Senior Manager: Sales (Supply Chain Planning Solutions)

Sectors: Business Management, Import & Export, Logistics, Sales, Warehousing

Reference: Snr Mng - Sales

Candidate Requirements

• Appropriate tertiary degree
• 5 - 15 years of experience including:
  • Supply chain planning
  • Supply chain software
  • Sales and business development
• Experience in supply chain planning software tools such as CAST, Optimiza, i2 Strategist, Just Enough, LLamasoft SCG, JDA, Netstock, Oracle, SAP APO, or similar.
• Exposure to different industry sectors including MRO, retail, mining, automotive, pharmaceuticals, etc
• A proven track record in meeting sales targets, business development, and negotiating

Job Details

Grow the revenue of the supply chain planning solutions business unit

• Ensure continued, sustainable and profitable revenue flow for the business unit
• Generate business opportunities at both external and internal clients; New Clients; through new offerings for existing clients
• Closely interact with other Company sales and business development colleagues on order to leverage opportunities
• Generate new demand and new business leads through multiple channels including leveraging networks, demand creation, Tenders, RFx processes, cold calling, cross selling and up selling, etc
• Ensure that revenue growth is both sustainable and profitable

Ensure that the scope of the proposal and client expectation is commensurate with the revenue earned

• Be the link between the technical delivery team and the client expectation
• Build accurate business cases and costing models
• Ensure accurate costing and pricing in proposals
• Ensure that there is consistency between the sales promise and execution delivery
• Own the end to end sales and business development process

Manage the sales pipeline from lead and demand generation, through proposal, to closing of deal

• Responsible for administering business opportunities in SalesForce
• Responsible for communication and feedback on sales and business development to Executives and the team through meetings, briefings and reports
• Manage end to end RFQ/RFP/RFI processes
• Prepare excellent proposals
• Present complex value opportunities to clients at senior levels
• Develop networks and contacts at the appropriate level
• Create, manage, maintain and grow client relationships
• Pro-actively seek ways to foster client satisfaction
• Effectively communicate with clients, executives, team members and stakeholders at all stages of the sales and business development cycle
• Overcome obstacles created by gate keepers
• Guide the sales process by involving executives and technical experts at the appropriate time in the sales cycle
• Negotiate deals, and understand the difference between selling and negotiating
• Close the deal
• Manage the transition from sales to execution
• Manage the contractual aspects of sales and business development with the legal team (NDA's, contracts, terms and conditions, etc)
• Manage on time payment for opportunities closed
• Manage the transition of technologies in the market offering

Manage the transition to new technologies in the market offering

• Liaise and build relationships with third party technology suppliers and partners such as LLamasoft
• Ensure own up skilling and knowledge base to a high enough level to be able to effectively sell solutions
• Develop the ability to demo software and participate in proof of concept work over time
• Keep abreast of industry developments and trends and how these affect the business
• Keep ab

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