Head of Sales and Marketing

Our client is a multi–award–winning property management law firm, offering a skilled legal service to the property management industry. Established over ten years ago, the company offers expertise in landlord and tenant law, including aspects such as ground rent, service charges, lease reviews and other property transactions.

Unlike a typical law firm, they are run as a privately owned company with an honest and collaborative culture who operate diligently with passion and enthusiasm. The Business Development Director leads a diverse commercial team, including both sales and marketing, who have welcomed vast success in recent years.

Due to their recent success, they now have a detailed growth plan in place which includes recruiting further members of their senior team, and a growth strategy to more than double their annual turnover over the next 3–5 years. To help deliver this next growth phase, they have identified the need to appoint a Head of Sales and Marketing. Reporting into the BD Director directly, whilst also working closely with the MD, the incumbent will play a key role in guiding their commercial team through this next phase of growth.

The Requirement

The Head of Sales and Marketing will drive best practice across the business. They will have the opportunity to lead, develop and grow the sales and marketing team who are currently responsible for driving revenue and profitability. They will do this through account management, new business development and lead generation through marketing initiatives. You will be given the autonomy and freedom to develop creative initiatives, introduce new processes, lead the team, and manage the commercial function of the business.

Whilst they are a law firm, they recognise it is not essential they recruit someone directly out of the legal sector as the skillset required to succeed in the role is transferable. What is essential is that the incumbent is agile, dynamic and can think and work at pace. This individual should recognise the opportunity and have a genuine excitement to join a fast–growing company.

Critical impact areas for the incoming Head of Sales and Marketing will include:

• Develop and implement commercial strategies according to company goals and objectives aiming to accelerate growth
• Setting BD activity and Instruction targets
• Monitor performance of activities and targets and reporting to the board
• Liaising with External Consultants to implement and hone where necessary CRM and reporting systems
• Creation and management of the delivery of detailed business plans on commercial opportunities (expansion, business development, key relationships to lever etc.)
• Responsibility for Account management and client satisfaction processes
• Understand the requirements of existing customers to ensure their needs are being met
• Act to acquire new customers and manage client relationships (new and existing)
• Collaborate with and coordinate diverse teams (marketing, sales, service delivery etc.)
• Manage key marketing, Business Development and lead generation suppliers
• Responsibility for overseeing Enquiries process and Instructions targets
• Overseeing and growing cross referral opportunities from Enquiries
• Managing relationship with third party sales company as well as a digital marketing agency to ensure they remain on target

The Candidate

The successful candidate will evidence: –

• Driving Performance – Manage the sales pipeline and ensure accurate reporting/forecasting. Able to understand current business performance, identify new ways of expanding existing accounts, as well as grow new business. Develop and implement commercial strategies to accelerate growth.

?? Leadership – Mentor the sales and marketing team, drive best practice and encourage/enthuse to ensure peak performance. Able to motivate and maintain a high team morale.

• Collaboration – Able to work collaboratively and coordinate with the Business Development, Marketing, Finance, and Legal teams on a daily basis, setting tasks and reporting back on performance. Managing third party digital agency and sales company relationships.
• Adaptable – Able to adapt to the day–to–day challenges of working in an SME business. Always willing to be hands on and be part of the daily activities whilst contributing at the strategic level.
• Influencing – Act as an ambassador of the business, secure the 'buy–in' of the team internally and externally and instil best practice for optimal performance. Customer facing, form, and maintain strong relationships with key accounts whilst also Identifying new business opportunities and establishing relationships with new accounts to drive revenue and profitability.

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