Purpose of the role:
To lead and improve the performance of the consultancy sales function by driving process, discipline, CRM management, reporting, coaching, and channel development, while actively supporting deal progression and conversion. It is expected that 35% of time will be spent on people management, 35% on channel sales management and 30% on reporting, analysis and processes.
Key responsibilities:
Team management
* Lead the day-to-day sales function and line manage 2 Business Development Executives
* Appoint and manage a Senior New Business Development Executive (Months 3-6)
* Accountable for your team achieving their monthly/quarterly/annual sales revenue numbers.
* Accountable for your team achieving the delivery order book targets (excluding service renewals).
* Coach the team on quality lead generation, opportunity progression, product and service positioning, objection handling and conversion best practice.
* Represent the sales function at team leader meetings and other meetings as required
Cross team collaboration
* removing barriers
* Keeping wider teams informed
* Providing feedback
* Determine when the Principal Commercial Consultant should be engaged in opportunities and ensure collaboration between the sales and delivery functions.
* Support and collaboration with the marketing department.
Reporting, Analysis and Processes
* Run weekly pipeline, forecast and performance reviews and maintain reliable visibility of live opportunities, providing analysis and commentary as required.
* Own sales process, CRM discipline and reporting quality, identifying areas of improvements
* Accountable for your team achieving lead generation, sales activities and conversion SLA’s.
Channel management and introducer commission
* Support the development and delivery of a clear channel strategy for consultancy services, including partner management.
* Accountable for achieving revenue budgets
* Accountable for process, partners communications, issue handling and meeting KPIs
Success measures / KPIs
* Pipeline and forecast accuracy.
* Meeting sales targets (volume and value)
* Sales conversion rates through the sales process.
* CRM completeness, hygiene and reporting reliability.
* Performance and development of the sales team.
* Increase in average order value
* Channel-generated opportunities and revenue contribution.
Management of Sales Team
* Inspire, coach, and develop the team to consistently achieve or exceed targets.
* Conduct regular one-to-ones, appraisals, and team meetings to drive focus and accountability.
* Lead by example and demonstrate sales ability, contribute to sales meetings and site visits.
* Identify strengths and development needs, providing the right balance of challenge and support.
* Effectively manage time and resources.
General
* Maintain up-to-date knowledge of the company’s services, the wider energy sector, and evolving market opportunities.
* Data security, Privacy, Anti-Money Laundering and GDPR compliance
* To be aware of Health and Safety legislation and so far, as is reasonably practicable, ensure compliance with the Health and Safety at Work Act
* Driving to and from client sites, events and other locations is required. A full clean driving license and access to own vehicle is necessary.
If you have experience in the Energy & Utilities industry and are looking for a new role, reach out to me at