Job Purpose Statement

Join a mission-driven, vendor-authorised training partner entering a new era of innovation, digitalisation, and bold market expansion. This is a high-impact opportunity to lead and energize the company’s entire sales function, targeting ambitious growth while helping to redefine how learning and certification services are delivered and experienced.

The Sales & Market Development Executive leads and transforms a high-performing, customer-centric sales organisation, driving innovative revenue growth, market positioning, and commercial excellence across all lines of business, including vendor-authorised training, certification, skills outsourcing, and Business Processing Outsourcing (BPO) services.

This role is responsible for architecting and executing winning sales strategies, cultivating long-term client relationships, and delivering tailored solutions that maximize value, learning outcomes, and customer satisfaction. The Sales & Market Development Executive fosters a culture of service excellence, continuous improvement, team development and empowering the sales force with advanced training, consultative capabilities, and future-ready skills to sustain competitive advantage and to realize ambitious growth objectives in domestic and global markets.

Job Outputs

• Achieve or exceeds revenue growth targets for all service lines, including training, certification, skills outsourcing, and BPO programs through strategic sales campaigns and high-value partnerships.
• Spearhead entry into new markets (Africa and beyond), secure new enterprise accounts and expand relationships, resulting in large, multi-year program sales and recurring revenue streams in local and offshore markets.
• Forge strategic partnerships with Enterprise HR & talent management teams, and BPO providers in key offshoring geographies (e.g., South Africa, USA, Eastern Europe).
• Position the organisation as a preferred vendor and thought leader, increase market penetration and brand authority across all relevant industry segments.
• Designs and deliver bespoke, consultative solutions that address client learning, talent, and operational needs, resulting in measurable improvements in customer satisfaction and retention.
• Elevate the standard of customer service excellence, as evidenced by high Net Promoter Scores, repeat business, and positive client testimonials.
• Build and sustain a world-class sales team through targeted training, coaching, and talent development, driving consistent improvements in performance and capability.
• Continuously adapts go-to-market strategies to reflect competitor analysis, market trends, and evolving client requirements, ensuring commercial agility and differentiation.
• Deliver robust sales forecasting, reporting, and analytics, providing executive leadership with clear visibility into performance, risks, and opportunities for growth.
• Nurture the strategic relationship with OEM vendor(s) (e.g., Microsoft, , AWS, Huawei, etc.), together with the Business Unit Managers, alignment with their Go To Market objectives and to meet/exceed Key Performance Indicators (KPIs).
• Collaborating with vendor field sales and marketing teams to develop and execute joint go-to-market plans.
• Champion the adoption of next-gen sales tools, analytics, and automation to accelerate the sales cycle and improve team productivity.
• Lead internal transformation initiatives to upskill the sales force on consulting-led, outcomes-based selling and collaborative program design.
• Lead and manage a team consisting of a sales manager, account executives / training solution managers, internals sales account managers, business unit managers, business development managers and collaborate and initiate sales initiatives with departments within the organisation.
• Identify and provide business case/s on potential vendor portfolios for Mecer Inter -Ed to onboard and align with.

 
Key Accountabilities

Revenue Generation:

• Own and achieve ambitious revenue growth targets for all lines of business, driving expansion in vendor-authorised training, certification, skills outsourcing, large programs/ learnerships and BPO service offerings.
• Design and execute high-impact sales campaigns, partnership programs, and account management strategies to accelerate net new customer acquisition and optimize recurring revenue streams.
• Champion cross-selling and upselling initiatives, ensuring existing clients are continually presented with high-value solutions and bundled services aligned to their evolving needs.
• Oversee revenue forecasting, pipeline management, and deal execution—using CRM and analytics platforms to monitor performance, course-correct, and report results to executive leadership
• Develop innovative pricing strategies, commercial models, and incentive plans to enable market entry, client retention, and competitive advantage across diverse market segments.
• Build and maintain strategic alliances with key vendors, channel partners, and enterprise clients, leveraging relationships to unlock joint go-to-market programs and expanded reach.
• Lead the sales team with accountability for meeting or exceedingly quarterly and annual revenue goals, while cultivating a culture of ownership and data-driven achievement at every level.

