Mission / Purpose of the Job
- The Sales Manager is responsible for driving revenue growth, deepening enterprise relationships, and expanding the firm's consulting market footprint.
- This role will lead sales strategy execution, corporate account management, pipeline development, and conversion across our business verticals; Performance Improvement Centre (PIC), The Business School (TBS), and Talent Acquisition Factory (TAF).
- The ideal candidate is a sophisticated salesperson who blends business strategy, relationship leadership, and disciplined execution to translate opportunities into sustainable revenue.
Sales Strategy & Execution:
- Translate business goals into annual and quarterly sales plans.
- Develop go-to-market strategies across industries and service lines.
- Lead proposal development, pricing validation, and negotiation.
Pipeline & Revenue Growth:
- Build and manage a strong sales pipeline across consulting, learning, and talent services.
- Ensure structured lead qualification, reporting, tracking, and follow-through.
- Drive consistent revenue generation from corporate and public-sector clients.
Relationship & Key Account Management:
- Build strong C-Suite and business leader relationships.
- Manage key accounts, ensuring loyalty, retention, and cross-sell opportunities.
- Represent the firm externally at conferences, industry events, executive networks, etc.
Market Intelligence & Positioning:
- Monitor industry shifts, policy landscapes, and competitive activity.
- Work with Marketing to strengthen brand visibility and thought leadership.
Collaboration & Leadership:
- Serve as a strategic commercial partner, aligning client needs with delivery priorities and capacity.
- Facilitate cross-unit collaboration to leverage PIC, TBS, and TAF strengths in building integrated client solutions. Work closely with delivery teams to ensure seamless handover, client success, and repeat business.
- Lead internal sales huddles and deal-strategy sessions, driving clarity, discipline, and accountability.
- Mentor and coach BD Specialists and Analysts to build commercial acumen, research depth, and proposal excellence.
- Actively contribute to knowledge development, insight pieces, market playbooks, sector briefs, case libraries.
Job Specifications: Minimum & Preferred Requirements
- Bachelor’s degree in Business, Economics, Marketing or related field (MBA is a plus).
Work Experience:
- 8–12 years’ experience in selling professional services, enterprise advisory solutions, or B2B consulting offerings (consulting industry is a plus).
- Demonstrated track record in solution-selling to senior executives, public sector leaders, DFIs, and large enterprise clients.
- Proven experience building trust-based commercial relationships and leading consultative sales cycles from lead generation to close.
Competencies, Skills & Attributes Skills:
- Executive-level relationship management & negotiation
- Sales pipeline management & reporting discipline
- Strategic thinking & business acumen
- Presentation & proposal development
- Excellent communication & influencing skills
- Strong analytical skills and market foresight Behavioural Attributes
- Strong personal Integrity that is attested by character witnesses
- Proactive self-starter
- Assertive and tenacious nature
- Very good EQ
- Ability to work with all levels of management, build partnerships and teams
- Highly organized and able to adapt quickly to changing priorities
- Ability to cope under great pressure.