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Head of Sales

4 months ago

Birmingham, United Kingdom The Search Consultant Full time

Head of Sales - Events

Birmingham

60K base plus bonus

**PRIMARY PURPOSE OF THE ROLE**:
To provide strong leadership to our Sales Teams, driving growth in sales and commercial value for Corporate, Associations and Stand-Alone sectors, ensuring we deliver outstanding customer service and develop long-term customer relationships.

Lead and develop a highly effective and motivated team to deliver annual revenue targets in line with our wider commercial strategy.

Achieve personal and team sales targets in line with business strategies and identify opportunities for increasing the profile of the business.

**KEY RESPONSIBILITES**:
**General**
- Reporting to the Sales Director, assist in the creation and delivery of the sales strategy.
- To grow sales revenues and profitability.
- Lead a high performing, motivated sales team to deliver KPIs in line with our annual targets.
- To develop a culture of respect and collaboration within a team working at pace.
- To set monthly targets for the sales team and monitor performance at a team and individual level.
- To provide strong, clear leadership and strategic direction to grow overall revenues.

**Key Day to Day Areas of Responsibility**
- Ownership and responsibility of the overall sales team.
- Responsibility for achieving P&L revenues.
- Review current processes and packages and establish where improvements can be made to drive growth.
- Manage costs in line with the Sales Budget and report back on any variances on a monthly basis. Ensure governance is maintained at all times.
- Produce accurate Management Reports on KPIs, sales plans and sales forecasting with appropriate commentary and recommendations.
- Provide input into various Technology project development and improve utilisation within the Sales function.
- Work closely with sales leads to ensure that opportunities are not lost and are discussed to ensure no loss of business.
- Manage the sales team to conduct Market research and proactively work to identify new Corporate and Association opportunities.
- Develop new relationships and further develop relationships with existing clients with a view to generating new income streams.
- Maintain close working relationships with key senior stakeholders across the business to ensure an excellent client and customer experience is achieved, and opportunities for additional sales are maximised.
- Work effectively as part of the senior management team.
- Liaise closely with the Sales Director to devise and develop cost effective marketing strategies in order to deliver campaigns to generate revenue streams.
- To prepare sales reports on a monthly basis, including updated and accurate forecasts and to contribute to the Sales and Marketing strategy.
- Coach and mentor members of the Sales team and act as an appropriate role model by demonstrating the company values and behaviours.

**SKILLS AND EXPERIENCE**:

- Significant experience in a Senior Sales Management position, with proven ability to deputise at a Sales Director level as required.
- Significant and proven Business to Business (B2B) sales experience ideally within the Corporate or Association market.
- Proven track record of delivering and managing effectively your sales teams targets.
- Ability to forecast and communicate accurate sales team revenues on a weekly and monthly basis.
- Evidence of leading a high performing sales team.
- Be a driven and self-motivated sales professional with a proven track record of successfully winning new business and building relationships with clients.
- Experience and evidence of achieving demanding targets within a commercial environment.
- Sales experience and an understanding of the full sales lifecycle.
- Skilled in identifying new markets and opportunities to generate new leads.
- Ability to understand the commercial drivers of the business as well as the creative ones.
- Strong relationship builder with customers and team members.
- Have a positive assertive style, good facilitation and influencing skills.
- Commercial flair with sound financial analysis.
- Must be able to understand and develop business development plans that can deliver against a sales target of £10m plus.
- Highly motivated - able to work with limited supervision.
- Able to adapt to a constantly changing and growing business environment.
- Strong organisational skills with the ability to prioritise an often-conflicting workload.
- Strategic thinker who can think 'outside the box’ and see bigger picture as well as the detail.
- Resilient and tenacious; Calm under pressure.
- Computer literate - Microsoft packages, Word, Power Point and Excel.
- Experience of producing sales presentations and presenting to senior management
- Extensive experience in all aspects of customer relationship management maintaining customer confidence and account management.
- Proven ability to drive sales and increase revenue.
- Be confident and charismatic.
- Ability to develop productive working relationships with colleagues, industry peers and clients.
- A strong client service ethic with the ability to deal with clients at a wide range of levels.
- The ability to liaise and negotiate effectively.
- Well-developed emotional intelligence.
- Organised and strong multi-tasker.
- A confident communicator both verbally and in writing.
- Be able to work independently and as part of a team