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Global Sales Manager – East Coast


Reports to:  Global Sales & Marketing Director

Location: USA (East Coast)

Date Posted: 8th January 2019

In addition, the SM will operate as an integral part of the Company’s Senior Management team. Travel 40% to 60%.

Purpose

The Sales Manager (SM) will be responsible for the line management of the field sales team worldwide,  C2P Sales and Compliance & Risks solutions through the field sales team, resulting in meeting sales targets in line with the Company strategy.

The SM’s mission will be to expand and deepen the customer base by contributing to the long-term sales vision for the sales team; implementing the group’s overall sales strategy across various segments of the business through the field sales team.

 

KRA 1: Sales Team Management

  • The SM will motivate, coach and develop the team so as to ensure his/her team deliver on targets set.   He/she will instill strong deal qualification skills in the team and can support identifying latent opportunities in accounts.

  • Coach our sales team on moving “challenger” sale opportunities to qualified and enter the sales process

  • Improve solution selling skills in the team and all of the other sales approaches we are working on.

  • Improve the team’s deal forecasting skills and demonstrate the ability to coach a sales team as to why this is important. Move away from slippage and introduce skills to make things happen in given quarters.

  • Improve the team’s deal closing, demonstrate the ability to understand close plans and how clients internally process POs, so we remove surprises.

  • Winning Together – making sure that we leverage the support available from our wider sales support functions.

  • Practice Challenger Sales, Solution Sales, Disruptive Proposition sales skills and processes.

  • Drive a team culture of accountability, clarity, professional behaviour and communication

  • Manage field sales performance.

KRA 2: Process

  • In conjunction with the GSD, the SM will use their expertise in sales business operations /sales processes to identify and make appropriate changes.

  • Implement and bed down clear process and sales discipline among the team

  • Work closely with Sales Operation to improve CRM practice

  • Provide insightful and timely reports to the Executive team regarding opportunities and performance.

KRA 3: Planning

  • In support of the GSD, the SM will participate in the planning process for future development and growth of the business and define the strategy and execution of short and long-range plans to achieve sales objectives.

  • 12 month rolling pipeline review, are the sales executives utilising all sources of support and managing their pipeline, taking corrective action where appropriate.

KRA 4: Client & Internal Relationships

  • The SM will present the Summit value proposition to “C” level customers and act as a senior point of contact for our High Profile, High Net Worth Clients and act as a knowledgeable and visible presence in the industry and community.

  • Working closely with Marketing to drive and convert leads and with Account Management to exploit opportunities and build relationships and with Client Success for pre and post sales.

  • Working closely with legal to negotiate contracts and other business term

Demonstration of Values

All employees should continually promote legacy of Company Culture through demonstrating its values –

Respect, Trust, Innovation, Winning Together

QUALIFICATIONS AND EXPERIENCE:

  • 7 years plus strong and proven successful experience of leading multi-site international sales teams in a senior leadership role.  Ideally from the SaaS, technology or compliance sectors.

  • Demonstrable experience of winning at C-Suite Level in Enterprise Level Accounts (Global Household Brand Names e.g. HP, GE)

  • Engineering or Finance background can be an advantage

  • Must be tech savvy and very comfortable understanding enterprise level systems. ability to manage in a complex sales environment, with multiple channels, alliances, and end user relationships.

  • Must be a leader of sales teams

  • Must have the sales skills listed above in Sales Management Section

  • Must have a demonstrated track record of growing profitable sales and business development relationships from a strategic level.

  • In depth experience with sales methods, policies, processes, and procedures.

  • Must have excellent business acumen and professional judgment with associated planning and problem solving skills.

  • Ability to understand the long-term, “big picture” and short-term perspectives of situations.

  • Excellent presentation and public speaking skills are a requirement.

  • Must be a high-energy performer who operates best as part of a team and whose enthusiasm inspires and motivates subordinates, peers, and customers.

  • Ability to create a work environment and culture that fosters high performance in teams, focusing on the achievement of growth and profit objectives.

  • Possesses a sense of urgency in achieving overall goals and objectives along with an appropriate level of composure.

  • Attained knowledge of each culture the company operates in and sensitivity to the business practices, rules and regulations, effective business tactics, and cultural norms of the environment. Ability to effectively manage these differences and ensure all members of the Sales teams are properly educated and trained.

  • Upbeat, positive, and committed to winning!

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