Executive Sales and Business Development

Title

Executive Sales and Business Development

Job Description

This role is part of the HealthTech Executive and as such the candidate needs be accountable for their specific functional area but also be involved in the overall management and running of the business so that the overall strategy can be executed.

Lead the Sales and Business Development function for Altron HealthTech (AHT) and achieve and exceed revenue targets.

Provide strategic direction to the entire sales function for AHT - formulating and implementing clear and effective strategic, commercial, operational, and business growth strategies and plans. Drive long-term sustainable value and drive growth within sales which is aligned with Altron’s Vision, Mission, and Values.

Ensures the Sales department is efficient, effective, quality-conscious and profitable in all target business areas. Drives collaboration with other departments within the operating company, division, and business units under the Altron umbrella.

Work with the Group Marketing Function to define and execute an appropriate marketing strategy to support the overall business strategy and sales plan.

KEY RESPONSIBILITIES:

• Own and deliver on the planned sales, revenue, margin and profitability of AHT.
• Build a high-performing sales team to execute on the AHT Strategy.
• Own, develop and lead the formulation and implementation of the sales strategy and budget for AHT.
• Ensure sales plans and account plans are developed, kept updated and executed upon.
• Measure and monitor performance against the strategy and direct corrective action where appropriate to drive performance.
• Build a suitable pipeline, coverage model to ensure targets are attained across the portfolio. Consider short and medium-term objectives of the business to ensure the pipeline can support sales and revenue targets.
• As a member of the executive team, contribute towards the formulation and implementation of overall sales strategies and plans with specific focus on AHT’s revenues and margins which enable the achievement of mission and objectives.
• Translate business strategies/plans into sales priorities and measure sales performance from an AHT perspective.
• Run regular sales cadence sessions across all sales areas to ensure targets are being met and corrective action set.
• Maintain an extensive network of internal and external contacts to ensure that AHT is optimally placed in its understanding of business, economic, political and commercial challenges and opportunities.
• Lead relationship building initiatives with Clients and Principal Vendors including playing the lead role in negotiations with respect to pricing & procurement control.
• Educate and keep AHT up to date on Sales and business trends.
• Coach, support, mentor and challenge subordinates in the application of effective sales practices, provide advice and guidance on complex sales issues to minimise risk and ensure performance.
• Provide the team with an empowering view of Altron’s mission, vision, values and the key strategic objectives so that these stakeholders are fully aware of the current as well as future opportunities and challenges.
• Build an annual marketing budget aligned to support the business objectives.
• Define and execute on the marketing plan to support the objectives of the business. This will include utilising the Group Marketing function where appropriate.
• Ensure AHT is well positioned on all channels (social media, print, events, etc) so that we can drive awareness of the HealthTech value propositions.

CORE RESPONSIBILITIES:

Operations Management and Planning

• Assist the Executive Leadership in recommendations, manage the budget and P&L for the sales department.
• Monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities and the team focuses on delivering against P&L targets to meet financial performance targets.
• Play a key role in review and development of functional plans targets and budgets within the sales team to ensure that plans are realistic and stretching but capitalise upon commercial/operational opportunities.
• Manage the development and oversee compliance of sales standard operating procedures and contribute to the development of corporate governance in order to drive the growth of the company.
• Identify and assess opportunities and new ideas within the sales department for collaboration with other department heads, lead own team to make a professional assessment and present appropriate recommendations to the AHT management team.
• Provide regular performance reports to the AHT Managing Director and participate with the extended management team in business reviews.
• On an ongoing basis, examine current operational processes to identify and implement potential operational improvements that will positively impact upon service, profitability, and cost performance for the business.
• Identifies and facilitates Sales and business growth opportunities and constantly keeps the Commercial issues on the operations leadership team’s radar.
• Provides active input into new business development strategies and how opportunities will impact product offering and revenue for AHT.
• Drive sales collaboration across businesses including cross and upsell opportunities.
• Support Group Marketing initiatives

Staff Leadership and Management

• Manage the effective achievement of sales objectives through effective leadership and by setting of individual objectives, managing performance, developing, and motivating team to maximise performance.
• Management of the AHT Marketing function.
• Set and contract appropriate sales and revenue targets ahead of the financial year start.
• Set and contract appropriate sales and revenue targets ahead of the financial year start.
• Build and manage a high performing team by providing leadership, role clarity, training, and career development.
• Ensure open communication channels with staff and implement change management interventions where necessary.
• Provide definition of roles, responsibilities, individual goals and performance objectives for the team.
• Set Goals (KPIs) and provide regular performance feedback through a well-defined and implemented performance review program within the business unit.
• Encourage knowledge transfer through development and implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan.
• Performance manages resources in accordance with policy and legislation where necessary.
• Promote an ‘Altron centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance.

Governance, Risk and Business Continuity Management

• Assist in ensuring that appropriate governance systems are in place and in line with future requirements, i.e., policies, procedures, and reporting structures.
• Assist to continually assess the competitiveness of all sales programs and practices against the relevant comparable companies, industries, and markets.
• Stay up to date with new trends and innovations in comparable companies, industries, and markets.
• Assist the AHT Leadership to manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.
• Assist the AHT Leadership to lead and guide improvement projects that will protect against risks in the business unit.
• Establish and maintain the highest ethical standards in operations practices in line with Altron’s values.
• Assist the AHT Leadership to ensure that sales are fully compliant with all Altron initiatives through conducting regular audits and taking corrective action.

External Parties and Relationship Management

• Oversee relationship with customers, service providers and ensure all the services are delivered as agreed, evaluate the performance of consultants, and report any deviations to the relevant department for any corrective actions.
• Manage relationships with department Heads and other sales heads and act as a trusted advisor

ACCOUNTABILITY

Revenue under management

• Circa R500m to 750m

Budget under management

• TBC

Educational Qualifications:

• Bachelor’s Degree or equivalent
• Leadership/Executive Development Programme/s

Other requirements

• Demonstrated skills, knowledge, and experience in managing an operations function within a complex organisation.
• Knowledge of local laws.
• Strong oral and written communications skills.
• Excellent negotiation skills.
• Management experience to produce long term strategies around operations management aligned to overall sales strategy.
• Leadership experience.
• A good knowledge of business processes.
• Excellent organisational and prioritisation skills.
• Finger on the pulse of up-and-coming trends in relation to operations management
• Strong influencing skills.
• Strong commercial and financial acumen
• Strong problem-solving abilities
• Strong analytical thinking skills
• Ability to drive innovation.
• Ability to leverage networks and relationships.
• Health Care industry knowledge – Beneficial

Years of Experience

• 15+ years of progressive, professional, and holistic Sales experience
• Experience in aligning marketing initiatives to support business objectives.
• Experience managing a sales function within a complex organisation.
• Minimum 5 years at senior management level

Education

Languages

English