the operation.
Company Culture
Although the environment is corporate and strongly performance-driven, the organisation places significant emphasis on its people and company culture
Performance is recognised through monthly awards and top-achiever initiatives, while employees are encouraged to interact and build relationships outside of their immediate functions.
The working environment includes an on-site deli, complimentary coffee, Monday breakfast initiatives, recreational facilities such as pool tables and darts, and organised Friday social activities.
The ideal Sales Manager therefore needs to be more than a numbers person. They need to be a visible, approachable and people-oriented leader who can contribute positively to the culture while still maintaining very high performance standards.
