about 1 year ago
In this role, you will:
·Provide clear vision and mission to Inside sales team to ensure all members of the organisation under clear, simple objectives and priorities.
Lead & Support
·Provide the necessary leadership, support and guidance to ensure the inside sales strategy is aligned with business direction and supports accomplishment of the overall business objectives.
·Coach and mentor direct reports globally - Direct reports are responsible for Lead Qualification and Routing, Appointment Setting, Quoting & Sales for specified Product Lines.
·Hold Team Accountable for High Say/Do Ratio on all activities as measured by agreed upon time, quantity and quality metrics.
·Deliver at the highest possible speed and quality is critical in this role, as is consistent process execution, and identification and elimination of process inefficiencies. Success is measured via adherence to stated service levels, conversion rates, and orders volume.
·Build efficient processes & tool / identification and elimination of process inefficiencies.
·College Degree or equivalent
·Strong experience in B2B Inside Sales, Outside Sales, or Commercial Operations roles of increasing responsibility
·Led and built an Inside Sales team - B2B Sales Leadership Experience
·Previous experience in high volume lead generation and qualification environments
·Experience in Software Sales either Industrial or Commercial
·Experience in business-to-business sales
·Specific Industry Experience - Knowledge of or experience with Oil/Gas, Power/Utilities, Manufacturing (Food, Consumer Packaged Goods), Automotive, Chemicals.,
·Experience with Databases and/or Customer Relationship Management Systems (as a user)
·Trains others to effectively use digital environments to collect market knowledge; Coaches people on how to listen, participate, and leverage influence in digital settings; Establishes a large following and expansive digital network of contacts.
·Proactively identifies pipeline risks and develops mitigation plans; Proactively shares 'best practices' to improve pipeline efficiency; Helps to develop sales team relationships with key contacts; Communicates pipeline issues to sales team; Identifies key issues with sales forecasts and focuses resources/ assistance where appropriate
·Coaches and trains other team members on risk management and regulatory compliance issues
·Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer - actively reviews accounts, meets with customers, observes sales force, etc.
·Coaches and mentor's others on how to collect, analyse, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
·Coaches and mentor's others on how best to leverage the portfolio to create value for the customer and create competitive advantage; Identifies and prioritises critical resources needed to further the sales effort, negotiating with stakeholders for utilisation.
·Leads the process of developing a clear and winnable strategy to deliver the vision of what the customer relationship can be; Goes beyond conventional modes of thinking and approaches problems, and creatively develops innovative, alternatives possibilities beyond the obvious.
·Turns problem into an opportunity by making both customer and view end result as a win for both organisations; Proactively uses systems, data, and tools to help shape thinking of customer issues solved by solutions; Builds a deeper understanding of the problem, root cause and probably solutions; establishes strong credibility throughout all discussions; Deeply connected to business leaders and can quickly communicate the customer issue with a potential resolution.
·Trains others on how to design and create the winning deal content that result in successful deal closure; An expert in compiling the correct information in the fastest and most cost effective manner that would include the formatted content and structure of winning proposals.
·Legal authorisation to work in the U.K. is required.
·Must be willing to work out of an office located in London, UK