The Head of Global Sales is responsible for leading the development and implementation of a sales strategy aligned with the Enterprise Sales and Marketing strategy and CCi's strategic business objectives of sustainable growth and profitable revenue generation. The role holder leads the team of sales personnel to deliver annual and strategic revenue and EBIT targets to grow the business in line with the company ambitions. The Head of Global Sales works closely with the leaders in the Enterprise Sales & Marketing division and Enterprise Consulting division to create, deliver and continually enhance a best fit, sales strategy and plan for the market.
Key responsibilities include developing go-to-market propositions to strengthen the presence of the CCi brand and offering in different markets/sectors as well as having a thorough understanding and clarity of strategic solution offerings and consulting services to ensure that a continuous improvement mindset is applied to sales purpose, materials and processes. The role holder is also responsible for managing the sales budget, forecasting sales trends, and analyzing sales data to identify new sales opportunities.
Requirements
Lead and deliver business growth in allocated market:
Developing a comprehensive and best fit sales plan to enable sales targets to be achieved in allocated market and that has clearly defined goals, objectives, responsibilities and timelines
Continually strengthen CCi's competitive position in the marketplace by communicating the value proposition to customers and raising brand awareness
Know the product offering's value, key concepts and implementation methodology by commercially assessing and reviewing pricing for new and existing clients, running models through CRO to then advise and escalate accordingly
Oversee the development of on a value hypothesis (including client return on investment) that will establish relationship/s with the C-Suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospects driven by Outside Sales
Coordinate activities that will enable the conversion of opportunities into new CCI customers
Write attractive and relevant proposals to new and existing clients to proactively drive revenue
Effectively ensure the team learns and engages with new prospects to support the TRACC / solutions propositions and actively market and sell these to new clients
Leverage, facilitate and drive CCI's ERA3 sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success
Drive, as far as possible, the prospect's selection process and evaluation criteria
Overseeing the lead qualification (BANT), lead sourcing and lead research processes to ensure sales and marketing development efforts are set up to create sufficient prospects required to achieve revenue objectives
Collaborate closely with other departments such as Global Marketing, Global Key Accounts and the leaders of other allocated markets to ensure alignment in strategies and messaging
Establish and maintain the sales budget for allocated market and regularly discuss progress, pipeline and forecast reports with the CRO
Work with Legal to formalize, negotiate and finalise contracts for new clients
Lead and manage the Sales team fostering a team based and high performance culture
Recruit, onboard, and lead the Sales team driving accountability and providing clear direction and goals. Inspire, motivate and allow team members to be their true selves and do their best work
Managing and developing Inside and Outside Sales team to ensure they are equipped with the right skills and capabilities, given the right direction to identify sufficient decision makers to add to nurturing campaigns
Actively coach and influence the team on understanding their client's selection process and evaluation criteria
Ensure all team members record communication and sales activities by documenting and updating regularly in SFDC
Assist in the administration and facilitation of the negotiations and closing activities with support from Legal
Support a pool of Independent Contractors to ensure we have the right experience and people driving sales at the right times to maximize opportunity versus efficiency. Continually review the sales support needed and instruct IC's accordingly
KEY PERFORMANCE INDICATORS
KPI 1: Market revenue generation and growth to x% as aligned with company strategy
KPI 2: Profit targets as aligned with company strategy for new business
KPI 3: Conversion rates of leads to Wins
KPI 4: Deployment of Sales strategy to plan
KPI 5: Team effectiveness, development and levels of engagement
Qualifications / Experience
Bachelor's degree in Business, Marketing or a related field
10 years experience in business to business selling at a leadership level, preferably within a software/services solution global company
A track record of success in leading a sales team towards growth in sales and enhanced revenue generation
Strong leadership skills with the ability to motivate and inspire a sales team in a unified direction and vision
Excellent communication and negotiation skills
Ability to develop effective sales strategies to meet market needs
Strong problem solving and decision making skills
Experience with sales forecasting and budget management
Familiarity with sales software and tools
Data driven with sound commercial acumen and a deep understanding of the customer, the competitive market, and an ability to analyze sales department performance for making informed business decisions
Have a good understanding of CI principles, methodologies and practices
Demonstrate a good understanding of supply chain optimisation processes and practices to help create an aligned and efficient value chain
Excellent interpersonal skills and self awareness
Excellent written and verbal communication skills
Technologically inclined
Sound financial understanding
PERSONAL ATTRIBUTES
Ability to learn from constructive criticism in a positive manner
Accountable and responsible in all situations
Goal orientated, self-starter who is detail-oriented and highly organized
Collaborative, approachable and able to form strong and long lasting relationships both internally and externally
Ability to thrive under pressure
Happy to travel approx 60% of the time to prospects, clients and to meet the global team
Benefits
Competitive Base Salary and Benefits
Sales Incentive Program approx 30% of salary
Seniority level
Director
Employment type
Full-time
Job function
Sales
Industries
Primary and Secondary Education and Non-profit Organizations
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