Head of UK Sales / UK Sales Director / UK Sales Manager

Job Title: Head of UK Sales

Location: Edinburgh Based with regular travel

Salary: Competitive

The company is an international IT Service Management software company headquartered in Edinburgh, United Kingdom with offices across Europe, North America and Asia Pacific and has strategic partnerships worldwide. The company develops, sells, implements and supports a high-value, top tier Enterprise Service Management solution to large blue-chip organizations and to the public sector worldwide.

Functional Focus:

• Deliver revenues for the company through new and existing customer business in the UK.
• Continuous improvement in selling technique and approach to increase win rate etc.
• Liaise with other functional heads to coordinate resources to support customer demands
• Leadership of local sales and pre-sales resources in achieving goals set by company

Job purpose

• Prioritize resources against market and customer opportunities
• Exploit all possible business opportunities for the company in profile prospects and customers in market place.
• Participate in strategic decisions relating to the company's global sales approach and translate these strategies into local market delivery.
• Utilize process and sales approach guidance from corporate / own experience to improve competence and impact of sales resources within team.
• Provide management with visibility of business stream projected and risks to growth / revenue goal achievement

Job Responsibilities:

• Direct management of sales and pre-sales resources
• Recruitment, development and replacement of resources to ensure performance is maintained against company goals
• Balance demands on existing customers with revenue potential from prospects in resource allocation
• Creativity and coaching of sales resources to maximize win-rate in opportunities.
• Develop skills and competence in sales, pre-sales and account management disciplines.
• Hold regular forecast reviews, opportunity / territory / account planning workshops to drive full sales potential from market.
• Ensure that through inspection, "Shadowing" and coaching, sales resources are following sales process and approach guidelines for value and solution selling.
• Provide reporting to executive management on performance, progress and forecast of future business
• Assess market potential and key priorities to propose resource plans including allocation and prioritization
• Ensure all sales output including RFP Responses, telephone and written communications are a very high standard and meet market expectations
• Meet key customers within UK on a regular basis to provide peer to peer contact from the company and support the sales activities of team members.
• Feedback to Product Marketing on market trends, customer demands and product enhancements to ensure sales success going forward
• Strengthen the ties with the Delivery and Marketing departments to close the loop on solution offerings.

Key Requirements:

• Previous sales management experience in enterprise B2B Application / Software vendor
• Proven track record in solution selling environment for large enterprise IT solutions
• Has extensively used Sales process and methodology in managing a sales team
• Excellent communication skills with the ability to build customer and sales team confidence
• Ability to take ownership of implementing change
• Experience managing pre-sales teams and demonstrable understanding of more product level elements on solution selling
• Highly proactive, driven to meet and exceed expectations with a challenging entrepreneurial mindset
• Motivating and ability to lead by example
• Driven by success and helping sales team achieve success
• "can do attitude" with the ability to work on own initiative
• Highly organised and coordinated in approach to working activities

Please click the APPLY button to send your CV and Cover Letter for this role.

Candidates with the experience or relevant job titles of; Head of Sales, IT Sales Director, Technical Sales Manager, National Sales Manager, Sales Manager, National Field Sales, Area Sales, Regional Sales, Business Development Manager, Sales Account Manager, Sales Development, Senior Sales Executive, Senior Sales Development, Business to Business Sales Manager, B2B Sales, Sales, Direct Sales, Key Account Manager, National Account Manager, Senior Account Manager, Sale Strategy Development, Lead Generation, Sales Director, National Sales Director, Insulation Sales will also be considered for this role.