Head of New Business

4 days ago

Worthing, United Kingdom World of Books Full time

The Head of New Business will be responsible for acquiring new customers and managing the UK sales team. Reporting to the Business Development Director this role will be responsible for defining the new business strategy and executing ambitious targets.
Main Responsibilities
- Own and Optimise the sales funnel through continuous improvement of lead targeting, conversion and onboarding.
- Create and implement growth strategy with functional stakeholders, identifying key customer profiles to target, tailoring and refining the sales pitch, and implementing consultative sales approach.
- Lead the group’s entry into new international markets (excluding the USA), and new verticals in the UK
- Commit to specific targets, take full responsibility for performance tracking and delivery in line with the Group’s FY23 Annual Operating Plan
- Collaborate closely with the product team to inform the product roadmap based on customer needs and feedback.
- Closely partner with the Centre of Excellence & Logistics Team to plan capacity for new customer onboarding
- Identify key opportunities and areas of improvement for the team, creating and maintain a Playbook that is shared among all team members to ensure that best practices are implemented across the team.
- Lead, mentor and develop team members to empower actions and drive accountability for each individual’s contribution
- Keep the team engaged and ensure employee satisfaction.
- Distribute leads and balance pipelines of individual team members, set individual targets and coach through execution
- Support team members in building effective, solution-focused proposals to win new business - supporting with the contract review process to secure favourable terms that maximise margin
- Build data capabilities to track performance across the areas you directly and indirectly control, understand how key metrics can be impacted
- Accountability for our CRM to ensure the business has clear sight of new business growth opportunities in the near & long-term, and team members are accountable for new business delivery
- Work closely with the B2B marketing team to develop targeted lead generation campaigns
- Build strong, trusted relationships with all internal networks/stakeholders that deliver continued team cohesion and a culture of excellence, collaboration & accountability
- Work closely with the Head of B2B Customer Success to ensure customers make a successful transition to the Customer Success Team after their incubation period with the new business team
- Partner with the finance team to ensure all customer invoices are paid in full, and on time
- Contribute to sector knowledge, insights, and value growth - being viewed as a thought leader within Recommerce, and sustainability.

Person specification
Experience, qualifications
- Experience in sales leadership roles. Strong management experience is a must
- Business degree or equivalent
- Demonstrated success in developing and executing new business strategies
- Experience using CRM systems such as HubSpot, Salesforce or similar
- Experience successfully onboarding new customers onto Complex SaaS software and real-world operational services.
- Experience in new market entry with an ability to make calls about long-term growth potential in a new target market
- Experience winning large enterprise customers, through to mid-market and SMEs

Skills and abilities
- Highly strategic & commercial mindset, with a focus on margin and a deep understanding of contract review and negotiation processes with a track record of driving team performance to hit and exceed targets
- Ability to utilise data/data analytics to drive decisions and recommendations related to process optimisation/cost savings
- Ability to balance day-to-day business management activity (organisation, planning, data numeracy) with strategic planning across multiple workstreams and customer and internal stakeholders
- Able to manage diverse stakeholders and to understand and analyse complex problems
- Positive personality with an energetic leadership style and strong resilience. An entrepreneurial mindset capable of doing a lot with a little.
- Excellent written and verbal communication skills-comfortable influencing at the board/senior executive level

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