 Customization and Consultation:

• Engage with enterprise clients, partners, and channel stakeholders to conduct in-depth needs analysis, contextualize business challenges, and uncover unique training requirements
• Ensuring the BU managers and sales team can act in a consultative capacity, understanding client business needs and tailoring vendor training solutions to meet specific industry and organisational challenges.
• Act as a trusted advisor, providing consultative insight into market benchmarks, ROI modeling, and future-ready skills development strategies, helping clients make informed, value-driven investment decisions
• Lead post-sale consultation, support program launches, ongoing improvement, and client success reviews to maximize satisfaction and lifetime value.

 Market Positioning and Development Across All Lines of Business:

• Develop and execute strategies to position the company as the preferred partner for vendor-authorised training and certification solutions, Workforce development and Talent acquisition/placement in each targeted segment (enterprise, channel, skills outsourcing, and Business process Outsourcing)
• Continuously benchmark competitors and analyze market trends to inform differentiated value propositions, pricing models, and go-to-market messages for each service line.
• Lead the creation and promotion of compelling, sector-specific solution bundles and thought leadership campaigns that elevate brand authority in current and emerging markets.
• Foster cross-functional collaboration between sales, marketing, product, and delivery teams to ensure consistent and effective articulation of the company’s strengths and value across every customer touchpoint
• Represent the business at industry events, partner forums, and large client engagements to strengthen visibility and credibility in the marketplace.
• Drive the adoption of digital and data-driven marketing initiatives to broaden reach, enhance lead generation, and cultivate strong brand preference across all prioritized segments.
• Ensure each line of business has clear, measurable market share and growth targets—and regularly report progress, market shifts, and repositioning needs to executive leadership.
• Customer Service Excellence:
• Champion a service-led culture that consistently delivers exceptional experiences and outcomes for all customers—enterprise, channel, and learner—across every touchpoint.
• Model and reinforce best-in-class customer relationship management, driving swift, solution-oriented responses to client needs, issues, and feedback.
• Embed service excellence KPIs into all sales, account management, and program delivery processes to ensure high Net Promoter Scores (NPS), repeat business, and referral growth.
• Continuously analyze customer journeys and advocate for improvements in support, onboarding, and ongoing service—proactively eliminating friction and maximizing lifetime value.
• Recruit, develop, and empower team members to deliver “above and beyond” service, building client loyalty and creating brand advocates in an increasingly competitive market.
• Sales Team Training:
• Design, implement, and continuously refine comprehensive onboarding and ongoing training programs that equip sales team members, managers, and associated workforce-of-the-future teams with best practices, product expertise, and consultative selling skills.
• Champion the deployment of training aligned to the latest vendor solutions, certification standards, digital sales tools, and customer engagement models.
• Foster a continuous learning culture by promoting access to internal and external development resources, regular role-play sessions, simulation exercises, and targeted coaching.
• Identify and nurture high-potential team members, preparing them for advanced roles within the organisation by creating career pathways linked to sales competency, solution leadership, and customer service excellence.
• Identify and nurture high-potential team members, preparing them for advanced roles within the organisation by creating career pathways linked to sales competency, solution leadership, and customer service excellence.

Ad Hoc Duties:

• Various administrative tasks, beyond the above listed, from time to time.

Qualifications, Experience and Skills

• Bachelor’s Degree in Business, Sales, Marketing, or a related field; advanced degree or relevant certifications (e.g., training management, consultative sales) are advantageous.
• Minimum 10 - 15 years of progressive sales leadership experience in enterprise B2B services, technology-enabled training, certification, workforce solutions, or BPO/talent outsourcing markets.
• Proven track record of consistently exceeding revenue targets, securing large enterprise deals, and launching innovative service offerings in local and offshore markets.
• Demonstrated expertise in market positioning, solution customization, consultative selling, account management, and customer service excellence within a competitive or regulated industry.
• Strong proficiency with CRM platforms, sales automation tools, digital engagement solutions, and data-driven sales reporting and analytics.
• Exceptional team leadership, coaching, and talent development skills, with a track record building resilient, high-performing, and future-ready sales teams.
• Outstanding communication, negotiation, stakeholder management, and relationship-building abilities across executive, client, vendor, and cross-functional teams.
• Adaptable, strategic thinker with a growth mindset, continuous improvement orientation, and ability to drive transformation in complex, fast-changing environments.

