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Sales Manager

Posted On: 11th May 2022

Operating as part of our Business Intelligence (BI) Division, you will be responsible for the recruitment and ongoing support and guidance for a team of individuals who form the transitionary bridge between our legacy products and sales processes, and our future-state of new platform, high value solutions and services.

Reporting into the Head of BI Sales and operating as part of the wider sales management function, you will collaborate on the creation of the Market Engagement strategic framework, encompassing marketing, product, and account planning with the core aim of positioning BIP’s products and services as the value leaders.

Key Responsibilities

  • Achieve agreed monthly, quarterly, and annual revenue targets, budgets and KPI’s
  • Advanced understanding of consultative, gap selling methodology
  • Create, implement, report on, and review strategic and operational sales blueprint for the Market Engagement Team
  • Play a key-stakeholder role and collaborate on strategic product and marketing initiatives
  • Be a thought leader and professional proponent of change-management
  • Analyse customer data and make recommendations in order to maximise the potential of each lead source
  • Implement and track MI for recording the success and quality of the products and solutions the team have sold
  • Use these metrics to guide future sales strategies, and uncover hidden areas of opportunity in collaboration with Marketing
  • Recruit, line, and project manage the Market Engagement Sales Team in line with BIP’s strategic goals
  • Collaborate with external partners to deliver against the resourcing plans to attract and develop the best possible talent
  • Create and manage individual work programs to ensure optimum productivity, personal development, and sales impact
  • Implement and track MI for recording the success and quality of the products and solutions the team have sold
  • Use these metrics to guide future sales strategies, and uncover hidden areas of opportunity in collaboration with each BDM
  • Responsible for recruitment, on-boarding and ongoing training and mentoring of each team member
  • Create and manage Market Engagement skills matrix and progression plans
  • Present linear forecasting (within agreed parameters) via CRM, supported by anecdotal evidence, to key internal stakeholders
  • Oversee the accurate and timely collection of data and its input into CRM and reporting systems
  • Collaborate with key financial stakeholders to create and deliver the relevant Market Engagement budgets
  • Proactively identify and initiate projects that improve the performance of the Market Engagement Business Unit
  • Management and resolution of day-to-day operational issues, minimising escalation to the BI Head of Sales
  • Management of BDM’s monthly and annual commission plans to ensure accurate and timely payment

Skills & Experience

  • Strong experience in a sales acquisition leadership role; preferably in IT or SaaS industry
  • Advanced understanding of consultative, gap selling methodology
  • Demonstrated success in leading sales teams to exceed sales targets using a consultative, solutions-focused approach
  • Demonstrated ability to translate customer needs into business and product requirements
  • Experience in using CRM systems, preferably Salesforce
  • Ability to analyse internal data from CRM’s to aide future initiatives
  • Intermediate to advanced Microsoft Office skills (Word, Excel, Power Point and Outlook)
  • Excellent verbal, written and digital communications skills
  • Strategic thinker with problems solving skills
  • Strong negotiating skills
  • Excellent written skills and the ability to prepare and deliver internal presentations
  • Previous success of delivering against budgets, targets and KPI’s in highly competitive environments
  • Ability to work in a collaborative manner with stakeholders where product or solution specific support is required
  • Ability to adapt in a dynamic, ever-changing sales and industry landscape
  • Displays a coaching leadership style and is able to challenge and provide feedback in a constructive manner
  • Takes a ‘business first’ approach to leadership

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