Sales Transformation Director

Introduction

As an inspirational Sales/Commercial Director, you will bring a proven track record of modernising a field-based sales team, ideally within a B2B environment.

Your change and transformation skills will include the capability to drive a cultural transformation, pivoting from commoditised to proposition-based selling as well as implementing best in class technology in support of sales success - especially CRM-based tools (e.g. Salesforce.com).

Key responsibilities

• 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  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:

• A moderniser, used to leading a large, data-driven field sales team
• Previous accountability for a p&l in excess of £100m
• A specific and current/recent focus on field sales (face to face) into the SME market