About the company: Publishing SectorLocation: Cape TownOffice based/hybridSalary: R75 000 – R79 000 (cost to company includes Basic salary, Travel Allowance, Pension, Group Life, Disability, Medical aid, and Gap cover)Aim of the Job: The focus of this role is to grow and retain sales by implementing, monitoring and constantly improving the sales enabling functions, including data and reporting, submissions and tenders, digital customer success, customer support for key account customers and sales administration. Additionally, to provide support to all the company's sales teams in Southern Africa with the aim of setting and meeting strategic objectives, exceeding financial targets, ensuring maximum customer retention, and driving growth through new business opportunities in a constantly changing business environment. Overall, the Head of Sales Enablement helps drive strategic decisions by transforming raw data into actionable insights that enhance sales performance and operational efficiency within our organization.Requirements:Relevant degree in Statistics, Mathematics, Economics, Computer Science, Business Administration, or a related field.Proven experience (typically 3+ years) in data analysis, preferably in a sales or business analytics role.Strong analytical skills with proficiency in statistical analysis and data manipulation tools (e.g., Excel, SQL, Python/R).Expertise in data visualization tools and techniques (e.g., Tableau, Power BI) to create impactful visualizations.Excellent storytelling and communication skills, with the ability to simplify complex data concepts into actionable insights.Business acumen and understanding of sales processes, metrics, and KPIs.Ability to work collaboratively in a team environment and manage multiple stakeholders.Attention to detail and a commitment to data accuracy and quality.Experience in creating and managing digital customer success processes and resources.Experience in managing product lifecycles and customer journeys, preferably within an educational context.Strong analytical skills and experience of Salesforce implementation and data-led sales strategies and planning.Proven track record of networking, relationship management and developing positive ethical working relationships with stakeholders.Experience with digital resources for education within Africa.Experience in managing customer relationships.Track record of being innovative and solutions focused.Knowledge of the education sector in southern Africa including Schools, HE and TVET markets is desirable.Additional Considerations:Certifications in data analysis, business intelligence, or related fields are advantageous.Experience with predictive analytics and machine learning concepts is a plus.Familiarity with CRM systems (e.g., Salesforce, HubSpot) and marketing automation tools is beneficial.Attributes:Action and delivery oriented.Strategic thinker.Shows resilience and commitment.Problem solver.Positive attitude.Deadline-driven.Highly organized multi-tasker.Conceptual thinker working to a longer-term view.Strong communicator with excellent interpersonal and presentation skills.Demonstrates a spirit of competitiveness.Displays ethical behaviour.Supports teamwork and empowers others to achieve their objectives.Principal Accountabilities:Data Collection and Analysis: Gathering sales data from various sources such as CRM systems (Salesforce), transaction records, and market data. Analyzing this data to identify trends, patterns, and correlations.Data Visualization: Presenting data in a visual format (charts, graphs, tables) that is easy to understand for stakeholders, enabling them to make informed decisions.Tools and Technologies: Proficiency in using analytical tools and software such as BI tools (Tableau, Power BI) and CRM systems (Salesforce).Team Leadership: Recruit, upskill and monitor skilled sales enablement staff for all key deliverables. Manage the team to create a strong team culture. Conduct regular team meetings to ensure that goals, decisions, and plans are communicated and shared, and that team issues are resolved in a timely manner.Sales Processes and Support: Strategically focus on the sales enablement team on improving sales processes. Support the senior sales management team to make our products as easy as possible for customers to adopt and buy. Collaborate with sales director and sales managers to consider where we need to plan improvements and developments to customer experience, sales campaigns, and sales tools, to enable continued sales success.Stakeholder Management: Build trusted relationships with key internal and external stakeholders. Collaborate with the Sales and Marketing teams to suggest opportunities and design and implement strategies to get leads and retain, or cross-sell and up-sell digital products and platforms.Digital Customer Success: Collaborate with the Digital Customer Success Specialists to plan, manage and track the onboarding, adoption, support and retention processes for multiple digital products and platforms.Tenders and Submissions: Collaborate with the Campaigns and Submissions Controller to ensure that tender boxes and the PASA mailbox are monitored regularly; that the business is updated on submission and tender opportunities; that approved tenders and submissions are project managed effectively and that documentation is completed accurately and timeously. Prioritize opportunities and make recommendations to the business about opportunities to pursue.Campaigns and Product Samples: Contribute to the annual strategy and budget for campaigns and product samples; work with the Campaigns and Submissions Controller to ensure that product samples are delivered to provinces in time for campaigns and implement the product sample policy.Sales Tools and Data: Collaborate with the Data Specialist to identify data sources so that the business can make data-driven decisions; support sales tools such as Salesforce; maximize the use of sales performance tools, prioritize data analysis and reporting requirements; design, test and implement automated dashboards and reporting. Identify mechanisms to store, share and effectively make use of rich data to drive decision making and test misconceptions/assumptions and narratives within the business.Policies: Ensure that Due Diligence, Compliance policy and ethical practices are followed accurately in all our tasks and dealings. Ensure 100% completion of online Code of Conduct / Ethical Policies training. Demonstrate the values in all of dealings.
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