Regional Sales Director
Background to the Business:
The Marketing Centre is the number one provider of Fractional experienced Marketing Directors to ambitious businesses. (www.themarketingcentre.com). The team consists of 90+ marketing directors in the UK, each of whom has a portfolio of businesses they work for on a permanent part-time basis. All Marketing Directors are experienced senior level, fully qualified, and have experience in both a large corporate environment and in smaller SME’s.
The Regional Director Role:
The role of Regional Director has four main strands; Business Development & Distribution, Sales, Clients and Team.
Business Development & Distribution
* Leads are generated from both central marketing campaigns and regional activity. A significant proportion come from referrals.
* Co-ordinate all regionally based business development activity
* Motivate and focus the business development activity of your team members
* Become ‘the face’ of The Marketing Centre within the region and build knowledge and presence amongst the region’s business community
* Build strong relationships with Distribution partners within the region (referral partners)
Sales
* Primary point of contact for any new business lead
* Responsible for sales conversion within your region
* Manage the sales process, meeting setting, admin, and follow up to secure the business
* Manage the getting started process and obtain signed contracts
* Manage the relationship for your region with central telemarketing and the marketing team
* Responsible for ensuring CRM is accurate for your region (HubSpot)
* Take an active role on Linkedin and the Marketing Centre content generation
Clients
* Build relationships with all clients in region - target an average 18 month lifespan
* Ensure each client is being delivered value from their Marketing Director and their relationship with The Marketing Centre
* Manage Marketing Directors within each client and ensure there is an appropriate work plan
* Manage successful ‘bedding in’ of new clients, including monthly calls and regular review meetings
Team
* Quarterly 121 with each Marketing Director - build and monitor goals with each team member
* Frequent ad-hoc calls to the Marketing Directors to offer support
* Help the team to have work plans in place for all clients
* Encourage and support team members to work a minimum of 2 days per month on business development activity to build the team portfolio
* Responsibility for regional team meetings and delivery of training/coaching on a monthly basis
* Encourage attendance at TMC conferences
* Build the team to an optimum 12-15 Marketing Directors
* Manage capacity and utilisation of team to 60% - 75%
* Manage skill set mix on team to reflect requirements in your region
* Contribute to recruitment process for the region
* Monitor, review and report on the team’s invoicing of clients on a monthly basis
Essential proven experience required for the role:
* Leadership ability
* Relationship development skills
* Consultative selling approach
Other useful experience and attributes:
o An understanding of business issues – especially SME and entrepreneur mind-set
o Varied sector background to give a broad base of experience
o Ideally qualified to MBA level
o Experience of taking a business through sale / exit process
o Sound understanding of marketing
o Motivated by winning and achieving results
o A self-starter, with lots of energy and drive
o Successful handling of multiple client relationships
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