Sales Director - Professional Services
- Recruiter
- Randstad Sales
- Location
-
London
South East EnglandUnited Kingdom
- Salary
- 100000.00 - 110000.00 GBP Annual + Commission, Car Allowance, Medical
- Posted
- 14 Nov 2022
- Closes
- 12 Dec 2022
- Job Title
- Associate Director
- Category
- Sales
- Contract Type
- Permanent
- Hours
- Full Time
Job Description: Sales Director
Salary: 110,000 basic + commission and benefits
Location: Remote – Head Office: The Shard
Contract: Permanent
Start Date: ASAP
Job objectives and responsibilities
Ownership and responsibility for discovering and delivering significant new growth opportunities that are aligned to the (allocated) sector(s) strategic growth plan. Created as a result of building and enhancing senior c suite level relationships and networks across the Sectors, strategic partners and competitors.
Support the extension, realignment, restructuring and rebid opportunities of key strategic existing sector clients by working closely with, and building strong relationships across the Strategic Account Managers (SAMs), within your Sector(s).
To develop and implement a programme of activity to build and enhance relationships with key stakeholders in the (allocated) sector(s), thus improving awareness of the clients capability within the sector.
To work closely with the Managing Director responsible for the Sector(s) in managing new business development opportunities that arise as a result of their activity. Ensuring support is obtained where required from either the operational team, subject matter experts or from the bidding centre of excellence.
Main duties
Strategy and planning:
To create and own a detailed three to five year strategic sales plan, (updated annually) that sets out the Clients Sector(s) opportunity, approach and revenue target.
To ensure that the Managing Director responsible for sector(s), their senior team and Head of Private Sector Sales Director are involved with the above planning process
Relationship management (external):
Relationship maps to be created and maintained for the sector(s) with plans in place that ensure all stakeholders have an executive mapped against them and engagement plans in place that are maintained and reported on monthly.
Growth opportunities
To find new opportunities within the (allocated) sector(s) that sit outside those that the Client would be eligible to bid for through known tenders and possess significant revenue growth.
Identify new routes to market to consider in order to deliver new growth from either existing services or those that may be outside current service provision but within our capability e.g. complex outsourcing or solution delivery.
To lead and encourage joint initiatives across divisions on bids which maximise resource to win cross–organisational opportunities e.g. energy/ decarbonisation and projects
Consider strategic relationships with suppliers or adjacency competitors to find opportunities within either; a joint venture, teaming agreement or tier 1 or 2 arrangement.
Explore company acquisitions that allow the Client to deliver services adjacent to existing ones that move the Client to being considered a critical strategic trusted partner as opposed to a transactional FM supplier, that will enable margin improvement.
Insight and knowledge:
To support the Capture Director and Bid Director by providing sector knowledge and insight for all bidding activity within the (allocated) sector(s)
To grow and enhance their sector knowledge by attending relevant events, seminars or meetings and networking across C–Suite level people within your (allocated) sector(s)
Relationship management:
To work with; Capture Director, Bid Director, Solutions Team, subject matter experts and sector senior leadership team to ensure they are aware of key activity and opportunities that will impact upon their activity, thus supporting effective planning.
To build good working relationships with all functional experts and ensure you keep yourself fully up to date with all innovation and initiatives from across the group.
Reporting
On a monthly basis produce a high level board report that summarises activity & opportunities (including financial data) together with relevant intel and insights
On a quarterly basis attend the Sector Unit Review to outline the progress and penetration being made within the (allocated) sector(s).
Person Specification
Possess a thorough understanding of the intricacies of the (allocated) sector(s).
Able to communicate and influence senior–level/C–Suite client contacts and maintain positive working relationships
Strategic operational management experience and proven track record in IFM sales contracts within the private sector of values in excess of 10M p.a. ( 50M TCV)
Holds relevant professional, technical or management qualifications
Able to work effortlessly within a matrix style organisation
Strong decision maker
Strong and effective communications and leadership skills
Strong engagement and influencing skills capable of effecting cultural change
Analytical thinker with demonstrable problem solving skills
Leads by example in all role activities
Customer focused
Professional integrity
Proactive approach.
