New Business Sales Consultant

Job Title: New Business Sales Consultant Company: Optix Job Category: Salesforce Roles & Responsibilities: This is a hunting role. The Sales Consultant is expected to prospect, build and convert leads into qualified pipeline in their territory, and to sell Optix safety and telematics solutions by communicating the operational and financial outcomes they deliver rather than discounting. Leads and opportunities in the territory are expected to be managed with disciplined CRM and forecasting habits. Every client conversation is anchored in Optix's purpose: to get everyone safely home. Definition of New Business: New Business means winning new logos: organisations that are not currently Optix customers. The Sales Consultant owns the client until the initial installation is complete and the account has been formally handed over to the CSM team. From that point, the CSM team (or the KAM team for key accounts) owns all further sales into that client, including additional vehicles, renewals, upgrades and products the client has not yet bought. The Sales Consultant does not sell into existing customers unless approved by the Line Manager. * Minimum 3 years' B2B sales experience in a new business (hunting) role, with a proven record of meeting or exceeding sales targets. * Experience in solution or consultative selling, with multi\-stakeholder buying decisions and sales cycles of several months. * Experience managing an individual sales pipeline and forecast in a CRM system, Salesforce experience would be advantageous. * Experience in selling recurring revenue, subscription or service\-based solutions is advantageous. * Experience in fleet management, vehicle tracking, telematics, logistics, transport or B2B technology is highly advantageous. * Established business network within the commercial fleet industry in the assigned territories is advantageous. * Sales Expertise: Strong prospecting and business development skills with a proven ability to close deals. * Communication: Confident presenter, persuasive negotiator and effective relationship builder at all levels of a client organisation. * Commercial Acumen: Able to understand a client's business, build a value\-based case for the solution and protect margin. * CRM and Pipeline Discipline: Consistent use of the CRM to manage pipeline, activity and forecast. * Self\-Management: Plans and manages own time and territory with minimal supervision. * Drive and Resilience: Results\-driven, resilient under pressure and able to manage multiple opportunities at once. * Professional: Professional in dress, conduct and communication, representing Optix Africa and its values with internal and external stakeholders. ### Duties \& Responsibilities DUTIES AND RESPONSIBILITIES Performance is reviewed monthly with the Line Manager and formally each quarter, using KPI data from Salesforce. * Prospect for new business through cold outreach, referrals, networking and sales tools such as LinkedIn Sales Navigator, and qualify marketing leads assigned by the Sales Operations Administrator. * Work a named target account list agreed with the Line Manager, and meet the agreed weekly activity standard for calls, meetings and new opportunities. * Build a qualified pipeline of at least 3x target (Rand value and SIS units) and close new business against monthly, quarterly and annual targets. Manage the full sales cycle * Qualify opportunities using the Optix BRIGHT\-T methodology and run discovery on the client’s fleet, risks and operational needs. * Use the Optix commercial modelling tool for early indicative pricing, and deliver tailored proposals, presentations and demos. * Negotiate and close within Optix pricing and margin guidelines, escalating anything outside them to the Line Manager. * Involve the Solution Excellence team in complex deals or non\-standard installations, and executive sponsorship where it helps win new logos. Manage trials and proofs of concept Maintain CRM, pipeline and forecast discipline * Keep Salesforce as the single, up\-to\-date record of all activity, stakeholders, stages, deal values, next steps and close dates. * Move opportunities through the Sales Playbook stage gates with supporting evidence, and assign each a forecast category (Forecast, Stretch or Upside). From Evaluation stage onwards every opportunity must carry an amount, or it cannot sit in Forecast. * Submit an accurate forecast on the 1st working day of each month, and attend weekly sales meetings and deal reviews prepared. * Build Optix’s profile through client visits, events, trade shows and business networks. * Share competitor activity, pricing, market trends and client product feedback with the Line Manager and team. SUCCESS MEASURES / KPIs * New business revenue: closed revenue against monthly, quarterly and annual target. * Pipeline coverage: at least 3x target in Rand value and SIS units. * New opportunities: agreed number of new qualified opportunities per month. * Qualified deals: every lead qualified with BANT, and BRIGHT\-T applied after Evaluation stage before quoting. * Activity standards: weekly calls, meetings and new opportunities logged in CRM, as agreed with the Line Manager. * Win rate and sales cycle: percentage of opportunities won and average days to closed won. * Forecast accuracy: minimum 50% of quarterly forecast, working towards 80%\+ within 12 months. * Salesforce hygiene: forecast category on every opportunity, no overdue close dates, current activity notes. * Trial\-to\-contract conversion: 75% of trials converted to signed contracts. Work Location: Pretoria, GP, South Africa Availability: Full time

### Minimum Requirements QUALIFICATIONS * Diploma or degree in Sales, Marketing, Business Administration or a related field. * Formal training in sales methodologies and frameworks. Key Skills: Salesforce Salary: Not disclosed