The Sales Representative – Government Sector will be responsible for Metrofile’s business development and sales activities within the government sector. This includes securing and managing government projects, preparing proposals, participating in tendering processes, and ensuring the successful execution of contracts. The ideal candidate will be highly knowledgeable in government procurement regulations and have experience working on large-scale government projects, ensuring Metrofile's solutions align with the information management, security, and compliance needs of public entities.

This role requires an individual who can build strong relationships with government clients, navigate complex procurement processes, and drive revenue growth by winning tenders and expanding Metrofile’s presence in the public sector.

Key Responsibilities

Sales & Business Development

• Government Projects: Identify and secure major government projects related to document management, digital archiving, secure data storage, and compliance services, focusing on ministries, county governments, parastatals, and state-owned enterprises.
• Business Strategy: Develop and implement a sales strategy for the government sector, targeting specific departments and agencies that require Metrofile’s solutions, and align this strategy with overall company goals.
• Tendering Process: Lead the end-to-end tendering process for government projects, ensuring timely and compliant preparation of bids and proposals that meet all government procurement requirements.
• Proposal Writing: Develop detailed, high-quality proposals for government tenders, ensuring they are well-researched, compliant with procurement standards, and demonstrate Metrofile’s value proposition.
• Tender Submission: Coordinate the tendering process, including reviewing tender documents, ensuring compliance with bidding criteria, and submitting all required documents within specified deadlines.
• Follow-Up: Ensure follow-up on all tenders and proposals, maintaining communication with government procurement teams to clarify any questions or additional requirements.

Client Relationship Management

• Key Account Management: Serve as the primary point of contact for all government clients, overseeing the entire project lifecycle from pre-sales through project delivery.
• Relationship Building: Build and maintain strong relationships with key stakeholders within government agencies, including procurement officers, project managers, and regulatory bodies.
• Contract Negotiation: Lead negotiations for contracts with government entities, ensuring favourable terms for Metrofile while adhering to all legal and procurement guidelines.
• Client Retention & Upselling: Implement strategies to ensure high client retention and identify opportunities for upselling additional services, such as document digitization, data protection, and secure destruction services.

Tender Management & Government Projects

• Tender Pipeline: Maintain a clear pipeline of government tenders and projects, ensuring all opportunities are tracked from lead generation to contract award.
• Project Scoping: Work closely with government clients to understand the scope of projects, ensuring Metrofile’s services are tailored to meet their specific data management needs, including digital transformation and compliance with data protection laws.
• Regulatory Compliance: Ensure all proposals and projects comply with relevant laws and regulations, such as the Public Procurement and Disposal Act, Data Protection Act, and other applicable policies governing government contracts.
• Project Implementation: Collaborate with the operations and project management teams to ensure the smooth delivery and implementation of government projects, ensuring all contractual obligations are met on time and within budget.

Sales Performance & Reporting

• Sales Targets: Meet and exceed individual and team sales targets specifically set for government contracts and projects, contributing to overall business growth in the public sector.
• Reporting: Provide regular sales reports and project updates to the Head of Sales and MD, detailing progress on government tenders, client interactions, and forecasted revenue from the government sector.
• CRM Management: Ensure all client interactions, sales activities, and tender documentation are accurately recorded and updated in Metro File’s CRM system.

Government Sector Expertise

• Proposal & Tender Expertise: Develop expertise in creating competitive proposals for government tenders, including technical, financial, and compliance sections.
• Procurement Knowledge: Stay up to date on government procurement processes, regulations, and trends to ensure that Metro file remains competitive in the public sector.
• Contract Management: Oversee the lifecycle of government contracts, ensuring that all deliverables are met and that contracts are renewed or extended in a timely manner.

Networking & Market Intelligence

• Government Networking: Attend government forums, industry events, and procurement meetings to build networks and gain insight into upcoming government projects that align with Metro filé’s services.
• Market Research: Continuously monitor government initiatives, upcoming tenders, and public sector reforms that may impact the demand for document management and information security services.
• Competitive Analysis: Keep a close watch on competitors’ activities in the government space and adjust sales strategies accordingly to maintain Metro File’s competitive edge.

Key Performance Indicators (KPIs)

• Number and value of government projects and tenders secured.
• Volume of proposals submitted, and success rate of tenders won.
• Growth in government sector revenue.
• Client satisfaction and retention rates within government accounts.
• Timeliness and quality of sales reporting, pipeline management, and CRM updates.

Required Qualifications and Skills

Education & Experience

• Bachelor’s degree in business, Sales, Public Administration, or related fields.
• 3-5 years of experience in B2G (Business-to-Government) sales, specifically in dealing with government tenders, procurement, and project management.
• Proven track record of securing and managing government projects and working with government entities such as ministries, parastatals, or county governments.
• Experience in tendering and proposal writing, with a deep understanding of government procurement processes.