WHAT WE DO

Kepler + Co is a leading SaaS provider specialising in employee development software and

tools. We have developed the most accurate skill identification and measurement tool available in the market today, which enables our clients to assess and map the skills of employees within their organisations, by aligning their competencies with the company’s objective. As a result, our clients can hire, develop and deploy the right people, enabling them to become an employer of choice. Check out https://keplerco.io/ to learn more!

WHO WE ARE LOOKING FOR

This is an exciting time to join Kepler + Co and make a difference in the skills landscape as a Sales Specialist in our sales team. You must be goal-oriented to drive revenue and excel in fostering strong relationships with potential and existing clients to expand our client base and market reach. This is an exciting opportunity to apply your networking and analytical skills, demonstrating your passion for sales with a drive to succeed in the skills software market. This role is based in our office located in Johannesburg, South Africa.

YOUR KEY RESPONSIBILITIES

• Lead Prospecting: Identify and research potential leads within the target market, using various tools and methodologies to ensure a steady pipeline of high-quality prospects.
• Lead Generation: Develop and execute effective outreach campaigns to engage potential clients, utilising email, phone calls, and social media to generate interest and set up meetings.
• Lead Management: Actively manage and nurture leads by building relationships with key stakeholders, managing the sales process with them and effectively engaging with them at each point of contact.
• Meeting Management: As part of the sales process and in line with the MEDDPICC process, execute effective meetings with leads, including discovery and qualification, product demonstrations, proposal walkthroughs and other ad-hoc meetings.
• Campaign Management: Contribute to outreach campaigns as required. This from planning to execution, monitoring performance, and making data-driven adjustments to maximise effectiveness.
• CRM Management: Maintain and update the Customer Relationship Management (CRM) system, Zoho, ensuring accurate and up-to-date records of all interactions with prospects and clients.
• Client Pricing and Legal Paperwork: Manage and execute the relevant proposals, pricing (methods of pricing, pricing models, and synthesising different pricing structures for various deals), work orders and legal documentation with minimal input from the CEO.
• Customer handover: Ensure a smooth transition from sales to customer success by providing detailed handover information and documentation, solution the products and services sold, and participating in customer onboarding calls.
• Account Management: After converting leads to clients, serve as their primary point of contact and take ownership of client accounts to ensure client satisfaction and work to resolve any issues or concerns that may arise. This includes overseeing the customer success functions for clients, payment of invoices, and overall client satisfaction to ensure alignment with client goals.
• Cross-selling and Upselling: Identify and manage opportunities to expand business with existing clients to increase revenue from existing accounts.
• Sales Process Design and Implementation: Maintain high standards of sales excellence, including adherence to the MEDDPICC sales process, best practices and continuous improvement initiatives, to enhance efficiency and improve conversion rates.
• Sales Materials Support: Collaborate with the marketing team, when required, to help create and refine sales materials, ensuring they are compelling, accurate, and effective in communicating our value proposition.
• Continuous Learning: Participate in ongoing training to stay updated on MEDDPICC and other sales techniques, industry trends, and competitive products in the market to effectively engage with prospects and clients.
• Performance Reporting: Prepare and present regular reports, and attend weekly pipeline meetings on lead generation activities, outreach campaign performance, and sales pipeline status.
• Customer Feedback: Gather and analyse feedback from potential and existing clients to inform product development, sales strategies, and marketing efforts.
• Team Collaboration: Work closely with cross-functional teams, including product, customer success, and marketing to provide insights from the front line, and contribute to the overall sales strategy, ultimately aiming to improve lead-to-deal conversion rates.
• Event Participation: Represent the company at industry events, trade shows, and conferences to network with potential clients and promote our offerings.
• Achieve Sales and Revenue Goals: Meet or exceed sales targets and KPIs to achieve revenue goals.

YOUR KEY SKILLS AND EXPERIENCE

We outline the following key technical and behavioural skills required to achieve the objectives of this role and ensure the right organisational fit!

• Experience: At Least two years experience in a sales or customer-facing role in a SaaS company with strong knowledge of industry trends and market dynamics.
• Proficiency in Microsoft Office Suite/Google Suite: Ability to work with Microsoft Office Suite/Google Suite.
• Proficiency in CRM: Ability to work with a Customer Relationship Management (CRM) system.
• Sales Acumen: Understand sales processes and techniques, focusing on lead generation, qualification and relationship building.
• Product Knowledge: Ability to understand and convey SaaS products to potential customers.
• Communication and Interpersonal: Ability to communicate effectively with, and actively manage, internal and external stakeholders, with the ability to build rapport quickly.
• Creativity: Ability to generate and execute new ideas within the parameters of the role scope and objectives.
• Self-motivated and Goal-orientated: Ability to take initiative to manage oneself effectively, showing self-discipline and aiming for continuous improvement.
• Adaptability: Ability to quickly adjust to changing priorities and requirements.
• Analytical and Problem-solving: Ability to analyse sales data and generate actionable insights.
• Reporting and Data Analysis: Familiar with sales analytics tools for tracking and optimising sales performance.
• Time Management: Organisational skills to meet deadlines and manage multiple projects.
• Project Management: Ability to use project management tools and methods to streamline workflows, processes, and systems.

WHAT WE CAN OFFER YOU

• A software-as-a-service (Saas) company with a dynamic and exciting work environment experiencing strong growth.
• A vibrant culture and people development focus - your success is our success! Your personal growth is important to us from day one.
• Basic salary with unlimited commission linked to sales goals being met.
• Equipment for you to do your job.
• Training and experience in the SaaS industry related to the employee development software products and services.

APPLICATION PROCESS

• Complete our application form (https://forms.gle/LpUMVSAfR9occbWx6) and submit your CV
• Pre-screening (Initial review of your CV and LinkedIn profile).
• Various interviews to assess alignment with Kepler’s standards and values, with internal stakeholders, including but not limited to the hiring manager, Head of People, and employee(s) from different team(s).
• Reference checks.
• Offer is presented if we are a match!