Sales Manager

SALES MANAGER

Job Description

Position Summary

The Sales Manager is responsible for leading the company's sales function, driving sustainable revenue growth, improving sales productivity, and developing a high-performing, results-driven sales team.

This role owns the execution of the company's sales strategy, sales pipeline, forecasting process, team performance, and customer acquisition initiatives. The Sales Manager is expected to create a culture of accountability, continuous improvement, and customer excellence while ensuring sales targets are consistently achieved.

This is a highly KPI-driven leadership position requiring a commercially minded individual with a proven track record of increasing revenue, improving conversion rates, shortening sales cycles, enhancing customer acquisition, and developing high-performing sales professionals.

The successful candidate must be able to demonstrate, using verifiable metrics, how they have improved sales performance through strategic planning, process optimization, sales coaching, performance management, and data-driven decision-making.

KEY RESPONSIBILITIES

1. Sales Strategy & Revenue Management

1. 1. Develop and execute annual, quarterly, and monthly sales strategies aligned with company objectives.
   2. Own monthly, quarterly, and annual revenue targets and ensure consistent achievement across the sales team.
   3. Build and maintain a healthy sales pipeline with a minimum 3x pipeline coverage ratio.
   4. Conduct weekly pipeline reviews with each Sales Executive to identify risks and opportunities.
   5. The Sales Manager should develop a data-driven sales forecast for the upcoming year based on the previous year’s performance, with a target of increasing sales by a percentage stipulated by the Directors, and prepare biannual purchasing plans in collaboration with the Supply Chain Department based on this forecast.
   6. Monitor sales forecast accuracy and proactively address gaps between projected and actual sales performance.
   7. Identify opportunities to increase average transaction value, customer lifetime value, and sales profitability.
   8. Support Sales Executives with strategic account planning and participate in closing high-value opportunities where necessary.
   9. Monitor market trends, competitor activity, and customer buying behaviour to identify new revenue opportunities.

2. Sales Process Improvement

1. 1. Conduct regular audits of the end-to-end sales process to identify bottlenecks, inefficiencies, and revenue leakage.
   2. Implement measurable improvements to conversion rates at every stage of the sales funnel and document the resulting impact.
   3. Evaluate and introduce sales technologies, automation tools, and process improvements that reduce time-to-close while maintaining quality.
   4. Improve quotation turnaround times and ensure timely follow-up on all customer enquiries.
   5. Develop and maintain standardized sales procedures, templates, and best practices.
   6. Partner with Marketing to ensure lead quality meets agreed standards and provide structured feedback to improve lead generation.
   7. Align sales messaging, promotional campaigns, and collateral with customer buying behaviour and market demand.

3. Sales Leadership & Performance Management

1. 1. Recruit, onboard, mentor, and develop Retail and B2B Sales Executives to achieve and exceed performance expectations.
   2. Maintain a fully trained and motivated sales team that achieves agreed sales targets, completes scheduled training sessions, and demonstrates continuous improvement in productivity, conversion rates, and customer service standards.
   3. Establish clear individual KPIs and accountability standards for every member of the sales team.
   4. Conduct one-on-one coaching sessions focused on pipeline management, performance, and professional development.
   5. Conduct quarterly performance reviews and implement structured performance improvement plans where necessary.
   6. Foster a culture of ownership, accountability, collaboration, and continuous improvement.
   7. Recognize and reward high performers while effectively managing underperformance.
   8. Conduct regular customer visits, ride-alongs, and sales observations to assess field performance and coaching opportunities.
   9. Ensure the consistent use of commerce systems to monitor sales results, generate actionable insights, and support initiatives that improve sales performance and contribute to revenue growth.

4. Sales Training & Development

1. 1. Design and deliver structured monthly sales training programs covering:

1. 1. 1. 1. Product knowledge
         2. Consultative selling techniques
         3. Objection handling
         4. Negotiation skills
         5. Closing techniques
         6. Customer relationship management
         7. CRM best practices
         8. Competitive positioning

1. 1. Identify skill gaps using CRM data, call recordings, customer feedback, and performance metrics.
   2. Develop individualized coaching plans to improve performance and career development.
   3. Ensure all Sales Executives remain current on new products, promotions, financing options, and company initiatives.

