JOB DESCRIPTION OVERVIEW:
The Sales Manager – Information Solutions Group (ISG) is responsible for leading and managing the overall sales performance of the ISG. The position is accountable for achieving revenue and gross profit targets, developing the sales pipeline, strengthening customer and principal relationships, and driving the successful execution of sales strategies.
The position provides leadership to the ISG sales team, ensures disciplined sales management and forecasting, identifies new business opportunities, and collaborates with Technical, Operations, Finance, Marketing, and other support functions to deliver profitable and sustainable business growth.
Responsibilities:
- Reports directly to the Director of Sales.
- Develop and execute the ISG sales strategy aligned with the company's overall business objectives.
- Lead the sales team in achieving monthly, quarterly, and annual revenue and gross profit targets.
- Identify new markets, customers, industries, and business opportunities for ISG solutions.
- Develop strategies to increase customer acquisition, retention, cross-selling, and upselling.
- Establish and maintain strong relationships with key customers, decision-makers, and business partners.
- Drive strategic and high-value opportunities from qualification through closing.
- Personally manage or oversee major, strategic, and complex accounts and opportunities.
- Monitor competitor activities, market trends, pricing movements, and emerging technologies.
- Maintain a healthy and sufficient sales pipeline to support the division's revenue targets.
- Ensure all sales opportunities are properly qualified, documented, and updated in the company's CRM.
- Conduct regular Pipeline Cadence, Deal Cadence, and War Cadence meetings as appropriate.
- Review opportunity stages, probability, expected closing dates, deal value, and gross profit.
- Ensure accuracy and reliability of sales forecasts.
- Challenge sales team assumptions and require clear action plans for at-risk opportunities.
- Monitor pipeline conversion, win/loss ratio, sales cycle, and other key sales metrics.
- Ensure achievement of both revenue and gross profit (GP) targets.
- Review pricing, cost, margins, and commercial terms before submission of proposals and quotations.
- Ensure sales opportunities meet established minimum GP requirements and approval thresholds.
- Work closely with Director of Sales, Finance and Management on pricing, discounts, special deals, and exceptional commercial arrangements.
- Monitor actual sales performance against budget and forecast.
- Identify opportunities to improve profitability without compromising customer value or competitiveness.
- Lead, coach, motivate, and develop the ISG sales team.
- Set clear individual and team targets, KPIs, and performance expectations.
- Conduct regular one-on-one coaching and performance reviews.
- Monitor sales activities, productivity, conversion rates, and achievement of targets.
- Address performance gaps through coaching, development plans, and appropriate performance management.
- Promote accountability, discipline, teamwork, and customer-focused behavior.
- Identify training and development requirements of the sales team.
- Build and maintain relationships with strategic and key accounts.
- Ensure customer concerns and escalations are addressed promptly and appropriately.
- Participate in customer meetings, presentations, negotiations, and business reviews when required.
- Develop account plans for strategic customers and identify opportunities for account expansion.
- Ensure sales commitments are realistic and properly coordinated with internal teams before being communicated to customers.
- Oversee major proposals, tenders, and bidding activities of the ISG Division.
- Ensure complete and timely submission of required commercial and technical documents.
- Coordinate with the Bidding Committee, Technical Team, Finance/Accounting, HR, and other relevant functions as required.
- Review commercial proposals and ensure pricing and margins comply with company policies.
- Lead negotiation of major deals and contracts within approved authority.
- Ensure appropriate approvals are obtained before final commercial commitments are made.
- Work closely with Technical, Product Management and Operations teams to ensure proposed solutions are technically and operationally feasible.
- Coordinate with Finance regarding pricing, credit terms, collection concerns, and profitability.
- Work with Marketing on campaigns, events, lead generation, and market development activities.
- Coordinate with HR regarding manpower requirements, recruitment, training, and sales team development.
- Collaborate with other business units to identify cross-selling and bundled business opportunities.
JOB QUALIFICATIONS:
- Bachelor's degree in business, Marketing or a related field.
- With at least 5 years experience in B2B Sales, preferably in IT, technology solutions, hardware, software, networking, cybersecurity, cloud and related industries.
- At least 3 years of experience in sales leadership or management role.
- Experience managing enterprise or strategic accounts is highly preferred.
- Must be willing to work onsite in Makati City.
