Head Of Direct Sales

POSITION SUMMARY:

 

The HEAD OF DIRECT SALES role represents an opportunity to run end to end a multi-million dollar sales machine. To lead a team of Direct Sales Team and achieve and surpass budgeted sales targets for the team. This role requires focus on development and innovations in the direct sales market that will allow our company to provide value add to our customers. A key deliverable of this role is to build valuable relationships with our customers. As the Head of Direct Sales, he/she will work with their team to identify, develop and close opportunities. The Head of Direct Sales will:

 

  • Lead the team to achieve sales targets in the assigned channels and accounts; retain revenue within these accounts.
  • Be responsible for all aspects of a leadership role in a Sales Organization: leading, developing, retaining, supporting a team of Sales Associates to meet sales objectives
  • Lead the team to map customer and technical issues to Digicel solutions and to identify and resolve any technical and business (Digicel or customer) barriers to sale
  • Introduce and manage sales and lead generation campaign initiatives as required.
  • To identify, qualify and close transactions to meet set targets.
  • To identify opportunities for cross-selling other Digicel products and services
  • To build relationships with customers and prospects.

 

 

KEY FUNCTIONS:

  • Build a pipeline of opportunities and determine segments based on trends to sell in the channel.
  • Lead sales team in consistently following the sales methodology and best practices, as well as using all systems provided to enter and track sales.
  • Driving the professional development of Sales staff (direct reports), including mentorship, training, and performance evaluation.
  • Act as an enabler to remove both internal (Digicel) and external (customer, partner) roadblocks and help his/her staff and customer’s team resolve challenges in support of sales opportunities
  • Conduct periodic reviews of business including sales call activity, lead follow up, account reviews, prospecting and performance for each individual sales rep; personnel issues; and personal/professional developmental opportunities. Help identify and communicate competitive losses/wins across the sales team(s).
  • Provide ongoing training to sales associates regarding sales skills, product knowledge, and market focus. Teach appropriate prospecting techniques for securing new clients, key account management, and general account maintenance.
  • Recruit top-notch sales associates including interviewing, hiring, monitoring, employee feedback and documentation, counseling and coaching, and performance management / improvement when needed.
  • Obtain weekly sales forecasts from each sale associate and prepare a management level revenue projection for the current month, quarter and year. Manage and coach sales associates to ensure accurate and timely forecasts
  • Collect and communicate marketing requirements and competitive data, including pricing, and value proposition strategies to product stakeholders and senior management.
  • Manage in account and opportunity planning activities within the team and identify and help implement new initiatives to maximize revenue and market potential.
  • Work closely with the managers for other product lines and segments to ensure that there is consistent execution against the agreed strategic plan and objectives.
  • Demonstrate strong product knowledge and ability to articulate our value proposition; ability to coach sales associates.
  • Provide consultation to customers on products and services that would best serve their business needs if needed
  • Developing, socializing and agreeing the overall sales strategy for the Direct Sales Team and ensuring that all sales activity of the recurring revenue team is compliant with the sales strategy.
  • Lead the team in prospecting activities that will seek opportunities for the sale of our products and services in order to expand our customer base
  • Make sure that the sales team member (his/her direct reports) are focused on and fulfilling their objectives
  • Performs related work: the duties listed above are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to that position.
  • Working safely is a continuing condition of employment. Digicel (Trinidad and Tobago) Ltd. is committed to establishing and maintaining a safe and healthy working environment and considers safety to be an integral aspect of every job function. As a condition of your employment, you will be required to observe and fully comply with all HSE rules / policies / procedures and applicable legislative provisions as well as wear the appropriate Personal Protective Equipment (PPE) where and when applicable.

MINIMUM QUALIFICATIONS AND EXPERIENCE:

 

  • First Degree in Marketing or Business Administration, Post Graduate education would be an asset
  • At least five (5) years of experience in managing sales teams, technology sales teams would be an asset
  • Three years’ experience in business to home sales or related field (preferably in the technology industry).
  • Knowledge of Telecommunications related products would be an asset.
  • Track record of outstanding Account Management/sales success
  • Experience in a Quota driven environment is essential

 

DIGICEL’S CORE VALUES:

 

  • Truthful
  • Transparent
  • Collaborative
  • Execution
  • Customer-centric

 

OTHER REQUIRED SKILLS AND COMPETENCIES:

 

  • Excellent interpersonal and communication skills
  • A proven ability to achieve sales objective and targets
  • Ability to multi-task between team members in their support of different clients, sales opportunities, and other initiatives.
  • Ability to work on own in a dynamic and competitive environment
  • Must demonstrate use of consultative selling and closure of complex sales either directly or through 3rd party partnerships.
  • Must have proven experience of high-level, high net-worth negotiations at senior level.
  • Must possess effective team building expertise.
  • Must exhibit professional presentation skills and persuasive communication skills.
  • Must possess proven successful organizational and account management skills
  • Attentive to detail
  • Self-motivated and result-oriented approach to work
  • Strong organizational and operational skills
  • Ability to multi-task and deliver against competing priorities
  • Ability to build strong relationships and work as part of inter-disciplinary teams
  • Ability to strive in a fast-paced and demanding service environment
  • Able to operate autonomously and demonstrate initiative in problem solving, decision making
  • And proactive approach to job
  • Confidentiality and trustworthiness
  • Initiative and resourcefulness in the conduct of duties
  • Strong communication (oral and written) and interpersonal skills
  • Ability to relate to a diverse working environment

Apply Here.