06 Apr 2016
  • 23 applications

Role details:

1 X Position in Gauteng;
1 X Position in Cape Town
The purpose of this job is to win new business, through the identification and evaluation of new Dolfin opportunities at new clients and, occasionally, existing clients, as agreed with the Sales Executive. Then taking these opportunities and successfully converting them into business for the company.

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Key Performane Indicator

SALES ? 50% Weighting
?Clearly understands and segments the market in accordance with the defined territory
?Continuously and proactively prospects within the defined territory for new business opportunities
?Maintains a sales pipeline that covers the sales target using the UCS TS sales scorecard methodology
?Builds relationships within the customers at all levels
?Utilises either the WCS or Strategic Selling methodology effectively for execution of key deals
?Win deals which are defined as either New to Existing or New to New to achieve sales targets
?Maintain updated and accurate sales pipeline, revenue forecast and sales scorecard at all times
?Comply with the bid management process when working on client bids
?Builds and delivers winning sales presentations and proposals that are aligned to the client requirements and effectively communicate the UCS TS value proposition

Contract Management, Billing & Debtors (10%)

?UCS TS standard contracts are a key component of all sales
?A sale is not concluded unless the required contracts are in place
?Understand the contracts the same way the UCS TS products are understood and ensure they are ?sold? and ?negotiated? with the appropriate stakeholders in the client until they are signed
?Understand the customers procurement and payment processes and roleplayers
?Ensure the correct billing and collections processes are in place with the customer
?Map the appropriate relationships between the customer and UCS TS to ensure effective billing and collections
?Acting as the point of escalation for finance and admin to resolve billing or collection issues

Marketing (10%)

?Support the marketing needs of the business as defined and agreed from time to time
?Ensure customers are strong references and advocates for UCS TS
?Contribute to the generation of marketing content on an ongoing basis. This will include blog posts, social media content, case studies, reference quotes, video material, etc
?Support the marketing team in keeping content current, including website, collateral, presentations, etc

Team Player (10%)

?Work as a team player in the defined market segment
?Understand the roles of other UCS TS team members and work with them and their teams. These roles include SDM, PM, F&A, Help Desk, Regions, IVS and On-Site
?Represent these roles to the customer and visa versa
?Operate within the defined processes established within the UCS TS business

Customer Business & Dolfin Product Knowledge (15%)

?Understand the gaps in the UCS TS products and services and contribute to the closing of those gaps through an engagement process into the UCS TS business
?Knowledge and understanding of the competitive landscape which must include: who the competitors are, what they offer, what their relationships are within your market segment and how UCS TS can counter these to win
?Identify areas of opportunity in the defined market segment to support the development of appropriate solutions which UCS TS can use to win business

Partner Relationships (5%)

?Develop good relationships with all partners whose products and services you sell
?Ensure that partners want to work with UCS TS into your clients
?Ensure that to the extent that is ethincally appropriate partners want to work with you and UCS TS rather than your competitors
?Understand the partners products and services as if they are your own so you are capable of appropriately representing them to your customers

Job Requirements *

Knowledge required to do this Job:

?Excellent understanding of the industry in which the client operates
?Excellent knowledge of UCS TS products relevant to your market ? Dolfin and its related products and services
?Excellent understanding of the client?s business strategies and competitive position
?Excellent understanding of UCS TS client management policies and processes
?Excellent understanding of the range of product, software and customer services that UCS TS can offer
?Excellent knowledge of UCS TS cost and revenue models.
?Knowledge of the formal people structure in the client
?Knowledge of the informal people structure (who influences who) in the client
?Excellent understanding of client?s competitors business including who their partners are, what systems they use and how they are positioned in the market

Skills / Abilities required to do the Job

?Ability to prospect for new opportunities
?Ability to focus on and achieve challenging sales targets
?Excellent Presentation skills
?Excellent Proposal writing skills
?Commuicating and informing
?Copes with change
?Excellent ability to spot commercial opportunities
?Excellent negotiation skills
?Ability to build and maintain relationships with a range of stakeholders
?Ability to establish and maintain trust and credibility with clients and internally
?Interpersonal skills
?Managing / Directing Virtual teams as part of the sales process
?Excellent understanding of retail business processes across the Plan, Buy, Move, Sell, Service & Account spectrum

Personal Attributes required for this Job

?Strong customer orientation
?Excellent business acumen
?Results driven
?Organised and Thorough
?Team player
?Handles pressure
?Strong powers of persuation
?Emotional Intelligence

Education and Experience

Educational Background

?Grade 12
?Business Related Degree or Diploma Preferred
?Formal sales and sales methodology training

Previous Experience
?3 to 5 years sales experience
?Retail Industry specific Experience
?Successful selling of retail systems preferably in the South African Fashion sector