Reporting to the Chief Revenue Officer, the Sales Director will lead our new logo acquisition team and will be an integral part of the commercial teams success. Your team will be focused on nurturing and developing new customer opportunities in the Social Housing sector. As an experienced sales leader, you will embed and maintain the Mobysoft sales methodology and support your team of sellers to achieve our ambitious revenue growth targets and position Mobysoft as the top service partner for rent management and efficient repairs data analytics.
Key Accountabilities, Activities and Decision Areas
* Responsible for all new sales activity into new logo clients
* Responsible for delivering the annual new business sales target
* Managing a team of Business Development Managers that sell into designated sales regions
* Responsible for the aligned of the territory to the Business Development Managers to ensure maximum revenue return.
* Defining the most efficient target customer segmentation model and required resource.
* Seeking out major clients and forming working relationships with the key executives at enterprise/strategic prospects
* Maximising company profitability
Functional Accountabilities
* Manage & report on weekly sales meetings with the individual BDM’s with regards to core company KPI’s that include.
o Executive meetings booked
o Remote data Tests/VA Booked
o New Business Revenue
* Accurately forecasting future sales and forming sales plans to adapt to constant shifts in the marketplace
* Delivering increased conversion rates across the team in the areas of core company KPI’s
* Forecasting to the CD on a weekly basis (every Monday AM) across the team
* Ensuring that the team are utilising the CRM (SF.com) system to rive new sales to conclusion
* Serving as a business representative at major industry events, conferences, trade shows, and expositions
* Foreseeing and developing new sales strategies to drive increased value to the prospect & thus increase pricing
* Forming sales strategies to keep the company competitive and innovative
* Working with the implementation/pre-sales to deliver the Remote Data Tests
* Constructing winning, viable, commercial offers
* Working with Marketing to develop customer references/case studies and collating a body of client speakers & new business plan to unlock new prospects
* Updating regular reports for Board presentations
In all activities, following the quality ethos set by Mobysoft and collaborating regularly with client service and technology teams.
People Management
To lead, manage, and motivate the team by:
* Leading, managing and inspiring the team to promote team working, continuous improvement and learning.
* Coaching direct reports in appropriate leadership and management techniques to ensure required culture is embedded across the department.
* Ensuring the appropriate application of HR policies and procedures in the department e.g., sickness absence management processes, dignity at work, discipline & grievance, etc.
* Agreeing and monitoring performance targets for direct reports, challenging and dealing with non performance.
Teamwork
* Works collaboratively with others and identified opportunities for continuous improvement across all areas of the business
* Contributes positively to team meetings and takes personal ownership for the delivery of team actions
* Creates opportunities for others to be successful and helps them to achieve their potential.
Innovation and Change
* Supports innovation across the organisation, conceptualising and creating new approaches.
* Positively embraces new standards and ways of working.
* Evaluates the external environment; recognises political, regulatory, market, technological and commercial needs to innovate.
* Creates a supportive environment of continuous improvement where people are encouraged to learn from their mistakes.
Financial Management, Risk & Health & Safety
* Being accountable for achieving financial targets and reporting results where appropriate
* Ensuring cost effectiveness of department
* Ensuring full compliance with Health and Safety procedures especially concerning Serious Untoward Incident’s and that investigations are undertaken openly and effectively with any resultant learning being shared with the organisation.
Values and Self Development
* Role models the organisation’s Values (Human, Driven to Succeed, Ambition, Customer Centric and Team work) and culture of diversity in all its forms including diversity of thought processes.
* Acts in accordance with Mobysoft’s values at all times and promotes these both internally and externally.
* Takes ownership of own personal and professional development
Requirements for the job role
Essential
* Extensive experience in IT- SAAS environment
* Proven sales management/executive experience, meeting, or exceeding targets
* Ability to communicate, present and influence all levels of the organisation, including executive and C-level
* Proven ability to drive the sales process from plan to close
* Proven ability to articulate the distinct aspects of products and services
* Proven ability to position products against competitors
* Demonstrable experience as head of sales, developing client-focused, differentiated, and achievable solutions
* Excellent listening, negotiation, and presentation skills
* Excellent verbal and written communications skills
* Strong persuasion and negotiation skills to achieve the optimum outcome for Mobysoft
* Ability to operate in a competitive and pressurised environment, making sensible decisions that do not compromise Mobysoft
Desirable
* Highly flexible (including willingness to work away from home base)
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