Head of Sales

2 weeks ago

Edinburgh, United Kingdom deverellsmith Full time

Job Title: Head of Sales - Estate Agency

Location: Flexible - Edinburgh as main office, travel to all office locations required

Department: Executive Team

Reports to: Managing Director

Purpose of the Role

You are a member of the Executive Team, with accountability for the sales division and a shared accountability for delivering our growth strategy and strategic goals, delivering sustained, profitable growth for the business. You are committed to realising our company purpose and play an active role in communicating this internally and externally. You are passionate and proactive about ensuring the business is a 'Great Place to Work'. You lead your team by example, holding yourself and others accountable while coaching and developing your team to realise their potential, as individuals and teams. You work with the People Team to ensure our recruitment and learning & development approach identifies, develops, and retains the capabilities needed to deliver our strategic goals.

You ensure an inclusive environment that provides opportunities via our progression pathways for motivated, talented individuals who share our values. Along with the Executive Team, you are accountable for employee engagement and take an active role in bringing our Employee Value Proposition to life and for ensuring the remuneration strategy incentivises sustainable, profitable growth. You ensure the Sales Division build long term customer relationships and deliver our Customer Value Proposition, with the goal of earning customers' loyalty and advocacy. You understand the intrinsic value of our customer information and lead your team in ensuring it is nurtured and managed effectively. You work closely with our Operations Team and Sales Division to collect and review customer feedback at key stages of the customer journey, and you ensure there is a feedback loop in place within the Sales Division with the purpose of continual improvement of the customer experience.

You are focused on generating business opportunities for the short term but also give equal priority to securing a pipeline of opportunity for the medium and long term. You create a culture which expects and encourages collaboration across all teams, in order enhance customer experience and therefore fee earning opportunities. You are responsible for ensuring each sales team has a business plan that realises the ambition of the company growth strategy, identifying organic growth and new business opportunities. You work collaboratively with our Research, IT and Marketing teams to identify and understand relevant market and customer data and are skilled at interpreting and utilising market, customer and financial performance data in order to understand current performance and set future key success indicators (KSIs). You are accountable for the operational activities within the sales teams, ensuring a consistency of approach across sales and compliance systems & processes. You act when necessary to address under performance.

Key Responsibilities

Optimising revenues and driving sustainable, profitable growth -

  • Contribute to growth strategy alongside other Executive Team members
  • Full P&L accountability for the Sales Division
  • Develop and implement business plans at Division and Team level, to realise the growth strategy
  • Deliver agreed organic growth KSIs in existing markets
  • Identify, plan and implement opportunities to grow in new markets / service areas
  • Analyse market data, customer data and internal performance/ financial KSI data to identify opportunities to optimise revenue and manage costs
  • Ensure all teams have an effective marketing plan in place

Making the business a Great Place to Work

  • Accountable for the employee engagement scores in your division and for taking action on feedback
  • Role model providing regular, constructive performance feedback to your direct reports
  • Conduct quarterly performance reviews and regular one to one meetings with direct reports and ensure all members of their teams benefit from the same
  • Identify learning & development needs of direct reports and their teams. Ensure effective learning & development programmes are in place at all levels to meet identified needs.
  • Develop a succession plan for direct reports and ensure progression pathways are in place at all levels in the division
  • Create a coaching culture that encourages your team to develop their strengths and realise their personal goals
  • Demonstrate awareness and support of individual and team well being
  • Create an inclusive culture that reflects the company values and purpose
  • Design and operate a remuneration structure that motivates high performance and is based on KSIs (financial and behavioural)

Delivering an exceptional customer experience

  • Role model providing an exceptional customer experience
  • Build a new business pipeline of customers for the short, medium and long term, aiming for 50% of new business from repeat customers and customer recommendations
  • Champion the internal referrals programme
  • Ensure effective measurement of customer experience in place
  • Ensure a customer experience feedback loop is in place in all teams, focused on continual improvement

Our values

  • Teamwork
  • Ambition
  • Dependability
  • Determination

The role is based in Edinburgh but requires travel around the 12 offices.

£90k basic

£130k OTE

Car allowance, generous holiday, pension.


Desired Skills and Experience
5 years estate agency experience
Management experience

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