Our client is seeking an Industry Sales Director – Civil. Our client provides the most comprehensive portfolio of solutions and professional services to the leading infrastructure engineering organizations around the world, including the majority of the Engineering News Record's Top 500 Design Firms.
Since 1984, architects, engineers, builders and owner/operators have relied on these industry solutions to help them create, manage and publish engineering content critical to the profitable construction and management of complex assets.
In this role the Industry Sales Director (ISD) ensures the accomplishment of sales objectives and revenue goals; and the effective coordination of sales and marketing activities.
In this role the Industry Sales Director (ISD) ensures the accomplishment of sales objectives and revenue goals; and the effective coordination of sales and marketing activities.
The ISD also supports the Account Managers in selling to the Corporate Civil accounts and supports the activities of the Resellers into the Regional Accounts, when present.
Another important part of this challenging role is ensuring that support, training and other benefits are offered to the assigned Industry in such a way that the subscription opportunities are maximized.
The ISD will provide leadership, strategic direction, advice and assistance to the Civil (Transportation & Local Infrastructure) Account Managers if and when required.
Responsibilities:
Responsibilities:
- Develop long- and short-term sales strategies and plans specific to the assigned industry segment that will ensure accomplishment of the sales revenue goals and build an increasing number of reference able accounts.
- Prioritize which regions, countries (if applicable) partners and customers to focus on and for which reason(s).
- Develop a rational sense of regional and country nuances, including economic and governmental issues, particularly in volatile areas. Track government trends, map political landscape and their implication on purchasing cycles in each region.
- Direct the sales activities of the Account Managers (when available), Application Engineers and Consultants in the territory if applicable.
- Develop close effective relationships, coordinates sales plans, and promote sales strategies with users, selected Resellers and other partners in the market.
- Assist in cultivating new and deepen existing partner relationships enabling increased credibility, reputation and revenue growth.
- Develop and maintain working relationships with appropriate corporate marketing, product development and support services heads.
- Participate in company sales events with Corporate and other Sales personnel, promoting approved sales strategies.
- Oversee all user contracts by:
- Ensuring that project and subscription contracts meet the user requirements.
- Securing approval for said modifications.
- Ensuring compliance with all of the terms and conditions of signed/accepted contracts.
- Hire, train, develop, motivate, empower and support a team of Account Managers across various functional areas based on business requirements and growth potential.
- As part of the sales management team, prepare and present sales plans and reports on various aspects of the industry segment as requested. These include such areas as: industry forecasts, revenue achieved, goal vs. sold comparisons, etc.
- Manage a budget measured by revenue target and operating expenses.
- Maintain an appropriate level of product knowledge.
Requirements
- Minimum of B.S. or B.A. degree or equivalent experience is required. A MBA is preferred.
- Minimum of 5-7 years experience selling into strategic sales in major (Industry) accounts.
- Minimum of 5-7 years supervisory and/or managerial experience.
- PC literacy with appropriate MS Office applications proficiency and proficiency with company products to be sold.
- Willing to travel as needed.
- Fluent in English is essential.
- Excellent articulate communication (verbal/written) and people skills.
- Attention to detail and strong analytical skills.
- Strategic thinker and able to execute on tactics.
Location: Johannesburg, South Africa
Applicants should email their applications attaching a detailed curriculum vitae and a letter indicating why they are interested in and qualified for the position and the names of three referees who can provide confidential assessment of their capabilities to a Search Committee.
Applicants should email their applications attaching a detailed curriculum vitae and a letter indicating why they are interested in and qualified for the position and the names of three referees who can provide confidential assessment of their capabilities to a Search Committee.
All communications relating to applications for this position should be addressed to: email address: therecexpert@gmail.com.
Applications should be received by 31st October 2012.
Only shortlisted candidates will be contacted.
On the subject matter of the email please indicate the position you are applying for.