Knowledge

• Thorough understanding of vendor-authorized training, certification frameworks, and skills development ecosystems—including industry standards, compliance, and accreditation processes
• Deep understanding of the vendor's partner program requirements, benefits, and specializations
• Deep commercial knowledge of enterprise B2B sales cycles, solution selling methodologies, contract negotiation, and managed service models in education, workforce, or BPO markets.
• Awareness of market positioning strategies, value proposition development, and competitor benchmarking across multiple service lines and global regions.
• Familiarity with digital transformation trends in learning (LMS, virtual academies, automation, online engagement), and their impact on training delivery and customer experience.
• Expertise in customer relationship management, service excellence principles, and performance metrics such as Net Promoter Score (NPS), customer retention, and lifetime value.
• Knowledge of talent management practices, skills outsourcing operations, and offshoring business models, including partner ecosystems and regulatory factors.
• Understanding of team training requirements, sales enablement, and adult learning principles necessary for building high-performing, future-ready sales teams.
• Proficient use of CRM platforms, sales analytics tools, and reporting systems to monitor pipeline, forecast revenue, and drive continuous commercial improvement.

Competencies

• Strategic leadership—formulates and executes impactful go-to-market and revenue generation strategies across complex, multi-service lines.
• Consultative selling—engages clients, uncovers needs, and co-creates tailored solutions through advanced listening, analysis, and recommendation skills
• Customer-centricity—demonstrates commitment to customer service excellence, nurturing strong, trust-based relationships resulting in high satisfaction and retention.
• Market positioning—designs compelling value propositions, competitive positioning, and integrated campaigns to differentiate the business in current and emerging segments.
• Team building & coaching—develops and empowers high-performing, resilient sales teams through focused training, mentoring, and clear performance management.
• Change agility—adapts quickly to new opportunities, technology, and evolving market/enterprise requirements; drives continuous improvement and transformation.
• Stakeholder management—effectively communicates, influences, and negotiates with internal and external stakeholders including vendors, enterprise clients, talent partners, and leadership.
• Data-driven decision making—utilizes CRM, analytics, and business intelligence tools to guide strategies, measure performance, and deliver results against targets.
• Project management—oversees complex, multi-phase program launches and enterprise engagements, ensuring milestones, budgets, and client expectations are met.

Skills

Abilities of the employee to perform effectively and efficiently:

• Advanced sales skills: enterprise sales, solution selling, consultative engagement, contract negotiation, and deal closure expertise.
• Strategic planning: ability to design and implement commercial, go-to-market, and market positioning strategies that drive growth and differentiation.
• Relationship management: builds trust with clients, partners, vendors, and cross-functional teams through active listening, empathy, and tailored communication
• Team leadership & coaching: recruits, trains, motivates, and mentors sales team members for ongoing performance and professional development.
• Communication skills: delivers persuasive presentations, writes compelling proposals, and manages complex stakeholder discussions with clarity and impact.
• Digital fluency: proficient in CRM platforms, sales automation tools, lead generation software, and digital engagement methods.
• Analytical thinking: interprets sales analytics, forecasts revenue, monitors KPIs, and makes data-driven decisions for improvement and risk mitigation.
• Project and program management: steers large-scale program launches, multi-phase client engagements, and complex sales cycles from initiation to close
• Adaptability: quickly adjusts strategies, offerings, and approaches to suit new market trends, technology, client needs, and regulatory requirements.
• Solution customization: collaborates with clients and internal teams to design bespoke training, certification, and talent management solutions that deliver measurable outcomes.