Job Openings Snr Manager Corporate Sales

About the job Snr Manager Corporate Sales

Job Purpose

The Senior Manager Corporate Sales is responsible for driving sustainable growth for our client customer base and national sales performance through the strategic management of large, complex deals.

These deals often involve multiple decision-makers, key influencers, and recommenders within client organisations, requiring strong business acumen to navigate the dynamics of the Buying Centre. The incumbent will lead, direct, and support the sales team to maximise current opportunities, secure new business, and consistently achieve or exceed sales targets. This includes motivating and developing the team for peak performance, engaging in high-level negotiations, and building long-term client relationships by leveraging the full portfolio of our client to deliver transformative results. 

As part of the management team, the role contributes to the overall strategic success of the company and the attainment of its business objectives.

KEY RESPONSIBILITIES:

  • OPCO Sales Management
  • Job Purpose & Key Focus Areas – Sales Manager

Management System:

  • Drive sustainable growth in the OPCO's national corporate sales performance through
  • strategic leadership and execution.
  • Set and measure meaningful KPIs aligned to the Sales Operating Plan.
  • Implement structured processes, systems, and meeting plans to focus on high-impact activities.
  • Apply pipeline management, scorecards, and disciplined measurement to drive consistent results.

Cadences:

  • Conduct regular, disciplined reviews with each direct report.
  • Analyse pipeline health, forecast accuracy, and gaps to target.
  • Jointly develop strategies to close gaps and win major deals.
  • Hold staff accountable for agreed actions and progress.

Hiring:

  • Use Target Selection Interviewing (TSI) against defined JDs and competencies.
  • Aim for at least two-thirds high-quality hires to drive revenue performance.

Coaching & Team Management:

  • Coach, support, and challenge staff based on review outcomes and field interactions.
  • Manage high performers (top 20%), develop the vital core (70%), and address underperformers (bottom 10%).
  • Foster a motivating, high-performance environment.

Strategic Sales Execution:

  • Manage the political landscape of the Buying Centre using MCS Deal Sheets for large, complex deals.
  • Build and maintain strong relationships with principal vendors, leading pricing and procurement negotiations.

Market & Business Insight:

  • Maintain a strong network of internal and external contacts to stay informed on business, economic, and industry trends.
  • Keep the business unit informed of relevant sales and market developments.

Leadership & Alignment:

  • Communicate and embed our clients mission, vision, values, and strategic objectives across the team.

CORE RESPONSIBILITIES:

  • Sales Leadership & Strategic Management Drive achievement of sales targets through effective team leadership, structured processes, and disciplined performance management.
  • Develop and manage the business unit budget, monitor financial performance, and implement improvement actions to meet revenue and profit targets.
  • Lead demand-generation, marketing, and sales initiatives for assigned solutions, converting opportunities to wins and ensuring customer satisfaction.
  • Manage complex, multi-stakeholder deals using MCS (Managing Complex Sales) methodology to navigate Buying Centre dynamics and secure desired outcomes.
  • Staff Leadership and Management Set and track meaningful KPIs for direct reports, aligned to the Sales Operating Plan.
  • Conduct regular pipeline reviews, gap analyses, and strategy sessions to close deals and achieve targets.
  • Coach, mentor, and develop staff to maximise performance, with tailored approaches for high performers, the core team, and underperformers.
  • Apply effective recruitment practices (TSI) to secure high-quality hires that drive business growth.
  • Governance, Risk and Business Continuity Management Ensure that appropriate governance systems are in place and in line with future requirements, i.e. policies, procedures and reporting structures.
  • Continually assess the competitiveness of all operations programs and practices against the relevant comparable companies, industries and markets.
  • Stay up-to-date of new trends and innovations in operations.
  • Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.
  • Lead and guide improvement projects that will increase profits or protect against risks in the function.
  • Establish and maintain the highest ethical standards in operations practices.
  • Ensure that the business unit is fully compliant with all Our clients initiatives through conducting regular audits and taking corrective action.
  • External Parties and Relationship Management Oversee relationship with service providers and ensure all the services are delivered properly, evaluate the performance of consultants and report any deviations to the relevant department for any corrective actions.
  • Manage relationships with operational Heads and other Group Executives and act as a trusted advisor.

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal:

  • Heads of OPCO's within Our clients Group
  • Head of internal Business Unit Functions within the OPCO
  • Other group executives (Group Chief Executive,COO, CFO, Group Marketing Executive etc)

Reasons for Interaction:

  • Ensure the achievement of the relevant internal business unit sales objectives
  • Direct and lead relevant business unit initiatives
  • Ensure that the internal business unit sales strategy aligns with and supports the overall

External:

  • Strategic Clients and Partners
  • Consultants and Service Providers (External service providers, vendors or partner consultants)
  • External advisors/consultants (Subject Matter experts)

Reasons for Interaction:

  • Achieving strategic Sales objectives
  • Negotiate and approve terms and conditions
  • Provide thought leadership
  • Drive collaborative partnerships and innovation with our client

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

  • Business Management degree or equivalent qualification
  • Management/Leadership program
  • MBA or equivalent qualification
  • Professional Qualifications - N/A
  • Years of Experience At least 8 years progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow a professional services/solutions practice.
  • At least 8 years solutions sales experience with a documented successful track record in selling high end services, rich and complex IT solutions in the relevant industry.

Other requirements

  • Good Business Acumen
  • Corporate Governance
  • Auditing processes
  • Solution Sales Methodologies
  • Relevant Industry/Domain knowledge
  • Entrepreneurial
  • Assertiveness
  • Leadership
    Attention to detail
  • Conflict management
  • Professionalism
  • Presentation
  • Entrepreneurial
  • Customer relationship management

COMPETENCIES

  • Behavioural Competencies
  • Communicating and Informing
  • Results Driven
  • Complex solution Sales & Support
  • Organised and Thorough
  • Learned Competencies
  • Differentiation, Justification and Powers of Persuasion
  • Prospecting
  • Selling Against Competition
  • Hygiene Factors
  • Copes with Change
  • Desire to Develop & Grow
  • Integrity, Values & Trust
  • Logical Thinker
  • Passion for customers & Excellence

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