Sales Transformation Director
- Recruiter
- Search
- Location
- National remit - open on location
- Salary
- c£150,000 base plus car, bonus, shares and corporate benefits package
- Posted
- 16 Nov 2020
- Closes
- 30 Nov 2020
- Ref
- EA:1277
- Position/Level
- Director, Senior Management
- Responsibilities
- Business Development, Executive Management, Sales
- Contract Type
- Permanent
- Language
- English
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