Head of Sales

3 weeks ago

North East, United Kingdom Greaves Recruitment Solutions Full time

Company Profile:
The largest independent packaging distributor in UK and Ireland who provide solutions to a wide range of customer markets such as industrial, food service, pharmaceutical, healthcare, grocery, retail to name but a few. They are looking to recruit a Head of Sales to take the business to the next level.

Job Title:
Head of Sales

**Job Description**:
Reporting to the General Manger of company, the individual will be responsible for overseeing all sales activities of the company and managing the external facing sales teams.

The individual will be responsible for ensuring company achieves its financial sales & margin budgets, coaching, monitoring and motivating improved performance in order to deliver our financial targets. Encouraging partnership with customers to foster future relationship and greater sales volumes.

With the General Manager and UK Head of Finance, the role will be responsible for setting overall collective and individual Sales & Margin Targets, together with key sales development objectives, designing new business and ‘go
- to-market’ strategies. Reviewing processes with the Assistant General Manager and General Manager to release roadblocks and maximise company profit and cost reduction potential to attract and deliver profit potential

The role will also recruit, train and induct, with the support of other colleagues, new sales talent within the business.

Key Responsibilities:
Own all plans and strategies for developing business and achieving the company’s sales goals.

Drafting and agreeing annual sales and margin budget for company.

Propose, design and deliver new innovative ‘go-to-market’ services and strategies to attract new business.

Assists in the development of the sales plan.

Setting activity and revenue targets for members of the sales team.

Leading, Coaching & Motivating the sales team to achieve their target objectives.

Monthly reporting on sales performance against budget and reporting on variances.

Continual training and development of all members of the sales department including both external & internal sales personnel.

Regular monitor & conduct communication/measurement meetings with members of the sales team.

Working on account management plans with the regional business managers.

Provide full visibility into the sales pipeline at every stage of development. Managing our pipeline of new business, the Rolling 10 Prospect initiative.

Additional Tasks:
You will set targets, performance plans, and rigorous, objective standards for sales representatives. This includes A, B & C Accounts, Key Accounts and National Accounts.

Meet with reps one-on-one to review performance, progress, and targets. (Monthly)

Deliver deep performance reviews for each individual rep once or twice per year. [Biannual or annually] - Identifying Performance Variance to Plan / PY & agreeing key objectives with the individual.

Ensure sales teams are working proactively with their internal sales counterparts.

Coach individual sales representatives one-on-one through phone work and prospecting help sessions to help them improve sales performance. [Ongoing]

Participate in spontaneous sales calls and planned field days. [Monthly)

Counsel, support, discipline, and performance manage underperforming sales representatives. (When required)

Develop a scalable sales process and ensure representatives adhere to it correctly.

Ensure that reps use sales technologies, such as SAP, Microsoft Packages, correctly.

Plan and implement training programs. Hold regular skills training sessions with internal or external sales trainers. (Quarterly)

Plan and chair quarterly sales team meetings. [Qtrly]

Hold team building events onsite or offsite. [Specific]

Recruit, select, onboard, and implement a training plan for new salespeople.

Oversee regional and key account salespeople [as required]

Motivate and the sales team with monetary and non-monetary (intrinsic) motivational tactics, such as sales contests, lucrative incentive packages, prizes, and public recognition.

Unite the team: Ensure reps work as a positive unit and share their best practices.

Set a good example for the team. Work according to company culture and values, prioritize ruthlessly, use good communication, and deliver results effectively.

Key Skills:
Strong presentation skills.

Analytical with high attention to detail in administration

Good verbal comprehension and written communication skills

Excellent business acumen

Ability to work to tight deadlines and stay calm under pressure

Inquisitive and challenging to ensure best practice for company

Knowledge and Experience:
Experience managing large retail / ecom accounts.

Experience within packaging industry and understanding of process and pack inefficiencies and how to unlock value.

Understanding of Six Sigma / Lean and Continuous Improvement an advantage

Demonstrable excellent customer service attributes

Flexible in approach, capable of prioritising

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