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Johannesburg, Gauteng, South Africa
Hybrid
Role Purpose:
The Senior Sales Consultant is responsible for generating new business and achieving allocated revenue targets through the acquisition of new Employee Wellbeing Programme (EWP) and integrated wellbeing solution clients.The role is responsible for executing Lyra's sales strategy by identifying and qualifying prospects, developing opportunities, managing the sales cycle, presenting solutions, preparing proposals and converting opportunities into new business.The Senior Sales Consultant builds strong relationships with prospective clients and engages confidently with HR, People & Culture, Reward, Procurement, Senior management and Executive stakeholders to understand their needs and position relevant Lyra solutions.
Role Overview:
Hours: 8am to 5pm, Monday to Friday
Hybrid Work: Candidates will be expected to work in a hybrid environment with regular attendance at the office.
Flexibility: While this is a full time Monday to Friday, standard business hours position, the nature of the work requires a degree of flexibility. The individual should be prepared to occasionally support meetings outside of standard working hours, given the global scope of the team.
Wi-Fi: While working off-site/remotely, the individual is expected to have reliable backup power supply and a strong, stable Wi-Fi connection as these are essential requirements for effectively performing in a remote capacity.
Travel: Regular travel to client sites and networking events is required.
Responsibilities
New Business Development
Achieve allocated sales and revenue targets.
Generate and qualify new business opportunities through prospecting, referrals,
networking and allocated leads.
Develop and maintain a healthy, qualified sales pipeline.
Identify opportunities within agreed target markets and sectors.
Convert qualified opportunities into new EWP and integrated wellbeing clients.
Build and maintain strong relationships with prospective clients throughout the sales process.
Identify opportunities to introduce relevant Lyra solutions based on prospective client needs.
Consultative Sales
Understand prospective clients' business, workforce and wellbeing requirements.
Conduct effective discovery, needs analysis and qualification.
Engage confidently with HR, People & Culture, Reward, Procurement, senior
management and executive stakeholders.
Position Lyra's EWP and integrated wellbeing solutions according to identified client needs and business objectives.
Demonstrate the value and potential business impact of Lyra's solutions.
Use effective questioning, probing and active listening to uncover client needs and opportunities.
Build credibility and trust with key decision-makers and influencers.
Sales Cycle Management
Manage opportunities from qualification through to proposal, presentation, negotiation and close.
Deliver high-quality client presentations and solution demonstrations.
Demonstrate relevant Lyra digital capabilities, service offerings and access channels.
Maintain momentum and effective stakeholder engagement throughout the sales cycle.
Ensure all sales commitments are realistic, achievable and properly documented.
Pipeline & Sales Administration
Maintain accurate and up-to-date records.
Ensure leads, opportunities, meetings, activities, proposals and conversions are
captured accurately and timeously.
Maintain an accurate forecast for sales opportunities.
Maintain sufficient client-facing activity to support achievement of sales targets.
Provide accurate sales information and reporting as required.
Comply with Lyra's sales processes, governance and approval requirements.
Market & Competitor Intelligence
Maintain a strong understanding of the EWP, employee benefits, HR and corporate wellbeing markets.
Keep abreast of market trends, emerging client needs and competitor activity.
Conduct relevant competitor and market research.
Provide market and competitor insights to the Senior Manager: Retention & Sales.
Keep informed of developments within workplace wellbeing, mental health and related industry trends.
Client Relationships & Sales Handover
Develop professional and trusted relationships with prospective clients.
Represent Lyra professionally at client meetings, networking events, conferences and relevant industry engagements.
Ensure a complete and accurate handover of newly acquired clients to the relevant Client Success/Account Management team.
Clearly communicate client requirements, commercial agreements, commitments and implementation considerations.
Support the transition from sales to implementation.
Ensure all outstanding sales actions are completed before and during the handover process.
Internal Collaboration & Continuous Improvement
Identify opportunities to improve sales processes, client experience and conversion performance.
Take responsibility for ongoing product, industry and professional development.
Contribute to sales initiatives and projects as required by the Senior Manager: Retention & Sales.
Qualifications & Experience: Minimum Requirements
Relevant tertiary qualification in Business Management, Sales, Marketing, Human Resources or a related field.
Minimum 5 years' proven B2B sales or business development experience, preferably within EWP, employee benefits, healthcare, HR, insurance, technology or related professional services.
Proven track record of achieving or exceeding sales targets.
Demonstrated experience managing the full sales cycle from prospecting through to contract closure.
Experience selling to medium and large organisations.
Experience engaging with senior management and executive stakeholders.
Experience managing complex, consultative and multi-stakeholder sales opportunities.
Strong commercial and financial acumen.
Advantageous
Experience within the EWP, employee benefits or corporate wellbeing industry.
Experience working with brokers, consultants or referral partners.
Knowledge of workplace mental health and employee wellbeing.
