Sales Manager For Business Development Managers

About the Company
The company offers cost effective and sustainable leasing solutions to companies and institutions alike to help them finance and purchase the technology they need to run their business efficiently and keep their IT equipment up to date.

About the Role
The Sales Manager is pivotal in driving revenue growth, ensuring strategic alignment, and fostering a high-performing sales culture.

The Sales Manager needs to achieve consistent growth in the company Group's customer base and national sales figures by managing the activities of the sales team so that current activities are optimised and new business growth is achieved; supervising, directing and assisting the decision making of the sales team so that they are motivated and trained for optimum performance and achieving / exceeding the sales targets; and, finally; carrying out competitive negotiations at a senior level and contributing as a member of the management team to the ultimate success of the company as a whole and the achievement of its strategic objectives.

Key Responsibilities

1. Sales Management: The role encompasses several key responsibilities, including strategic leadership, performance management, enabling BDM success, client relationship growth, innovation & adaptation, cross-functional collaboration, and building scalable sales operations.
2. Strategic Leadership:
   1. Goal Setting: Define sales targets and objectives for BDMs based on company goals and market opportunities.
   2. Market Analysis: Provide insights into market trends, customer needs, and competitor activities to guide the BDMs' efforts.
   3. Alignment with Business Goals: Ensure BDMs' strategies align with the company's overarching objectives, such as expanding into new markets, launching new products, or acquiring specific customer segments.
3. Performance Management:
   1. Tracking Progress: Monitor BDMs' pipelines, deal closures, and overall performance metrics.
   2. Feedback and Coaching: Offer regular guidance to enhance sales techniques, relationship management, and negotiation skills.
   3. Motivation: Foster a results-driven culture, providing incentives and recognition for achieving targets.
4. Enabling BDM Success:
   1. Providing Resources: Equip BDMs with the tools, technology, and collateral needed to approach clients effectively.
   2. Training and Development: Organize training on fintech products, regulatory compliance, and industry trends.
   3. Collaboration Facilitation: Act as a bridge between BDMs and other departments (e.g., product development, marketing, or sales support) to resolve challenges and streamline processes.
5. Client Relationship Oversight:
   1. Strategic Accounts: Directly oversee key or high-value clients to ensure satisfaction and growth opportunities.
   2. Pipeline Review: Support BDMs in refining their approaches to prospective clients or stalled deals.
   3. Loss Review: Investigate fully the reasons for failure to close or losing a deal with a view to improving the go to market approach.
6. Innovation & Adaption:
   1. Encouraging Innovation: Push BDMs to explore new business opportunities, partnerships, and revenue streams in a dynamic fintech landscape.
   2. Agility in Response: Help the team adapt to changing market conditions, regulatory shifts, or technological advancements.
   3. Innovation-Driven Sales: Lead efforts to position the company as a forward-thinking partner, leveraging cutting-edge technology.
7. Cross-Functional Collaboration:
   1. Integration with Marketing: Work with marketing teams to develop effective campaigns and generate quality leads.
   2. Feedback Loop: Relay client and market feedback from BDMs to influence product development and strategy.
8. Building a Scalable Sales Operation:
   1. Process Optimization: Collaborate with Sales Operations to develop and refine sales processes, ensuring scalability and efficiency.
   2. Data-Driven Decisions: Utilise CRM and analytics tools to make informed decisions and predict trends.
9. Core Responsibilities:
   1. Sales and Operations Management: Recommend and manage the P&L and budget for the relevant business unit within the InnoVent Group and monitor financial performance.
   2. Lead demand-generating marketing and sales activities in the assigned market for the assigned solution.
   3. Convert sales opportunities to wins and invoice.
   4. Track billing and survey customer satisfaction.
   5. Source and distribute relevant thought leadership and marketing material to customers.
   6. Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules.
   7. Manage all targeted company accounts customer relationships in collaboration with Pre-Sales and Service Delivery Management.
   8. Collate details on new business and present the progress and successes of performance against the Business Development objectives.
   9. Attract new relationships with new customers by supporting collaborative sales efforts.
   10. Collaborate with the One-company group of Companies to leverage opportunities in our chosen industries.
   11. Actively drive and follow through on qualified opportunities.
10. Staff Leadership and Management:
    1. Manage the effective achievement of the company and overall, the company Group objectives through effective leadership.
    2. Build and manage a high performing team by providing leadership, role clarity, training and career development.
    3. Ensure open communication channels with staff and implement change management interventions where necessary.
    4. Definition roles, responsibilities, individual goals and performance objectives for the team.
    5. Set KPIs and provide regular performance feedback.
    6. Encourage knowledge transfer through development and implementation of a knowledge transfer plan.
    7. Promote an 'Company centric' and 'partnership approach' to develop strong relationships with other working groups.
11. Governance, Risk and Business Continuity Management:
    1. Ensure that appropriate governance systems are in place and in line with future requirements.
    2. Continually assess the competitiveness of all operations programs and practices.
    3. Manage business risk, through continuous internal and external monitoring of business impact.
    4. Establish and maintain the highest ethical standards in operations practices.

Candidate Requirements

1. Educational Qualifications: Business Management degree or equivalent qualification; Management / Leadership program; MBA or equivalent qualification (Desirable).
2. Years of Experience: At least 8 years progressive experience within a professional services business; At least 8 years solutions sales experience; At least 3 years' experience in managing a sales team.
3. Other Requirements: Good Business Acumen; Corporate Governance; Auditing processes; Solution Sales Methodologies; Relevant Industry / Domain knowledge; Entrepreneurial; Assertiveness; Leadership; Attention to detail; Conflict management; Professionalism; Presentation; Customer relationship management.

Competencies

1. Behavioral Competencies: Communicating and Informing; Results Driven; Complex solution Sales & Support; Organised and Thorough.
2. Learned Competencies: Differentiation, Justification and Powers of Persuasion; Prospecting; Selling Against Competition.
3. Hygiene Factors: Ability to cope with change; Desire to develop & grow; Integrity, uphold values & trustworthy; Logical thinker; Passion for customers & excellence.