About the position
Role Overview:
The Executive: Sales is responsible for leading the Group’s sales organisation to achieve ambitious revenue and profitability targets through the acquisition of new customers, expansion of strategic accounts, and development of a high-performance sales culture.
The role leads the Account Executive team, develops and executes the Group’s commercial growth strategy, and drives sales performance across all business units. Success in this role is measured by the team’s ability to consistently exceed revenue and PBIT targets while strengthening strategic customer and OEM relationships.
As a member of the Executive Leadership Team, the Executive: Sales plays a key role in driving the Group’s growth agenda and commercial success.
Key Responsibilities:
Sales Leadership:
- Develop and maintain executive-level relationships with strategic customers, OEMs, and industry stakeholders to support Mediro’s growth objectives.
- Influence customer business and technology strategies by aligning Mediro’s capabilities and solutions to their long-term goals.
- Lead, coach, and inspire the Account Executive team to achieve and exceed revenue, profitability, and growth targets.
- Foster a high-performance sales culture focused on accountability, customer success, opportunity creation, and sales excellence.
Revenue Growth:
- Customer Retention - provide a comprehensive view of sustainable revenue growth and client relationship management
- Deliver Group revenue and PBIT targets.
- Drive new customer acquisition and strategic account growth.
- Lead the pursuit of major opportunities and strategic deals.
- Drive cross-selling and account expansion across the Group’s portfolio of solutions and services.
- Maintain a strong sales pipeline and ensure effective conversion of opportunities into revenue.
Commercial Growth Strategy
- Strategic alignment with clients' business and technology roadmaps, provide greater visibility into evolving priorities and challenges, and enable proactive identification of potential client concerns or competitive threats before they impact the relationship.
- Develop and execute the Group’s three-year commercial growth strategy.
- Translate strategic objectives into actionable sales plans and growth initiatives.
- Identify new markets, customer segments, and revenue opportunities.
- Monitor market trends, customer needs, and competitor activity to inform commercial strategy and growth priorities.
Strategic Relationships:
- Quarterly and Annual Value Realisation Reviews and Executive Business Reviews (EBRs) for Mediro's Tier 1 clients.
- Act as executive sponsor for strategic customer relationships and key growth opportunities.
- Develop OEM engagement strategies that support revenue growth and market expansion.
- Collaborate with Business Unit leaders to maximise customer, partner, and market opportunities.
- Represent Mediro at executive, industry, and partner engagements to strengthen the Group’s market presence and influence.
Key Performance Indicators:
Revenue Growth:
Achievement of annual Group revenue targets and growth objectives.
PBIT Achievement:
Achievement of annual Group profitability and PBIT targets.
New Business and Strategic Pipeline Growth:
Growth in qualified pipeline, strategic opportunities, and new customer acquisition.
Sales Team Performance:
Achievement of team targets, development of sales capability, and overall sales effectiveness.
Minimum Requirements:
Experience:
- Minimum 15 years’ experience in ICT sales, business development, or commercial leadership.
- Minimum 7 years’ experience leading sales teams and delivering growth targets.
- Proven track record of achieving revenue growth and profitability objectives.
- Demonstrated success leading high-performing sales organisations.
- Experience engaging with executive and board-level stakeholders.
- Strong exposure to enterprise technology solutions, managed services, cloud services, digital transformation, and outsourcing environments.
Qualifications:
Preferred:
- BCom Business Management, Information Systems, or equivalent business qualification.
- BSc Information Technology, Computer Science, or related field.
- MBA or relevant postgraduate qualification advantageous.
Key Competencies:
- Strategic sales leadership.
- Executive relationship management.
- Revenue growth and business development.
- Commercial and financial acumen.
- Negotiation and influencing skills.
- Team leadership and talent development.
- Market awareness and opportunity identification.
- Strong communication and presentation skills.
Personal Attributes:
- Inspirational and results-driven leader.
- Commercially astute with strong business acumen.
- Growth-oriented and highly motivated.
- Credible and confident in executive environments.
- Relationship-focused with high levels of integrity.
- Resilient, adaptable, and accountable.
- Passionate about developing people and building winning teams.
Desired Skills:
- Sales
- Account Management
- IT
