Sales Manager

Responsiv Solutions Ltd; Bracknell; On-site; GBP 50,000 - 200,000; Full time

Job description

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We are looking for an individual with excellent sales management, mentoring, and leadership experience and who is skilled with selling strategic solutions to business users. A successful candidate will demonstrate a structured and considered approach to planning, objection handling, and other aspects of the sales process. You will understand how businesses make decisions, and how to open, progress, and close deals.

The nature and importance of sales performance makes this role critical to the success of Responsiv.

There is a strong expectation that you will be keen to lead and mentor your team. You will be personally responsible for two to four key business accounts for customers within the financial services, government, retail, or manufacturing sectors.

This role demands significant presence, effort, and time to be successful. It needs firm, informed, and energetic management. We expect you to deliver on targets and commitments and that growth will be part of existing and future targets for both your team and the business.

Responsibilities

Specific responsibilities of the role include but are not limited to the following:

Industry, key account, and solution knowledge

Develop and maintain a highly credible ability to discuss and influence C-level executives in your target industries and customers. Including:

• Maintaining an excellent knowledge of the Responsiv portfolio and roadmap as well as those of our competitors
• Maintaining current understanding of target industries, including imperatives for the industry, competitive landscape, industry specific competition, and key players
• Creating and maintaining a set of materials to brief the wider Responsiv team on industry trends and demands, as well as to present to customers

• Developing and maintaining a detailed understanding of key accounts, how they make decisions, key decision makers, budget cycles, business imperatives, and projects.

Prospect and opportunity identification, and engagement (Pipeline)

Dedicating time to key accounts to ensure a good understanding of their projects and pains to extend and upsell our products and services.

• Development of commercially acceptable solutions that address the customer's and our needs
• Responsible for the completion of proposals and paperwork (you own the quality and accuracy of the document, which is built with the support of the extended team)
• Building collateral and working with the marketing function to support campaigns.

Deal negotiation and closing

• Deal negotiation will require a good understanding of the alternatives available to a customer, a clear plan for closing a deal, and a good understanding of the commercial realities for consulting and software products.

  Closing solution-deals will require excellent teamwork across Responsiv, as well as great relationships with the key individuals in the account. It is your responsibility to build those relationships, develop the understanding, develop and execute the closing plan.

• Development of a close plan, gaining authorisation for the negotiation, and delivering the outcome
• Working with senior management to develop winning strategies and ensuring that our organisation is ready to deliver your offer.

Sales Team Leadership

To support the sales cycle, targets and the development and success of the team.

• Define and oversee incentive programs that support the attainment of Responsiv sales objectives and motivate the Sales team to achieve their individual sales targets
• Manage the overall sales process, set and manage appropriate metrics for sales funnel management
• Define and coordinate sales training programs that enable staff to achieve their potential
• Define and follow up on all KPI's in the Sales team.

Senior Team Leadership

To support a shared vision for the business, provide consistent leadership, growth and understanding of business strategy and targets.

• Provide detailed and accurate sales forecasting
• Develop sales execution, strategies and plans for expanding the business to achieve the company's revenue- and profit- growth objectives in UK markets
• Assist in the budget planning process, specifically in sales forecasting and sales pipeline management. As a member of the management team, be the lead on driving the top line, and share in achieving the bottom-line objectives
• Understand the CRM system and the integration with other areas/systems in Responsiv to maximise the benefits to the business
• Be a role model for the Responsiv culture and an ambassador in all external engagements.

Skills and Experience

Your experience is expected to include all aspects of the role as described above, and to be adaptable to new challenges, maintain currency in techniques and approaches, and to work well with both business and technical communities.

You will have worked 10+ years overall sales experience with a minimum of 5+ years in a senior leading role.

• Excellent Stakeholder management and team management
• Good knowledge and experience selling solutions that contain elements of software and consulting
• Experienced in the use of standard sales tools, including LinkedIn, Forums, etc.
• Leading responses to RFP, RFI, and Bid management
• Large enterprise sales experience in sales cycles of three to six months and an average deal size of £50K - £200K per sale
• Proven ability to present, negotiate and influence at C-level of large corporations and closing deals
• Experience in scaling a sales team for rapid business growth
• Ability to plan and manage both at strategic and operational level
• Demonstrated ability to work well under pressure and to multi-task in a fast-paced setting
• Experience and proven ability to work with channel partners.

Successful candidates will have experience working personally with large companies to develop ideas and seek solutions, while at the same time leading the extended team to ensure the right skills and experience are brought to the table.

• Commercial understanding of how large organisations make IT decisions, and the mechanisms they implement to procure software and services in a competitive environment
• Creation of campaigns tailored to a single customer, developing an understanding of incumbent competitors, technologies in use, and key decision makers.
• Working in accounts to develop a broad set of contacts and relationships to ensure support for ideas, and to mitigate loss or bias of individuals.

Your track record will include significant solution sales success and demonstration of credible understanding of technology solutions

• Integration technologies and their applicability within an industry
• Creating and delivering thought provoking presentations
• Proven software sales techniques such as SPIN
• Understand practicalities and differences between solution, time and materials, and software-only sales

Approach and company culture

Responsiv Solutions is based in Bracknell and delivers consulting and integration software solutions to companies of all shapes and sizes across the UK and Europe. We have a strong focus on software engineering disciplines and have a reputation for delivering technical excellence and on what we promise.

We rely on our people to work hard and play hard individually and as a team, and to help ensure that we are simple and easy to work with, transparent in business dealings, and trusted to deliver our promises.

We provide excellent training and growth opportunities as well as the chance to work with some of the country's largest and most prestigious companies. We offer a varied and interesting work environment that will provide opportunities to become a leading expert in integration, security, cloud infrastructure, or Artificial Intelligence in business.

You will be joining a high performing team that is supportive and enjoys a high degree of freedom to truly address exciting problems and play with technology. Be part of something bigger than yourself that you can influence and nurture.