5. Customer Experience & Relationship Management

1. 1. Ensure customers receive timely quotations, accurate information, and consistent follow up throughout the sales process.
   2. Monitor customer feedback and identify opportunities to improve the overall customer experience.
   3. Work closely with Customer Service and After-Sales teams to resolve escalated customer concerns promptly.
   4. Implement initiatives that improve customer satisfaction, retention, and referral generation.

6. CRM, Reporting & Analytics

1. 1. Ensure complete CRM compliance and maintain accurate sales opportunity tracking.
   2. Monitor pipeline health, conversion rates, sales cycle length, average deal value, and revenue performance.
   3. Produce accurate weekly and monthly reports covering:

1. 1. 1. 1. Revenue performance
         2. Forecast accuracy
         3. Pipeline health
         4. Conversion metrics
         5. Customer acquisition
         6. Sales productivity

1. 1. Analyze sales trends and recommend corrective actions based on performance data.
   2. Present meaningful performance insights and recommendations to senior leadership.

7. Cross-Functional Collaboration

1. 1. Collaborate with Marketing to improve lead generation, campaign effectiveness, and customer acquisition.
   2. Work with Product Management and Procurement to communicate customer needs and market feedback.
   3. Partner with Finance to ensure quotations, pricing, margins, and payment terms support company objectives.
   4. Coordinate with Operations and Customer Service to ensure sales commitments are achievable and customer expectations are consistently met.

Qualifications & Experience

1. 1. Bachelor's Degree in Business Administration, Marketing, Sales Management, Management Studies, or a related discipline.
   2. Minimum of 5 years' progressive sales leadership experience, including at least 2 years managing a sales team.
   3. Demonstrated success in consistently achieving or exceeding sales targets.
   4. Proven experience improving sales processes, coaching teams, and driving measurable business growth.
   5. Experience within retail, renewable energy, solar, appliances, technical products, construction, or related industries would be a strong advantage.
   6. Experience using CRM platforms and sales reporting tools is highly desirable.

Knowledge, Skills & Competencies

1. 1. Strong commercial and business acumen.
   2. Exceptional leadership and people management skills.
   3. Proven ability to drive revenue growth and improve sales performance.
   4. Excellent coaching, mentoring, and performance management skills.
   5. Strong analytical and problem-solving abilities.
   6. Excellent communication, presentation, and negotiation skills.
   7. Customer-focused mindset with outstanding relationship-building abilities.
   8. Strong organizational and project management skills.
   9. Advanced forecasting and pipeline management capabilities.
   10. Ability to interpret sales data and convert insights into action plans.
   11. High level of accountability and results orientation.
   12. Strong decision-making and change management skills.
   13. Proficiency in Microsoft Office Suite, CRM platforms, and sales management software.
   14. Ability to thrive in a fast-paced, target-driven environment.

Key Performance Indicators

Performance will be measured against, but not limited to, the following:

Revenue & Profitability

1. 1. Monthly, quarterly, and annual sales revenue achievement
   2. Gross profit performance
   3. Departmental profitability

Pipeline Management

1. 1. Pipeline coverage ratio (minimum 3x)
   2. Forecast accuracy
   3. Pipeline growth
   4. Average deal value
   5. Sales cycle length

Sales Performance

1. 1. Lead-to-opportunity conversion rate
   2. Opportunity-to-sale conversion rate
   3. Team quota attainment
   4. New customer acquisition
   5. Customer retention rate

Customer Experience

1. 1. Customer satisfaction levels
   2. Customer referral generation
   3. Average quotation turnaround time
   4. Average response and follow-up times
   5. Reduction in customer complaints

Team Development

1. 1. Sales Executive productivity
   2. Individual KPI achievement
   3. Training completion and competency improvement
   4. Employee engagement and retention
   5. CRM compliance and data accuracy

Success in the Role

Within the first 12 months, the successful Sales Manager should be able to demonstrate measurable improvements in:

1. 1. Revenue growth
   2. Sales forecasting accuracy
   3. Pipeline quality and visibility
   4. Lead conversion rates
   5. Average deal value
   6. Sales cycle efficiency
   7. Customer acquisition
   8. Customer satisfaction
   9. Team capability and productivity
   10. CRM discipline and reporting accuracy
   11. Cross-functional collaboration
   12. Overall sales department profitability
       
       

       SEND CVs TO

       careers@enersavesolutions.com