Territory Sales Manager at IPNX Nigeria Limited Full Time

Job Title: Territory Sales Manager

Location: Lagos Mainland, Lagos
Employment Type: Full-time
Division: Business
Function: Territory Management
Department: Business
Operations: Sales
Reporting to: Regional Sales Head, West
Travel Frequency: Minimal Travel Frequency: Occasionally
Work Schedule: Monday to Friday 8AM to 5PM

Purpose of the Job

• To daily provide leadership and direction required to ensure that customer relationships are developed and maintained by providing excellent products and services that add value to the customer while minimizing costs and risk to the company.
• The role will combine the use face-to-face sales activities and management of the activities of Accounts in allocated territory, to gain market share and increase the awareness, appreciation, and understanding of the IPNX Brand.
• The Territory Manager will be the main communication conduit between IPNX and the specific business served in the area. ·To establish and drive individual annual target of assigned team members.

Deliverables
Expected Key Results Key Activities:

• Maintain Industry/ Regional Strategic Leadership for improved business Performance
• Drive sales goals for the region and partner with respective stakeholders that will support the success of the business within specified sectors/regions.
• Execute business operational strategy and performance measures in line with company, segment, region and market goals.
• Maintain, deliver and present forecasting models, metrics, reports, analyses, and dashboards to drive key business decisions within the region.
• Cultivate and maintain strong relationships with all constituents (producers, plan sponsors, providers, customers, regulatory agencies).
• Maintain good public relations with current and prospective institutional customers.
• Drive change management and business transformation efforts, to support strategic changes.

Business Profitability:

• Analyze competitive environment to support and improve pricing, services and product development strategies as well as sales efforts.
• Develop cross selling relationships within Corporate accounts and develop value propositions for differentiating product offerings.
• Collate and manage robust Industry/ regional data for analytics.
• Provide Management with the necessary sales reports, budgets, sales plan, and market analysis for the region.
• Co-ordinate with relevant technical and service delivery teams to ensure excellent service delivery to the customer.
• Drive business opportunities that will give the organization a larger share of the Customers’ wallets within the region.
• Co-ordination and support of regional client-initiated Request for Proposal (RFP), Request for Information (RFI) and Request for Tender (RFT).

Thorough Understanding of Customers’ needs:

• Accountable for leveraging IPNX’s products and services as a means of enabling specific customers within sectors/ meet corporate goals and revenue targets.
• Ensure reports contribute to business insight and decision-making, and minimize overall report burden.
• Drive the modelling and development of recommendations for opportunity sizing, allocations, and alignments within the region.
• Maintain thorough knowledge of existing and emerging 3rd party data sources as needed for analytics.
• Provide expert input in identifying product/service integration opportunities and driving relationships beyond the “brick model” vision and values.

Business Development:

• Identify cross-selling products and services opportunities for high value low risk customers and other profitable customer segments.
• Drive and participate regional meetings and offer valuable ideas contributing towards the growth of the business.
• Understand industry trends and competition/competitor’s analysis for decision making.
• Drive business engagements and initiate high level meetings in key accounts within the region.
• Identify and leverage potential business opportunities seeking necessary support from Business Operations Head and participate in all business growth initiatives in the sector / region.
• Increasing the revenue opportunity within each client’s business portfolio as it relates to utilizing additional IPNX ‘s services or product offerings.

Relationship Management:

• Build and maintain productive business relationships with decision makers to understand the Customers’ strategic direction and identify opportunities.
• Lead, implement, and communicate the sales strategies and coordinate the action plans. Manage the execution of team sales plan to achieve sales targets as defined by the Division.
• Oversee formal funnel / pipeline management and diligence on proactive and reactive opportunities.
• Develop and implement marketing strategies and ensure that coherent and consistent strategies are employed in all serving and/or maintenance transactions and relationships within Lagos Island Region.
• Customer service delivery and relationship management.

Budget Achievement:

• Coordinating, facilitating, developing and overseeing the achievement.
• Maintain adequate knowledge of new products and services within allocated sectors and region and understand competitor strategy to gain market share.
• Consistently close sales and achieve monthly activity KPIs and revenue goals.
• Responsible for increasing the market share of the Corporate business in each particular region & surrounding areas to achieve profit, growth & customer service objectives.

Management of Sector / Industry Team Leads:

• Achieve performance target for the region and for the allocated sectors through partnerships within the industry and region.
• Prepare periodic reports for Regional Head
• Evaluate performance of Account Managers within Lagos Island in line with set objectives.
• Maintain a positive working relationship with the regional account managers to enable smooth workflow, team cohesion and personal growth.
• Generate comprehensive lead list and drive the sale of relevant products and services to corporate clients for specified sectors within allocated region various types.
• Prepare relevant periodic reports for the region and present for decision making.
• Assist a in resolving peculiar business challenges in the region and proffer innovative and strategic solutions.
• Participate in regional meetings and offer valuable ideas contributing towards the growth of insurance business.
• Drive the recruitment, attraction and retention of a diverse workforce and also engage and develop them through mentoring, coaching and making available tools and resources.

Educational Qualifications & Functional Skills

• B.Sc / BA Degree in Business, Finance, Engineering or its equivalent (2.2/Upper Credit Minimum)
• Master’s degree/ MBA
• Ability to penetrate accounts and meet with stakeholders within accounts/ regions/sectors
• Capability to be a structured thinker with a strong analytical approach.
• Excellent research, problem solving, and analytical skills, including excellent PowerPoint and Excel capabilities, with impeccable analytical and business judgment.
• Excellent quantitative analysis and financial modeling skills; high proficiency in Excel.
• Ability to synthesize information quickly and present insights to senior management.
• Background or demonstrated interest in telecom, technology or media industries.
• Ability to Understand industry trend
• Ability to understand key players and stakeholders within regions / segments
• An active listener, Motivated self-starter, proactive and action-oriented
• Good communication and business writing skills
• Excellent interpersonal, collaboration and problem-solving skill
• Strong persuasive and negotiation skills
• Excellent Presentation skill and customer service capabilities
• Good documentation and process management skills

Work Experience:

• 5-10 years of sales or related experience Sales management experience preferred
• Exhibits sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
• Experience working in large matrixed environments including cross-functional collaboration with a diverse set of stakeholders to get results across multiple groups throughout the organization
• Experience working in the region/sector
• Leadership experience with a strong business acumen and knowledge of the technical market landscape
• Experience in Client Management & Growth Strategies of assigned portfolio of clients
• Have proven results in successfully closing new business, ideally selling to blue chip companies Other Requirements:
• Customer Focus
• Tech savvy
• Action orientation
• Drive results
• Cultivate Innovation
• Ability to optimize work processes
• Resilience
• Self-Development
• Nimble Learning
• Ensures Accountability
• Develops Talent
• Drives Engagement
• Drives Vision & Purpose
• Excellent Decision Quality

Dimensions:

• Financial Dimensions
• Budget:
• PO Approval

Other Dimensions:

• No. of vendors
• No. of direct reports
• Impact of position
• Impact on customers (Please select one of the options below):

Type of customers:

• Mainly Internal Mainly External Internal & External
• Approvals
• Reporting Manager Functional Head HR

Application Closing Date
6th October, 2023.