Job Title: Group Sales Director
Contract: Permanent, Full-time (37.5 hours per week) Monday to Friday
Location: Home based within the UK with national travel as required
Salary: Up to £100,000 per annum plus on target earnings of 25% of salary
Medigold Health group, one of the UKs largest and most progressive workplace health providers, is looking for its next sales leader.
To take on this role you will need to be a seasoned sales operator with deep experience in managing both pipeline and personalities, deadlines and data. You will lead with clarity of vision but also the humility to get the very best out of the deep pool of talent within the wider sales & bid team over which you will have responsibility.
Reporting to the Chief Revenue Officer (CRO), your primary responsibility is for all new logo and incremental business across the group, covering a broad spectrum of complementary services including Occupational Health, Psychological and Musculoskeletal, Drug & Alcohol Testing, Primary & Preventative Care and Workplace Disability Training & Management (incl. neurodiversity).
You may well work in workplace health currently; this would certainly be advantageous; however, it is not a requirement, and we are open to all candidates who think they may have the skills and drive to help propel the Medigold Health brand forwards whilst routinely meeting and exceeding sales and revenue targets.
You should not expect to succeed alone and will be supported by an excellent team of seniors across Bids, core market verticals and Sales Enablement, alongside wider support you’d expect from our Clinical, Commercial, Legal, Compliance, Development and Marketing teams, as well as the Board itself.
This position has a central role at executive level, and reports to the Medigold Health Board. It is a highly visible role within the business and the right candidate will relish the opportunity to establish themselves, leading in a purposeful, inventive and collegiate way, whilst incorporating a commercial angle into every decision you make.
Main Objectives
* Set and own the group sales and revenue targets, in dialogue with the CRO, for all service lines, using a combination of sales forecasting and strategic ambition.
* Be comfortable and confident in the commitment and leadership required to achieve multi-million pound sales-won figures year-on-year.
* Conceive and develop the sales strategy in conjunction with the CRO, defining the entry into new markets, and the ways in which Medigold Health will penetrate sectors or regions in existing markets.
* Own the competitor analysis and strategic positioning of Medigold Health across the different markets verticals in which we operate.
* Set and continually course-correct the vision for efficient and high-performing sales operations, including bids, sales enablement and collaboration with Marketing.
* Manage commissions, including the scheme design, reappraisal, arbitration and quarterly approval of payments.
* Ensure a board-ready data set is available at all times (this task is supported by Sales Enablement).
* Manage the cost profile of the team relative to sales and revenue targets and keep a focus on delivering value per individual contributor, market vertical and as a team overall.
* Act as the ultimate escalation for internal stakeholder management regarding sales process management, bids/opportunities and sales/losses - you therefore need to be across all briefs/market segments at a high level, with support from your subject-matter-experts
Specific Responsibilities
* Represent the organisation at the highest level in client-facing engagements, as required to do so.
* Champion Medigold Health amongst the health & wellbeing community, as opportunities arise to do so.
* Contribute regularly and meaningfully to the Medigold Health Executive Committee
* Adopt and practise the management styles and brand values of the company.
* Line manage & develop the Heads of Department (currently Bids, Sales Enablement, Sales – SME). In the future likely to expand with Heads of Department covering other market verticals.
* Line manage and develop individual corporate sales contributors (Consultants & Senior Consultants).
* Work with Sales Enablement to design and secure funding for sales training initiatives, alongside the expertise and coaching you will bring for colleagues through your own experience.
* Make decisions on travel, expense and holiday requests for those who report to you.
* Support the bid qualification efforts with strategic and/or high value bid opportunities.
* Collaborate with the Marketing Director/Department on the promotion and/or development of our various GTM propositions, drawing on and involving the insights of your various subject-matter-experts
* Working with the Head of Sales Enablement, to refine or develop data sets for each market vertical and sales process, evidencing sales performance and revenue recognition across the group.
* Set & manage the weekly cadence of sales progress tracking, hosting regular forums for dissemination of pipeline, new sales and implementation information to groups of the most relevant stakeholders.
* Represent the Group Sales Division on management calls and at project boards and be willing and able to provide a position, information or reassurances.
* Use your skills and experience to support/advise other Directors and managers with their own sales or growth agenda i.e. advising the Client Relationship Director on the best way to coach Account Managers to encourage cross-selling within the client portfolio.
Requirements for this role
* Higher education qualification or equivalent
* Extensive experience managing B2B sales teams, preferably within occupational health, wider healthcare or human services sectors
* Proven experience in strategic sales leadership at the highest level
* Experience of successfully managing remote and field-based teams
* Strong commercial and financial acumen
* Self-sufficient time & diary management, including managing all weekly sales cadence
* Willingness and ability to travel across the UK, attending client meetings and Medigold Health sites were required
* Ability to work remotely whilst keeping yourself and your team members engaged and motivated
* Proficient in Microsoft Office Suite
* Aware of the strategic design principles of Salesforce (Sales cloud/Marketing Cloud) and able to contribute meaningfully to such discussions with our internal and external development champions
* The ability to work under pressure, governing multiple deadlines in line with client and business requirements.
Our Company Benefits
* Competitive executive-level benefits
* Pension Scheme
* Access to Company benefits and discount portal
* Access to a Health Cash Plan
* Free eyecare vouchers
* Cycle to work scheme
* Access to confidential Employee Assistance programme
* Interactive mental health and wellbeing app