We are looking for someone who:
Is a leader and passionate about transforming sales and marketing and whose
values align with that of FPG. We are on a mission to deliver support flexible and secure solutions that ensures choice for our customers. We achieve our mission through Flexibility, Leadership, Integrity, Simplicity, Synergy and a Go-Beyond attitude.
Has high emotional intelligence – You have genuine empathy for others, and
maximize your impact through understanding the motivations of your team, and adapting your communication accordingly.
Is a positive change agent – You have a track record of leading and empowering groups towards driving improvement while navigating change and
simultaneously winning. You create a culture of transparency and focused
improvement while having fun and fostering a strong team environment.
Has a commitment to overachievement – you have a never quit attitude, and get buy-in to overachieve against targets regardless of the adversity being faced.
Is data-driven – You leverage and can communicate using data to improve core
KPIs that matter to the individuals on your team and to help drive FPG`s strategic plan.
Has experience managing in a structured sales environment. These include
managing via a sales methodology and structured deal management by sales
Uses good judgement – Especially when tasked with difficult decisions. You are a person who exudes good judgement in decision-making.
Is accountable – You have honest, transparent and authentic communications
with your colleagues, regardless of personal ramifications.
Is a team builder and coach of learning sellers – You not only motivate individuals but a team towards a collective vision and manifest a team atmosphere. You have experience coaching sellers with 0-5 years closing experience with low attrition and examples of driving reps from zero to hero.
As a Sales Manager at FPG, you are expected to:
Support the business in cross-functional projects to drive organizational
Support salespeople in all aspects of the sales process and keep them
accountable to KPIs that drive the business.
Have a track record of being an excellent coach.
Have an analytical mindset and leverage data across all interactions.
Have excellent time management and organizational skills.
Be an effective communicator and motivator across multiple mediums, both
externally and internally.
As a Sales Manager at FPG, you MUST meet the following criteria;
A minimum of 7 years demonstrable proven record of accomplishment in sales
within the IT industry.
A minimum of 3 years’ experience effectively leading a successful sales team in the IT industry.
Experience in successfully mentoring and/or leading others effectively.
Experience in complex solution selling.
Experience leading a consultative sales process.
Must be tech-savvy and abreast of evolving technological trends especially in areas of Enterprise Security, Infrastructure, Cloud and Mobility Solutions.
Experience using CRM to manage and forecast sales opportunities.
Experience writing winning proposals.
Skills and Abilities:
Strong analytical skills to identify trends and patterns.
Strategic planning abilities.
Collaboration and motivation skills.
Excellent customer relationship skill.
Excellent negotiation & presentation skills.
A minimum of a B.Eng./B. Tech. in Electronics/ Electrical/ Mechanical/
Computer Engineering, Information Technology or any related field.
A masters degree or an MBA will be added advantage.
Possesion of ITIL certification.
Other relevant professional certifications (sales or technical).
Develop and execute the sales strategy in line with the company`s overall strategy
through the demonstration of personal leadership, flexibility, intergrity, go-beyond attitude, simplicity and synergy with other units, team mates, colleagues and customers with the sole purpose of achieving and exceeding set revenue, GP and other performance targets.
Sales Team Leadership.
The essential responsibilities of the Sales Manager is to be abreast of FPG’s solutions and services, channel networks, technology trends, understand the evovlving market
trends and changing customer needs with the aim of working smart and mananging relevant team(s) effectively to capture sales opportunities while collaborating with other units in FPG towards successful closure of deals and achivement of set revenue and profitability targets.
This entails carrying out all the processes of sales management, complex solutions sales of prospecting, probing, qualifying, validating, proposing/ presentation/ quoting/objection handling, negotiating, closing deals and chasing receivables as well
as following up on after sales support and continuous customer satisfaction. Maintain
and ensure relevant members of your team also maintain deep and important customer relationships that entrenches FPG in the market.
The specific functions of the Sales Manager include but are not limited to the following:
Consistently achieve assigned revenue and profitability targets.
Responsible for managing the relevant territory sales team, developing a business
plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organization’s presence, brand and solutions throughout Nigeria and any other markets as may be assigned.
Responsible for obtaining profitable results through the sales team by developing the team through motivation, counselling, skills development and product
Accurately forecasts annual, quarterly and monthly revenue streams, develops specific plans to adapt to constant shifts in the marketplace and ensure revenue growth in all company’s products and coordinate proper company resources to
ensure efficient and stable sales results.
Initiate, build and maintain relationships with influencers, decision makers and customer stakeholders for the purpose of delivering on our organizational goals.
Performs sales activities on major or other accounts and negotiate sales prices
and discounts in consultation with your Manager.
Forming sales strategies to keep FPG competitive and innovative.
Collaborate with your manager to develop sales strategies to improve market
share in all product lines, interpret short- and long-term effects of sales strategies on operating profit.
Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports and cyclical sales
meetings, provide quarterly results assessments of sales staff’s productivity.
Assists sales personnel in establishing personal contact and rapport with top echelon decision-makers and in progressing and closing deals.
Provide training and development plan for team.
Educate sales team by establishing programs/seminars in the areas of new
account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, giving practical /field examples and good level of sales support, management of expenses and business/financial issues on contracts.
Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment
where customer service can flourish.Assist in the development of the annual sales plan
Responsible (in collaboration with relevant colleagues) for the planning,
recruitment, direction, organisation and control of sales reps to accomplish specific objectives.
Work with the Marketing team to initiate, plan and execute demand generation,
marketing events and monitor ROI for such.
Ensure regular /routine sales reports to management as agreed.
Provide relevant feedback to Management.