MEA Sales Specialist

Are you ready to take the next step in your career?

 The role is accountable for driving new and renewal Annual Contract Value (ACV) revenue and gross profit growth through the sale of Business Process Services and Contact Centre of the future solutions across South Africa and the MEA region. The role embeds the operating model, enforces governance guardrails and ensures commercially viable, operationally executable sales outcomes.

Minimum Requirements:

• A minimum of 5 years experience selling large, complex outsourcing contact centre solutions/services including professional services / consulting at an Enterprise level with a proven track record in consistently achieving/exceeding targets

• Or a minimum of 5 years experience as a Senior Manager within a contact centre, with a willingness to sell large, complex outsourcing contact solutions/services.

• Strong understanding of the business challenges facing organisations in relation to the BPO contact strategy and customer management

• A track record of identifying and closing opportunities.

What you'll be doing

1. Sales

• Identifies and drives Business Process Services (BPS) and Contact Centre of the Future sales opportunities through external channels against defined ACV, renewal and gross profit targets

• Defines, structures and develops commercial proposals through the appropriate engagement and solution design model

• Identifies the appropriate internal decision-making forums to facilitate effective, timely and compliant commercial decision making

• Presents sales proposals to the appropriate level of prospective client management in order to secure new and renewal of accounts

• Identifies commercial, operational and delivery risks and ensures mitigation through defined BPS governance processes and protocols

• Leads negotiations in respect of all commercial propositions to secure favourable contractual, pricing and risk outcomes for the business

• Drives the end-to-end sales process from opportunity identification through to contract finalisation

• Reports on progress towards achieving revenue, margin and pipeline targets and ensures delivery against agreed financial goals

• Provides visible senior sales leadership, support and subject matter expertise on strategic opportunities across South Africa and MEA

• Secures and maintains an appropriate pipeline of qualified opportunities and leads the development of channels to support future growth

• Ensures effective transition from sales to operations by briefing delivery stakeholders and supporting governance during handover

2. Research and Analysis

• Develops and refines engagement models and solution offerings aligned to market demand and client needs

• Develops and maintains an in-depth understanding of the South African and MEA Contact Centre and BPO market dynamics

• Researches and analyses competitor offerings, pricing models and delivery methodologies to identify and leverage differentiation

• Researches prospective client businesses, including operating models, decision-making structures and organisational influences

• Attains and maintains expert knowledge of the BPS and Contact Centre solution portfolio

3. Operations Transitioning and Governance

• Develops and refines engagement models and solution offerings aligned to market demand and client needs

• Develops and maintains an in depth understanding of the South African and MEA Contact Centre and BPO market dynamics

• Researches and analyses competitor offerings, pricing models and delivery methodologies to identify and leverage differentiation

• Researches prospective client businesses, including operating models, decision making structures and organisational influences

• Attains and maintains expert knowledge of the BPS and Contact Centre solution portfolio