Sales Director Collectables

3 weeks ago

London, United Kingdom Catawiki Full time

Who we are

A piece of the moon, a complete dinosaur skeleton, the Pope's hat, the world's smallest book - at Catawiki, we come across exceptional objects such as these every day.

Catawiki is the leading online marketplace to buy and sell special objects. We offer over 75,000 special objects in auction every week — each reviewed and selected by one of Catawiki’s hundreds of in-house experts specialised in Art, Design, Jewellery, Fashion, Classic Cars, Collectables and many more.

We've sold 10 million unique items to date and it’s our mission to become the world’s most popular auction destination for special objects.

We’re an innovative, pioneering and fast-growing scale-up. If you think you can make a difference to our team, go ahead and apply.

**Catawiki auctions are split in 3 different superclusters**: Luxury, Art & Antique and Collectables. Collectables gathers all rare and special items valued and sought by collectors like Stamps, Coins, Comics, Books, Natural History, Music (Records, Instruments, HiFi), Toys (VideoGames, Movie Memorabilia, Lego ), Cameras, Sports, Militaria and Models (Trains & Cars).

What you will do

The Sales Director of Collectables ultimate goal is to attract & develop Leads and grow & develop assigned Sellers within Catawiki’s strict quality framework, to ensure a constantly growing flow of quality supply on our platform. You will establish & manage a P&L and grow the Sales team for the Collectables department. You will set growth targets in line with Catawiki’s accelerated growth ambitions. This might mean you will be doubling the 10 FTE team in the near future.
- Directly manage two managers, Sales Lead New Business and Sales Lead Existing Business who manage the respective business development and account management teams.
- The Sales team is an international group of experienced business developers & account managers with various backgrounds in sales & marketing, sharing a great passion for the categories they are taking care of.
- The Sales team plays a crucial role in identifying, prospecting, onboarding, managing and upselling Sellers. Based on this foundation, you will be substantially extending the team in line with the department’s ambitious growth plans.
- The Business developers team is responsible for generating new business opportunities. The Account managers team is responsible for growing existing businesses as key accounts.

You will set up the Sales quarterly budget, and closely monitor it, through our sales KPI’s. You will analyse existing work processes and implement improvements to optimize the overall sales results. You detect business opportunities, and are able to quickly and effectively adapt to notable changes. Your strategy will be defined in close collaboration with Category and Marketing leadership

You will define and implement strategies to find new business opportunities, across our 11 categories. Specifically, you will

1. a) Define our “in the field” acquisition strategy in our core markets but especially in Italy, France, Germany & BeNeLux

**2. b) Display opportunism**: you will facilitate our top line growth once an assigned (prospect) Seller is willing and able to accelerate within our strict quality framework

You will be responsible for monitoring the Sales relationships with our Top Sellers and will manage a limited set of Top Sellers accounts directly. Through the Sales team, you will be responsible for growing and educating the whole portfolio of partners, ensuring compliance with the best-in-class standards

You will report directly to the Vice President structure of the Collectables department and will be a leading voice in the Collectables Management Team.

Tasks and responsibilities
- Set a baseline year plan divided in quarterly and monthly targets, achieve and surpass quarterly targets and goals, for the team as well as for the Business Developers & Account Managers;
- Identify, monitor and develop the most important Sales KPIs
- Prepare and communicate Sales reports
- Operate in the cross-functional, matrix environment: the Sales Director is expected to work closely with other members of the Collectables Management Team, as well as other functions within the company. Here at Catawiki we strongly believe that functional leaders can only be successful when moving in sync with other functions.
- Inspire the 80+ FTE Expert base over the different geographies to act as an extension to the sales team.
- Recruit, hire and train new Business Developers & Account Managers - with a view to have a strong “on the field” Sales Team by mid 2023
- Conduct (weekly) team meetings to increase individual and team success
- Lead the daily operations of the Sales team (e.g. resource planning, quality assurance)
- Based on the Sales KPIs, you will display Accountability - you will be ready to make difficult choices when an assigned (prospect) seller is not willing or able to abide by Catawiki’s rules
- Coordinate the e

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