We are seeking a motivated and driven Sales Account Executive - ERP to join our team at AWCape. This role is essential in driving our sales efforts through a strategic approach to lead generation, relationship building, and client engagement. The Sales Account Executive - ERP will focus on generating qualified opportunities, managing the sales pipeline, and nurturing leads through various outreach channels, including inbound, outbound, marketing campaigns, LinkedIn, and more. The ideal candidate is results-oriented and thrives in a dynamic environment, committed to achieving and exceeding sales goals. If you have the qualifications and ambition to thrive in a dynamic environment, we invite you to apply.
At AWCape, we specialize in delivering comprehensive ERP services as a platinum partner of Sage, focusing on Sage 300 Cloud and Sage Intacct products, meticulously implementing and managing the Sage product to ensure seamless and efficient operations. Committed to excellence, our team is dedicated to delivering superior solutions and exceeding customer expectations.
This position will report to the Sales, Managing Director. This position is required to be located in the Gauteng province with ability to travel to the Cape Town office as needed.
Key Responsibilities:
Lead Generation & Prospecting
- Identify and engage with potential customers through targeted outreach channels (email, phone, social media, etc.).
- Build and maintain rapport with contacts by offering relevant resources (e.g., webinar invitations, white papers, blog articles) and understanding their position in the buying process.
- Transform marketing leads into sales opportunities that meet minimum qualification criteria by educating and challenging prospective buyers.
- Partner with field sales representatives on outbound prospecting and competitive strategies to generate new business opportunities with a focus on continuous upskilling.
- Serve as the main point of contact for incoming calls and web inquiries, building strong relationships with potential clients.
- Manage and nurture leads through the sales funnel, ensuring timely and effective follow-up.
- Qualify leads to determine the best course of action for follow-up and close.
- Schedule and conduct introductory sales calls and demos in collaboration with the Sales Administrator.
- Consistently meet and exceed monthly, quarterly, and annual sales targets.
- Provide regular updates on lead status, sales progress, and pipeline management.
- Generate and distribute reports on sales lead activity and performance.
- Identify and engage clients with potential for additional services or new modules, actively working with HRP or ERP Consultants to align offerings with client objectives.
- Pursue new revenue opportunities with the goal of meeting or exceeding retention targets and capturing additional commissions on upsells or new module implementations.
- Proactively reach out to the respective leadership for Director of HR & Payroll Services or Divisional Manger, ERP to request HRP or ERP Consultant support when required for account retention, renewals, or upsells.
- Incorporate HRP Consultant insights into client communications and utilize their expertise to bolster retention strategies and renewal negotiations.
- Lead all client-facing engagements, finalize renewal terms, and secure upsells, ensuring a coordinated approach with the HRP or ERP Consultant.
- Maintain detailed client interaction records in HubSpot, including retention strategy discussions, potential upsell opportunities, and renewal status updates.
- Document actionable insights provided by HRP or ERP Consultants to strengthen client relationships and support retention and upsell strategies.
- Attend industry events, trade shows, and networking opportunities to build relationships with potential customers.
- Maintain up-to-date knowledge of company products and services, (e.g., Integration & automation, ERP, HRP, Outsource service and training).
- Uphold a professional appearance and work environment, reflecting AWCapes commitment to excellence.
- Drive retention efforts by maintaining strong client relationships and achieving retention targets as per the incentive structure.
- Ensure retention goals are met, with performance benchmarks tied to payout from the retention incentive pool.
- Collaborate with HRP or ERP Consultants to strategize and enhance client retention and renewal success, securing renewal opportunities and exploring upsell potentials.
- Other duties as assigned.
Business Acumen: Understand and leverage insights into how organizations operate, including business processes and people dynamics, to drive sales success.
Communication Skills: Possess excellent oral and written communication abilities, capable of engaging stakeholders at all levels, particularly C-level executives.
Relationship Management: Demonstrate experience in managing accounts and relationships for multiple clients, with a strong understanding of maintaining and developing productive client relationships.
Proactive Sales Hunter: Demonstrates ambition and ownership of the sales pipeline by actively seeking out opportunities and building a strong network. Takes initiative to drive business growth, always pursuing new leads and connections rather than waiting for opportunities to arise.
Customer-Centric Approach: Engage and build rapport with a demanding and high-caliber customer base, ensuring satisfaction and long-term partnerships.
Adaptability & Resilience: Thrive in a relaxed yet highly competitive environment, managing multiple priorities and meeting tight deadlines.
Collaborative Spirit: Known for your teamwork and willingness to contribute beyond your primary responsibilities, you consistently support company initiatives and work collaboratively to achieve shared goals.
Problem-Solving Skills: You handle escalations and difficult conversations with ease, embracing the challenge of finding innovative solutions. Your listening skills, empathy, and sound judgment enable you to turn situations around effectively.
Qualifications:
- Minimum of 3 years of experience in B2B sales, sales development, or a related field required.
- Undergraduate degree or diploma in Business, Marketing, or a related field is preferred, in lieu of a degree, 5+ years of relevant experience.
- Proven track record of meeting and exceeding sales targets.
- Strong familiarity with sales technologies and tools (e.g., CRM, marketing automation).
- Proficiency in Microsoft Office, particularly Excel and Word.
- Exceptional organizational skills, with a keen eye for detail and the ability to multitask effectively.
- 2+ years of successful experience in mid-market software sales, demonstrating a track record of achieving and exceeding sales targets.
- Lead Generation & Management: Focus on identifying, nurturing, and converting leads into qualified opportunities.
- Sales Process & Pipeline Management: Ensure a smooth transition from lead qualification to sales closing, managing the sales pipeline effectively.
- Client Relationship Development: Build and maintain strong relationships with potential and existing clients, contributing to client acquisition and retention.
- Client Retention & Renewal Management: Drive retention efforts by maintaining strong client relationships and achieving retention targets as per the incentive structure.
- Upsell and New Module Opportunities: Identify and engage clients with potential for additional services or new modules, actively working with HRP or ERP Consultants to align offerings with client objectives.
Work Environment:
Work can take place either in an open office setting or remote setting with the expectation to travel onsite based on business and management needs. This is a full-time position that requires the ability to work a flexible and regular full-time schedule. It requires the ability to sit and work at a computer for extended periods of time and communicate effectively with a diverse audience in person, by phone and by computer.
About Us:
AWCape is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applications from qualified candidates of all backgrounds, regardless of race, religion, sex, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, pregnancy, maternity, or any other legally protected characteristics.
