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Job Description – Sales Director
As a result of rapid growth we are now looking for a Sales Director with a solid digital background to manage the sales function of the business.
In this critical role, you will drive the commercial results by growing new business, applying focussed growth efforts to existing clients and seeking out new business verticals to develop. The successful candidate will have developed their career via the sales route, potentially a highly successful sales professional who has made an effective transition to Sales Manager leading and motivating an acquisitions-focussed team.
You will lead a team of approx. 30 people based in Petersfield (main office) and central London.
Key Duties and Responsibilities
Provide effective leadership and strategic direction of the sales function, in order to achieve aggressive growth and profitability targets as set out in the business plan.
Oversee and manage a team of new business Sales and client development personnel based in Petersfield and London offices.
Take ownership of the partner programme, identifying new revenue channels and alliance partners and prioritising opportunities.
Accurately forecast future sales on a rolling forecast basis and take action where necessary to close anticipated revenue gaps.
Set annual targets and agree sales commission plan, working closely with CEO, CFO and CMO to ensure alignment with company goals.
Work closely with supporting group management functions to ensure a smooth and cohesive collaboration with the sales function. In particular partner with the marketing function to run joint campaigns and initiatives to onboard new customers, reduce churn and upsell new products and features.
Line management duties including recruiting, objective setting, appraisals and performance management.
Attend key prospect meetings, provide continual coaching and feedback to wider sales team.
Provide management reporting on all Sales KPIs on a weekly basis or as required.
Run regular Sales floor incentives and initiatives in order to maintain required activity levels (dials, meetings) and maintain motivation levels across Sales team.
The ideal candidate will be
Results driven with a continuous mind-set to improve
Always striving for the best customer experience
Truly pro-active, analytical and pragmatic in approach
Takes personal responsibility for actions and results
Committed, agile, innovative and driven to think outside of the box
Flexible, accurate and hardworking, able to cope with a fast moving, changing environment
Excellent interpersonal relationship skills, comfortable communicating at all levels internally and externally
Able to prioritise and manage multiple deliverables in a vibrant and fast-paced environment
Approachable and fun to work with, collaborative in work style
Experience running commercial teams that serve the B2B or B2B2C market for both new business and client growth
SaaS experience (full understanding of how to monetise/optimise a SaaS business model)
Customer Experience Management (CEM) experience would be an advantage
Proven ability to manage teams of over 20 people, creating loyalty, trust and ROI for the business
Strong P&L, cost centre management and budget management responsibility
Demonstratable experience of writing commercial contracts and proposals to a high standard
Experience of setting pricing floors and guidelines
Experience of dealing with multi-layer ecosystem where channel partnering is a key component of company revenue and growth
Our expectations of you aligned with our values:-
Takes actions, makes decisions, and shapes priorities to reflect the organisation's strategies and values.
Demonstrates an understanding and ensures that different teams understand the Big Picture strategy.
• Identifies and maintains productive working relationships with key players, decision makers, and stakeholders relevant to own team or function.
Drive for Results
Delivers on one year operating plans.
Promotes speed, quality and shared vision by getting the right people involved in decisions.
Build a High Performing Team
Recognises and develops great talent.
Learns to give continuous feedback, recognising achievement and recommending improvement.
Innovate for Impact
Continuously assesses and improves processes.
Fosters an environment that encourages sharing creative insights with an openness to others’ opinions and views.
Enables constructive debate across departments.
Inspire through Action
Projects a positive image and serves as a role model for others.
Accepts responsibility for own performance
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