Sales & Marketing Director

The Company:

  • Circa £100m t/o data business with an exceptional track record and a market-leading product.
  • This company offers a regulatory data solution designed to digitise and streamline thousands of customers operations through SaaS.
  • Established for over 20 years this brand has legacy, reputation and the backing of a major FTSE parent.

The Role:

  • Location: Remote, homebased, some travel
  • Reports to: Group Sales & Marketing Director

The Sales & Marketing Director will be responsible for sales, account management, business development and telesales. They will have a heavy influence on marketing, training and customer services.

The Sales & Marketing Director will design and execute a sales strategy to grow net new revenue, protect existing revenue from competitors, and deliver growth from existing accounts. The objective of the Sales Director is to grow gross revenue and win market share.

The Sales & Marketing Director must work closely with line managers to develop and build a best-in-breed sales culture. The sales team must deliver maximum value for the customer whilst maintaining a core set of values and ethics that sets them apart.

The Sales & Marketing Director manages all activities that generate revenue, to include:

• Net new names

• Retention and performance of existing accounts

• Aspects of pricing and product strategy

• Lead generation & pipeline management

• Short and long-term talent strategy

Responsibilities:

• Motivate and engage the sales team, set the tone for culture and behaviour

• Innovate, inspire and encourage best-practice

• Set KPIs and SLAs for all teams and ensure these are met

• Territory planning, performance reviews, manage an effective sales funnel

• Ensure sales governance, cadence and performance management policies are applied consistently and fairly

• Lead & coach sales managers, training managers and telesales managers

• Create a working GTM strategy and monitor that all teams are performing against it

• Develop a consultative sell for all customers types and sizes

• Ensure effective implementation of all new products and services

• Set and attend face-to-face client meetings with key accounts and prospects

• Work alongside Marketing on campaigns for existing and new customers

• Hire top performing salespeople, build a business with a sales culture

• Work with sales and customer services to ensure Salesforce adoption is high

• Manage, optimise and identify opportunities for process enhancement

• Liaise with partners, stakeholders and group businesses

• Communicating customer feedback that informs the product roadmap

• Execute GTM strategies to ensure products & services are successfully launched

• Provide feedback on products, the market and competitor activity

• Produce monthly, quarterly and annual forecasts

• Organise and run national sales conferences

• Create and implement a comprehensive sales training program to keep the sales team at the forefront of the industry and to help each salesperson to reach their goal

Description of the candidate: 

• Seasoned 2nd line Sales Director with a track record of managing large b2b sales teams

• A true sales leader, capable of hiring, training and inspiring top performing sales teams

• A mix of key accounts, field sales, internal/telesales and business development experience

• Outstanding communications skills, and an ability to communicate and influence at all levels

• Tested and proven expertise in sales transformation and change management

• Significant track record of success in growing revenue and winning market share

• Excellent sales knowledge, a background in sales strategy and solution selling

• Experience with internal sales teams and their role in the sales process

• Exposure to pricing, product, marketing operations and customer services

• A background in data or data services advantageous

• Calm, composed, professional, high integrity, honest, fair, compassionate

Compensation:

• Highly competitive basic salary, dependent on experience

• Commission and bonus based on performance

• Car, laptop, mobile, mileage or car allowance

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