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Added 09/07/2024
- Lead a sales team of enthusiastic and passionate individuals
- Be the only Sales Manager in the BeNE region for a market leading company
About Our Client
As their clients' single source partner for information management, they offer solutions that cover the full record life cycle, including file storage; secure online access; data protection; business continuity;and secure destruction.
Job Description
- Manage performance of Business Development Managers and Account Managers and activities through defined KPIs.
- Manage the output of the BeNe Commercial team through effective delegation and empowerment
- Ensure that BeNe Sales team is resourced with high-performers and proactively manage under-performance
- Lead a small number of high-value client relationships and small number of high value pursuits.
- Assign leads/opportunities to team members, ensuring that there is a fair distribution of opportunities, hence maximising the conversion rate.
- Develop geographic, sector or product/service focus for team members as appropriate.
- Set and communicate fair, realistic but stretching sales targets and other metrics.
- Manage both the business development sales pipeline and the account management pipeline.
- Ensure they are accurate and monitor the pipeline with respect to sufficiency to deliver forecast and expected growth.
- Monitor individual team member performance across all dimensions. Provide feedback, coaches,mentors and develops individuals. Where required, develops and implements performance improvements plans.
- Leads from the front on must-win deals, working alongside the pursuit lead and with the client to ensure win chances are maximised.
- Utilising the sales pipeline, is able, after expressing risk levels, to forecast the timing and volume of new sales.
- Engage with the DAF (Deal Acceleration Framework) to ensure a robust qualification of all deals according to the Sales governance. Re-qualify all deals regularly to ensure that we maximise resource utilisation and win chances.
- Ensure the appropriate risk profile for all qualified deals by coaching the team to use the Deal Acceleration Framework and manage risks such as commercial terms, timescales, suitability of projects and ensure projects are scoped out, proposed and finish on time.
- Ensure that we follow a robust bid/no-bid process and that all internal approval, and authorisations are obtained before client commitments are entered into.
- Foster a culture of commercial innovation and disruption in our bidding and sales activity which delivers an exceptional win-rate, by disrupting established industry practice.
- Maintain a good awareness and understanding of the Records and Information Management industry, including the trends and digitisation which are impacting clients and service delivery.
- Work collaboratively alongside the BeNe Client Experience team to ensure that our current client experience and strategic plan allows us to carve out clear blue water vs. the competition in terms of CX.
- Remain aware of regulatory changes or other requirements that impact our clients and target segments - especially health, local government, financial services, energy and legal.
- Gather information and insight from multiple sources, feeding into and working with the Research& Insight Manager to inform our campaigns and cross/up sell.
- Work hand in glove with Marketing to build a BeNe Marketing Plan which supports and de-risks the achievement of our targets.
The Successful Applicant
- Previous experience of leading and managing sales and account management teams.
- Ability to coach, develop and mentor colleagues in all the skills required for them to achieve sales excellence.
- Strategic thinker and able to translate strategic plans into operational execution.
- Strong in-depth knowledge and experience of a B2B Business Services environment, within strategic business development and sales.
- Significant experience of managing and building relationships with potential and existing clients.
- Excellent sales and negotiation skills.
- Likely to be trained in several sales methodologies/techniques.
- Strong track record of managing sales team performance using Salesforce
- Excellent management skills, results orientated with a strong work ethic, and demonstrable attention to detail.
- Must be flexible and remain professional whilst under pressure.
- Excellent problem-solving, presentation, communication and report writing skills.
- Ability to travel when required in BeNe and UK&I.
- Fluent in Dutch is absolutely mandatory and Fluent in English speaking/writing.
What's on Offer
- Attractive competitive salary
- Bonus structure
- Car allowance
- 26 days paid holiday leave
- Pension
- Life Assurance
- Training and Development
- Tuition Reimbursement
- Laptop and Phone
- Hybrid working
Contact
Chris De Mendonca
Quote job ref
JN-072024-6476247
Job summary
- Sector
- Sales
- Sub Sector
- Sales Management
- Industry
- Business Services
- Jobs by location
- Netherlands
- Contract Type
- Permanent
- Consultant
- Chris De Mendonca
- Job Reference
- JN-072024-6476247
