Job Role

The Sales Manager is the commercial growth leader responsible for driving predictable, scalable, and high-quality revenue across Salesforce consulting services, implementation projects, Quickstarts, and the TrueBlue App. The role owns the full sales lifecycle—from market positioning and pipeline generation to deal structuring, closure, and revenue realization—ensuring growth is profitable, delivery-aligned, and reputation-safe.

This role institutionalizes a structured, enterprise-grade sales engine anchored in CRM discipline, value-based selling, and long-term client partnerships. The Sales Manager ensures that the company converts its unique position as the first local certified Salesforce Partner in East Africa into sustained market leadership, strong deal economics, and recurring revenue while protecting delivery capacity and ISO-certified quality standards.

 Key Responsibilities

A. Sales Strategy & Market Growth

• Develop and execute a sales strategy aligned to the company's growth ambitions across Salesforce Implementation, Salesforce Quickstarts, TrueBlue App, integrations, and managed support services.
• Segment target markets by industry, deal size, and solution type (SMEs, mid-market, enterprise, regional clients).
• Identify growth opportunities in new sectors, regional markets, and bundled solution offerings.
• Translate annual revenue targets into quarterly and monthly sales plans with clear ownership and milestones.

B. Pipeline Development & Forecasting Discipline

• Build and maintain a healthy, qualified sales pipeline with clear deal stages, probabilities, and timelines.
• Enforce CRM (Salesforce) usage for opportunity tracking, forecasting, and reporting—no offline pipelines.
• Deliver accurate revenue forecasts and sales dashboards to management with ≥90% predictability.
• Run weekly pipeline reviews and monthly sales performance reviews with documented actions.

C. Enterprise & Solution Selling

• Lead consultative, value-based selling engagements focused on solving client business problems, not product pushing.
• Translate client needs into scoped Salesforce solutions in collaboration with delivery, technical, and solution architects.
• Own proposal development, pricing inputs, commercial structuring, and contract negotiations.
• Ensure alignment between what is sold, what is delivered, and what is supported post-go-live.

D. Pricing, Deal Structuring & Commercial Governance

• Enforce pricing discipline and approval thresholds in line with management guidelines and deal authority.
• Evaluate discounts, payment terms, and deal margins in collaboration with Finance and Delivery leads.
• Protect gross margins while remaining competitive in a high-skill consulting market.
• Ensure all deals are commercially sound, legally compliant, and delivery-feasible before closure.

E. Client Relationship Management & Retention

• Build and maintain strong executive-level relationships with key and strategic clients.
• Drive account expansion through upselling, cross-selling, renewals, and managed support contracts.
• Ensure high client satisfaction by working closely with delivery teams during and after project execution.
• Act as escalation point for commercial or relationship risks on key accounts.

F. Sales Operations, Systems & Reporting

• Ensure clean handover from sales to delivery, including scope clarity, timelines, and success metrics.
• Strengthen sales operations processes across CRM hygiene, proposal templates, pricing tools, and reporting cadence.
• Provide structured insights on win/loss analysis, sales cycle length, and conversion rates.
• Support ISO 9001 and ISO 27001 requirements related to sales processes, data handling, and documentation.

G. Sales Team Leadership & Capability Building

• Build, coach, and manage a high-performing sales and business development team.
• Set clear targets, territories, KPIs, and performance expectations.
• Drive a disciplined, ethical, and data-driven sales culture aligned to the company's values.
• Identify skills gaps and support continuous improvement in enterprise selling, negotiation, and Salesforce solution knowledge.

Qualification

Education
• Bachelor’s degree in Business, Marketing, IT, Information Systems, or related field.
• MBA or postgraduate qualification is an added advantage.

Experience
• 7–10+ years of B2B sales experience, with at least 3–5 years in a leadership role.
• Proven track record selling technology, SaaS, CRM, or consulting solutions to mid-market and enterprise clients.
• Experience selling complex, multi-stakeholder, solution-based deals with long sales cycles.

Skills
• Strong commercial and financial acumen, with ability to balance growth, margins, and delivery capacity.
• Advanced CRM (Salesforce) proficiency and sales analytics capability.
• Strong negotiation, presentation, and executive engagement skills.
• Ability to work cross-functionally with technical, delivery, and support teams.

 Leadership Competencies

• Commercial Leadership: Owns revenue outcomes end-to-end.
• Strategic Market Orientation: Positions the company ahead of competitors through insight and foresight.
• Execution Rigor: Drives discipline, cadence, and follow-through.
• Client-Centric Mindset: Builds trusted, long-term partnerships.
• Data-Led Decision Making: Uses dashboards, metrics, and insights to lead.
• Governance & Ethics: Upholds pricing discipline, ISO standards, and professional integrity.