ICT Sales Executive - KwaZulu-Natal Province

Introduction

The Sales Executive must develop sufficient commercial and technical understanding of the Group's portfolio to position integrated solutions rather than individual products.

ICT Solutions include

• ICT infrastructure

• Enterprise networking

• LAN and Wi-Fi infrastructure

• Managed ICT services

• Cybersecurity services

• Cloud and data centre solutions

• Voice and collaboration

• Unified communications

• IT support and managed services

Enterprise software solutions including

• IT Service Management

• Customer Relationship Management

• Omnichannel Contact Centre

• Custom software development

• Artificial intelligence and business automation solutions

This position is based in Durban, KZN

Duties & Responsibilities

KEY RESPONSIBILITIES

KwaZulu-Natal Market Development

Take ownership of the development of the MBV Group's commercial presence within KwaZulu-Natal.

Develop a comprehensive account map covering the province, including

• Provincial departments

• Provincial entities

• Municipalities

• Municipal entities

• State-Owned Enterprises

• Development agencies

• Public utilities

• Universities and other strategic institutions

ACCOUNT MANAGEMENT

Own assigned KwaZulu-Natal accounts from opportunity identification through to contract award and ongoing account development.

Responsibilities include

• Develop strategic account plans for priority customers.

• Understand customer ICT strategies, challenges and budgets.

• Maintain regular engagement with customers.

• Identify upcoming projects before formal procurement processes commence.

• Develop relationships at operational, technical and executive level.

• Identify opportunities to expand existing contracts.

• Coordinate internal MBV IT resources required to support customers.

• Maintain accurate customer and opportunity information within the Group CRM.

The executive should aim to establish MBV Group as a long-term strategic technology partner rather than simply a supplier responding to tenders.

NEW BUSINESS DEVELOPMENT

Proactively identify and develop new opportunities throughout KwaZulu-Natal.

This includes

• Customer prospecting

• Customer meetings

• Executive engagements

• Solution presentations

• Technology demonstrations

• Workshops

• Proofs of concept

• Industry networking

• Partner engagements

• Government technology initiatives

• Tender and RFQ identification

The role requires active field engagement. A significant proportion of the executive's time should be spent meeting customers and developing relationships within the province.

PUBLIC SECTOR SALES

Develop a strong understanding of public sector procurement and sales cycles.

Monitor opportunities arising from

• Provincial departments

• Municipalities

• Municipal entities

• SOEs

• Public entities

• Government agencies

Maintain visibility of

• RFQs

• RFPs

• Tenders

• Framework agreements

• Panel appointments

• Contract renewals

• Budget allocations

• ICT transformation programmes

• Infrastructure programmes

Work closely with the MBV IT tender, commercial and technical teams to ensure that opportunities are identified early and positioned effectively.

PIPELINE DEVELOPMENT

Maintain a healthy and measurable sales pipeline.

Every opportunity must contain, at minimum

• Customer

• Opportunity description

• Solution

• Estimated contract value

• Expected monthly recurring revenue where applicable

• Procurement method

• Decision-makers

• Competition

• Probability of success

• Expected closing date

• Next action

• Internal resources required

Pipeline activity must be continuously updated within the Group CRM

CUSTOMER RELATIONSHIP MANAGEMENT

Build strong, professional and sustainable relationships with customers.

Key expectations include

• Regular customer visits

• Executive relationship development

• Customer satisfaction reviews

• Identification of new requirements

• Contract renewal planning

• Escalation management

• Identification of service improvement opportunities

STRATEGIC PARTNERSHIPS

Develop relationships with relevant technology vendors, OEMs, system integrators and implementation partners within KwaZulu-Natal.

Identify opportunities where partnerships can improve

• Market access

• Technical capability

• Bid competitiveness

• Local presence

• Solution development

• Customer acquisition

A typical working day may include

• Receiving an allocated area or route

• Travelling to the assigned location

• Walking or travelling between customer premises

• Approaching prospective customers

• Explaining the company offering

• Distributing marketing material

• Capturing prospect information

• Recording locations visited

• Submitting qualified leads

• Reporting competitor information and market feedback

• Providing an end-of-day activity report

Minimum Requirements

The preferred candidate should have

• Minimum 5 years' experience in ICT, telecommunications, software or technology sales.

• Demonstrated experience selling to the South African public sector.

• Experience dealing with municipalities, provincial government, SOEs or public entities.

• Experience managing complex enterprise sales cycles.

• Experience responding to tenders, RFQs and RFPs.

• Proven track record of meeting or exceeding sales targets.

• The position is based full time in KZN.

Interested?

Interested candidates are invited to submit their CVs to hr@mbvit.co.za