Managing Sales Executive: MIH

Business unit, Department, Reporting

Core Description

The Managing Executive Sales is a key leadership role within the Commercial, Sales & Solutions Business Unit, driving sales strategy and execution across the Mining, Industrial and Health industries. This individual will lead a dynamic sales team, focusing on accelerating the BCX strategic pivot to Everything-as-a-Service (XaaS). The role includes spearheading sales strategies that direct business to effectively sell BCX technologies and solutions to clients.  This also requires a deep understanding of both industries, a strong network, and expertise in IT solutions that can help clients transition to and leverage XaaS models.

Key Deliverables / Primary Functions

Sales Strategy & Execution:
•    Develop and implement a comprehensive sales strategy tailored to the Mining, Industrial and Health industries sectors.
•    Drive revenue growth by identifying and capitalizing on new business opportunities, especially in XaaS offerings.
•    Set ambitious sales targets and ensure the team consistently meets or exceeds them.
Leadership & Team Development:
•    Lead, mentor, and develop a high-performing sales team, fostering a culture of collaboration, innovation, and customer-centricity.
•    Establish clear performance metrics and conduct regular evaluations to ensure alignment with business goals.
Client Engagement & Relationship Management:
•    Build and maintain strong, long-term relationships with key clients in the Mining, Industrial and Health industries.
•    Act as a trusted advisor to clients, understanding their unique business challenges and proposing tailored IT solutions.
•    Ensure customer satisfaction and retention through exceptional service and by continually aligning offerings with client needs.
Market Intelligence & Competitive Analysis:
•    Stay abreast of industry trends, market dynamics, and the competitive landscape within the Mining, Industrial and Health sectors.
•    Leverage customer insights from the customer engagement teams to refine sector sales strategy. 
•    Utilize market insights to inform sales strategies and adjust tactics as necessary to maintain competitive advantage.
XaaS Transition Leadership:
•    Lead the sales organization’s pivot to XaaS, educating the team and clients on the benefits and operational changes required.
•    Collaborate with product and service delivery teams to develop and refine XaaS offerings that meet the needs of Mining, Industrial and Health clients.
•    Develop pricing models and contract structures that support the XaaS business model.
Collaboration with Internal Stakeholders:
•    Work closely with marketing, product development, and service delivery teams to ensure a unified approach to market.
•    Participate in executive leadership meetings, providing insights and recommendations to shape the organization’s overall strategy.
Financial Management:
•    Oversee sales budgets, forecasts, and financial performance, ensuring profitable growth.
•    Develop and manage the annual budget and forecasts within strategic guidelines, directing and coordinating activities to achieve revenue achievement and cost containment targets

Core Functional Skills & Capabilities

Core Behavioural Competencies

Minimum Qualifications

Additional Education -Preferred /Advantage

Experience

8 -10 years’ experience, of which at least 3 years must at an Executive level. The experience must include relevant exposure to the ICT sector. Incumbent must have proven business acumen with experience in C-suite stakeholder engagement. Proven track record of managing key accounts and achieving sales targets.

Certifications

Professional Memberships in Relevant Industry

Level of Engagement & Span of Control

Special Requirements / Employment Condition

Workplace / Physical Requirements