This position is responsible for developing his/her assigned territory to maximize and grow subscriptions, revenue and profits by selling DSTV Business solutions and acquiring new business.
Key Performance Objectives
Sales Target
• Create and execute a territory sales plan that meets or exceeds established sales budget/targets and supports Company revenue and profit targets.
• Optimize business sales plan by working closely with in-country teams to drive efficiency in your territory.
• Meet assigned sales quotas and cover designated targeted market segments.
• Understand the business environment in which the company finds itself and assists in collating marketing information where necessary that might be useful for strategic planning efforts.
• Maintain awareness of sales activities in assigned territory.
• Give feedback of competitor’s activities and changes experienced.
• Manage allocated territories sales activities (New Sales, Renewals, Sales Collections) and ensure daily sales activities are meeting minimum acceptable standards and reports and tracked daily.
Account Management
• Management/retention of Commercial accounts
• Meet regularly with existing customers and prospects in sales territory to understand their evolving business needs and position product solutions to meet surfaced needs.
• Continuously expand customer understanding and use of DStv For Business products and services.
• Build long-term, productive, and mutually beneficial relationships with existing and new customers.
• Maintain consistent communication and timely follow-up with customers and prospects and be available and responsive to customer’s real-time needs.
• Attend conferences and professional association meetings to promote DStv For Business products and brand.
• Complete sales activity reports and presentations in a timely manner.
• Report on a weekly and monthly basis to the Sales Meeting on sales performance.
• Implement the development of sales proposals, presentations, and negotiations.
• Proactively analyze customer needs and make proposals to take Build and maintain relationships with key players.
Development of New markets
• Identify Sales opportunities and effectively present key features and benefits of product(s) to secure new business from Hotels, organisations, Pubs and clubs.
• Review of number of rooms being billed for Hotel subscribers and Inclusion of add-on channels to existing bouquet
• Maintain a database of hotels, organisations, pubs and clubs.
• Supports supervisor in developing new market opportunities in the designated territory or market
• Maintain a database of sales leads and assign to respective sales teams.
• Identifying prospects and ensure adequate follow up to generate business opportunities.
• Arrange markets with potential customers; challenge their objections to ensure their buy-in.
• Other assigned duties.
Qualifications and Experience
• A first degree in any discipline. An MBA is an added advantage.
• At least 3 years’ sales/marketing/business development experience in B2B and B2C sales techniques in FMCG, Telecom, Media, Finance industry.
• Experience in trade sales activations.
• Experience in channel partner management, sales & distribution.
• Business/Commercial/ Enterprise sales experience in Uganda.
Technical Competencies
• Impeccable sales acumen with passion and drive for success
• Proficiency with Sales Force CRM
• Proficiency with Microsoft Office programs, including PowerPoint, Word and Excel requires excellent presentation skills (excel, PowerPoint & Word) (development and delivery)
• Selling / Marketing techniques
• Market / customer knowledge
• Product / service knowledge
• Financial understanding
• Risk Management
• Governance and Compliance
