Sales Manager, SaaS / Cloud solutions

Recruiter
Peoplecom Ltd
Location
Bracknell, UK
Salary
Competitive
Posted
12 Sep 2019
Closes
02 Oct 2019
Ref
1234907561
Contract Type
Permanent
Hours
Full Time
cloud "contact centre" "sales manager" sales saas "contact center"

Sales Manager for a major UK cloud based contact center solutions provider

Circa £80k base plus commission and benefits

Bracknell

WHAT THE ROLE IS FOR

A brief description of the main purpose of the role

The Sales Team Leader coaches and motivates a team of up to six sales colleagues to win new customers and maintain and grow business with new customers across their assigned geographical region and/or market sector and/or area of specialisation. They also carry a sales target and so personally generate revenue, setting an example to team members in how to deliver excellent business.

WHAT SUCCESS LOOKS LIKE

The key deliverables, critical for effective performance e.g. customer satisfaction, and a brief description of why it is important
  • Sales wins: the role exists to grow revenues with new-customer wins and to maintain and grow revenues with existing customers. These revenues will contribute towards an annual team target. The jobholder's principle aim is to lead the team to grow revenues and maintain existing revenues, whilst maintaining high customer satisfaction.
  • Effective planning: the successful jobholder will lead their team to create and execute an effective sales strategy for their team, within the overall group sales strategy. Developing leads, demonstrating an understanding of customer needs/requirements, and progressing them through to closed business.
  • Communication & handover: the jobholder will set an example for and lead their team to deliver a quality service, including keeping the customer, internal colleagues and systems up to date with developments, next steps and responsibilities.

KEY RESPONSIBILITIES

Major areas of responsibility with a brief description of the expected activities

Team leading
  • Motivate immediate team on a daily basis to deliver across the key areas of responsibility outlined in this section.
  • Respond to and assist team members to resolve escalations or technical questions.
  • Review sales proposals to ensure they are valid, accurate and clear.
  • Monitor the performance of immediate team and support them to make improvements as necessary.
  • Be involved in recruitment process for new team members.
  • Review SIPP and/or other performance plans, to ensure they are accurate and within expectation. This will involve a minimum of a quarterly one-to-one session with team members.

Group alignment
  • Report to a regional sales manager or director (as appropriate) with details of your and your team's performance against the objectives set by the company. This will involve a minimum of a monthly one-to-one session with your manager.
  • Liaise with other Team Leaders to exchange ideas on continuous improvement and best practice.
  • Ensure that you and your team's sales opportunities are logged on a daily basis on the company's Customer Knowledge System (CKS).
  • Maintain accurate in-year revenue (IYR) and year-one revenue (YOR) forecasts in your sales pipeline reports.
  • Adhere to the company's standards for quality (ISO9001) and security (ISO27001).

Strategic account planning
  • Achieve revenue & margin targets from new customers on a monthly, quarterly and annual basis.
  • Create, manage and maintain a documented account development strategy.
  • Work with marketing or other internal departments to proactively identify and target customers.
  • Build sales strategies for specific customer accounts.
  • Develop and maintain a strong pipeline of opportunities.
  • Provide accurate forecasting of opportunities in accordance with group guidelines.
  • Keep internal systems and contacts up to date with progress.

Customer relationships & satisfaction
  • Regularly meet and build effective relationships with existing and potential customers.
  • Drive the promotion and sale of additional services to or through the customer.
  • Maintain a detailed knowledge of customer objectives and key personnel.
  • Manage customer expectations during sales, delivery and throughout the contract.
  • Manage and co-ordinate internal teams to deliver to customer expectations.
  • Escalate on behalf of the customer as required.

Bid/tender management
  • Work closely with presales, delivery, support and any bid-related teams to effectively create, sell and deliver new business wins.
  • Motivate and manage any virtual bid team to deliver a quality bid/tender ahead of deadlines.
  • Qualify prospective customer accounts fully in order to ensure all likely customer questions/interests are addressed constructively during the sales process.
  • Take overall responsibility for delivering any assigned opportunities, whether directly managed or through a bid team.

Product and sales expert
  • Maintain a broad understanding of key products and technology relevant to the company's services.
  • Maintain a good understanding of industry developments.
  • Illustrate business advantage of the company's products and services to customers and other sales colleagues.
  • Contribute thought and expertise to brand/marketing activities as required.
  • Mentor and advise other sales colleagues in order to assist their development/closing of opportunities.

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