Director of Field Sales - UK wide

7 days left

Recruiter
Recruitment Firm
Location
Nationwide
Salary
up to £150,000 base plus car, bonus, shares and corporate benefits package
Posted
21 Oct 2020
Closes
04 Nov 2020
Ref
RA:13
Position/Level
Director, Senior Management
Contract Type
Permanent
Language
English

This is an exceptional opportunity for a proven field sales leader, operating at SLT or Board level to join a world class b2b organisation in a transformation/change oriented role, where your remit will include modernising a large field sales team, driving increased customer centricity and introducing Salesforce.com across the workforce.

Further details are outlined below:

Director of Field Sales

Our client is a US-listed, market-leading B2B organisation with a growing presence across Europe.

As part of a significant investment in the UK business, an opportunity has arisen for a field sales specialist to join the SLT with a clear remit to drive an increase in sales volume, to gain further market share and to increase margin.

Furthermore, there is a need to implement Salesforce.com and to drive the cultural changes associated with the modernisation of a sizeable, customer-facing, sales force.

The business needs to pivot away from product-selling towards solution-selling, and needs to embrace modern, data-led techniques and approaches to ensure the future success of the organisation.

Specific accountabilities as below:

  • Full accountability for delivering the sales strategy and revenue targets within the SME customer base (across the UK with current sales c£250m and with a team of 150+) 
  • Own and deliver the budgeted P&L, including double digit percentile revenue growth year on year
  • Establish and deliver a transformation agenda that delivers modernisation, greater efficiency, enhanced productivity and more customer centricity
  • Deliver successful strategies for improved new business development, customer acquisition, retention and ‘share of wallet’ growth
  • Utilise sales resource to maximise sales coverage for target customers
  • Work closely with Sales Operations team, improving systems, processes and technology that enable better selling, improvement of productivity and efficiency that in turn delivers an outstanding commercial performance
  • Actively build and improve the sales organisational capability, with a customer-first,  high-performing culture, with a clear people development plan
  • Provide sponsorship for key talent, introduce sales competency frameworks and leading incentive mechanics that reward high performance, L&D programmes and career maps
  • Drive customer digitalisation through the website and other customer facing tools
  • Champion collegiate working practices, region by region, between Sales and Operations to improve the customer experience, drive regional growth and improve depot profitability

Candidate profile:

Applications are invited from ambitious and commercial sales leaders with a longstanding track record of building and leading best-in-class field sales teams.

Required capabilities and experience includes:

  • Successful career to date with a core skill set based around sales and commercial leadership
  • Extensive, large scale, b2b ‘field-sales’ or ‘rep-led’ sales leadership experience
  • Exceptional coaching capability, with a best-in-class motivational style and a people and customer-focused mind-set
  • Evidence of the capability to deliver a modernisation-focused transformation programme, based on technology and data-driven processes and behaviours
  • Strong intellectual capability, supported by exceptional levels of emotional intelligence, judgement, empathy and an understanding of how to balance the needs of customers with profit growth
  • Proven ability to drive change across a large-scale sales team, used to implementing and leveraging modern sales techniques and methodologies, including CRM and other technology-led solutions
  • Proven track record in building high-performing sales teams, with high levels of efficiency, effectiveness and productivity
  • Strong, empathetic, large-scale team leadership experience and a proven developer of talent, an effective coach and an inspiring leader
  • Proven strategic business planning skills, with the ability to retain, grow and gain profitable business
  • Adept at leveraging robust data, industry insights and customer expertise to build effective plans that deliver optimal outcomes for all parties
  • The ability to make commercially robust decisions, which optimise profit and efficiencies, through the interpretation of financial data and application of commercial levers across the p&l

Specific criteria essential for this role:

  • SLT or Board level experience
  • Previous accountability for B2B revenue in excess of £100m
  • A specific and current/recent focus on field sales (face to face) into the SME market (Corporate and National Accounts skills and/or B2C is not relevant)
  • Team leadership of in excess of 100 reps/field-sales professionals
  • Use of Salesforce.com and a data-led mind-set

In return, our client is offering an upper quartile basic salary, a full benefits package, performance-related bonus and shares. Total package value in excess of £200k.

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