Principal Functions (Major
Areas of Responsibility):
Provide strategic leadership for the development
of sales, business development and marketing plans to achieve the annual growth
targets of the organization. Carries overall responsibility for the section’s planning
process and financial performance. Ensure that business development activities
and sales performance are lead and managed to achieve annual financial targets
and profitability. Oversee the marketing functions, including development and
achievement of plans for marketing, communications and technology. Contribute
to the strategic direction of the organization through the executive team
Duties & Responsibilities :
objective-focused performance culture for the business development, sales and
marketing teams, supported with a coaching-based leadership style. Contribute
to the strategic direction of the organization through annual planning
processes, regular performance reviews & reporting during executive team meetings.
Undertake other activities commensurate with grade and experience as required
by the General Manager.
and Product Understanding: Develop and continually refine understanding of customers
- including personas, needs and competitors, common buying stages etc. Use the market
knowledge for identification of training products and services required by each
market segment. Collaborate with Director/Portfolio Strategy & Management
to achieve product development and monetize within tight timelines.
and execute strategic business development plans ensuring enough opportunities
in the sales funnel. Engage in client visits, meetings, discussion etc.
Marketing: Oversee the
development of annual and quarterly organizational marketing plans. Support and
facilitate development and implementation of section business/marketing plans,
as and when required. Plan and administer the annual marketing budget,
including the budget requirements for marketing growth initiatives.
development of corporate communication plans which reach internal and external
clients, with emphasis on use of new technologies, public relations, speaking
opportunities and targeted opportunities.
Oversee the electronic marketing strategies, including managing the
website, use of social media and online advertising.
Sales: Develop annual and
quarterly organizational sales plan, including sales plans for each target
segment and roll-out of sales target into individual KAMs’ projections and
sales plans. Lead
the achievement of sales plans and targets, including the monitoring of
individual performance and correction of underachievement of targets. Undertake monthly,
quarterly and annual reviews of key account managers’ performance, including
pipeline, conversion rate, target achievement, and margin analysis. Ensuring
monitoring of tenders & RFP opportunities and timely submission of
responses against applicable options in compliance with internal review
Ensure the client and
prospect database is kept current and accurate.