Randstad Business Support acts as an employment business when supplying temporary staff and as an employment agency when introducing candidates for permanent employment with a client. Randstad Business Support is an equal opportunities employer and decisions are made on merits alone.
Salary: 110,000 basic + commission and benefits
Location: Remote – Head Office: The Shard
Contract: Permanent
Start Date: ASAP
Job objectives and responsibilities
Ownership and responsibility for discovering and delivering significant new growth opportunities that are aligned to the (allocated) sector(s) strategic growth plan. Created as a result of building and enhancing senior c suite level relationships and networks across the Sectors, strategic partners and competitors.
Support the extension, realignment, restructuring and rebid opportunities of key strategic existing sector clients by working closely with, and building strong relationships across the Strategic Account Managers (SAMs), within your Sector(s).
To develop and implement a programme of activity to build and enhance relationships with key stakeholders in the (allocated) sector(s), thus improving awareness of the clients capability within the sector.
To work closely with the Managing Director responsible for the Sector(s) in managing new business development opportunities that arise as a result of their activity. Ensuring support is obtained where required from either the operational team, subject matter experts or from the bidding centre of excellence.
Main duties
Strategy and planning:
To create and own a detailed three to five year strategic sales plan, (updated annually) that sets out the Clients Sector(s) opportunity, approach and revenue target.
To ensure that the Managing Director responsible for sector(s), their senior team and Head of Private Sector Sales Director are involved with the above planning process
Relationship management (external):
Relationship maps to be created and maintained for the sector(s) with plans in place that ensure all stakeholders have an executive mapped against them and engagement plans in place that are maintained and reported on monthly.
Growth opportunities
To find new opportunities within the (allocated) sector(s) that sit outside those that the Client would be eligible to bid for through known tenders and possess significant revenue growth.
Identify new routes to market to consider in order to deliver new growth from either existing services or those that may be outside current service provision but within our capability e.g. complex outsourcing or solution delivery.
To lead and encourage joint initiatives across divisions on bids which maximise resource to win cross–organisational opportunities e.g. energy/ decarbonisation and projects
Consider strategic relationships with suppliers or adjacency competitors to find opportunities within either; a joint venture, teaming agreement or tier 1 or 2 arrangement.
Explore company acquisitions that allow the Client to deliver services adjacent to existing ones that move the Client to being considered a critical strategic trusted partner as opposed to a transactional FM supplier, that will enable margin improvement.
Insight and knowledge:
To support the Capture Director and Bid Director by providing sector knowledge and insight for all bidding activity within the (allocated) sector(s)
To grow and enhance their sector knowledge by attending relevant events, seminars or meetings and networking across C–Suite level people within your (allocated) sector(s)
Relationship management:
To work with; Capture Director, Bid Director, Solutions Team, subject matter experts and sector senior leadership team to ensure they are aware of key activity and opportunities that will impact upon their activity, thus supporting effective planning.
To build good working relationships with all functional experts and ensure you keep yourself fully up to date with all innovation and initiatives from across the group.
Reporting
On a monthly basis produce a high level board report that summarises activity & opportunities (including financial data) together with relevant intel and insights
On a quarterly basis attend the Sector Unit Review to outline the progress and penetration being made within the (allocated) sector(s).
Person Specification
Possess a thorough understanding of the intricacies of the (allocated) sector(s).
Able to communicate and influence senior–level/C–Suite client contacts and maintain positive working relationships
Strategic operational management experience and proven track record in IFM sales contracts within the private sector of values in excess of 10M p.a. ( 50M TCV)
Holds relevant professional, technical or management qualifications
Able to work effortlessly within a matrix style organisation
Strong decision maker
Strong and effective communications and leadership skills
Strong engagement and influencing skills capable of effecting cultural change
Analytical thinker with demonstrable problem solving skills
Leads by example in all role activities
Customer focused
Professional integrity
Proactive approach.
Randstad Business Support acts as an employment business when supplying temporary staff and as an employment agency when introducing candidates for permanent employment with a client. Randstad Business Support is an equal opportunities employer and decisions are made on merits alone.