Sales Director

4 weeks ago

London, United Kingdom LHH Recruitment Solutions Full time

Our client is a leading Facilities and property business that have been at the leading end of their sector for over 30 years and employ over 60,000 UK wide and look after clients services worth nearly £3m. Supplying to their services to a range of Sectorsacross the UK, they have established themselves a leading business within this field. With a huge ambitious and innovative approach, they hope to keep growing and leading the way and are looking for a driven and impressive Sales Director to lead the Salesteam across the UK.
**Main duties**:

- Strategy and planning:_
- To create and own a detailed three to five year strategic sales plan, (updated annually) that sets out the allocated Sector(s) opportunity, approach and revenue target.
- To ensure that the Managing Director responsible for sector(s), their senior team and Head of Private Sector Sales Director are involved with the above planning process
Relationship management (external):

- Relationship maps to be created and maintained for the sector(s) with plans in place that ensure all stakeholders have a company executive mapped against them and engagement plans in place that are maintained and reported on monthly.
- Growth opportunities:_
- To find new opportunities for the company within the (allocated) sector(s) that would be eligible to bid for through known tenders and possess significant revenue growth.
- Identify new routes to market that the business should consider in order to deliver new growth from either existing services or those that may be outside current service provision but within our capability e.g. complex outsourcing or solution delivery.
- To lead and encourage joint initiatives across the company divisions on bids which maximise resource to win cross-organisational opportunities
- Consider strategic relationships with suppliers or adjacent competitors to find opportunities within either; a joint venture, teaming agreement or tier 1 or 2 arrangement.
- Explore company acquisitions that allow the business to deliver services adjacent to existing ones that move the business to being considered a critical strategic trusted partner as opposed to a transactional FM supplier, that will enable margin improvement.
- Insight and knowledge:_
- To support the Capture Director and Bid Director by providing sector knowledge and insight for all bidding activity within the (allocated) sector(s)
- To grow and enhance their sector knowledge by attending relevant events, seminars or meetings and networking across C-Suite level people within your (allocated) sector(s)
- To be actively involved in relevant Associations and Industry Bodies as an ambassador.
- Join and attend relevant sector networking groups to establish/promote company position in the market and develop new opportunities.
- Set up relevant steering groups with key stakeholders across the group divisions to educate, identify and support net new opportunities within the sector(s)z
- Reporting:_
- On a monthly basis produce a high level board report that summarises activity & opportunities (including financial data) together with relevant intel and insights
- On a quarterly basis attend the Sector Unit Review to outline the progress and penetration being made within the (allocated) sector(s).
Job objectives and responsibilities
- Ownership and responsibility for discovering and delivering significant new growth opportunities that are aligned to the (allocated) sector(s) strategic growth plan. Created as a result of building and enhancing senior c suite level relationships and networksacross the Sectors, strategic partners and competitors.
- Support the extension, realignment, restructuring and rebid opportunities of key strategic existing sector clients by working closely with, and building strong relationship across the Strategic Account Managers within your Sector(s).
- To develop and implement a programme of activity to build and enhance relationships with key stakeholders in the (allocated) sector(s), thus improving awareness of the groups capability within the sector.
- Person Specification:_
- Possess a thorough understanding of the intricacies of the (allocated) sector(s).
- Able to communicate and influence senior-level/C-Suite client contacts and maintain positive working relationships
- Strategic operational management experience and proven track record in IFM sales contracts within the private sector of values in excess of £10M p.a.
- Able to work effortlessly within a matrix style organisation
- Strong decision maker
- Strong and effective communications and leadership skills
- Strong engagement and influencing skills capable of effecting cultural change
- Analytical thinker with demonstrable problem solving skills
- Leads by example in all role activities

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