Sales Management Role
Our client is a Tier 1 Carrier and part of a major Telecom Group in the UK as a main competitor of BT.
There is a tremendous opportunity for a Sales Manager to manage the existing team and assist in the growth of the Enterprise Division.
Location:Newbury based, but UK Wide
Salary:: £50K Basic/£100K OTE
Job Summary
-- To exceed the gross margin targets set
-- To develop and grow the Enterprise sales channel both in profile and across multiple business sectors
-- To manage and take full responsibility for the Enterprise Sales operation
Dimensions
-- Direct Reports:Enterprise Team - Internal & External Account Managers
-- Targets: Gross margin, product mix, Team activity levels, Customer attrition
Key Accountabilities
-- Exceed the teams incremental gross margin targets
-- Retention of existing customers
-- Continuous improvement on Customer satisfaction levels
-- Develop the sales team into a consultative selling unit, focused on solutions that maximise the revenue and margin to the business
-- Manage the direct Enterprise customers ensuring effective communication and support for the achievement of targets.
-- Initiate and assist in the development of marketing plans to support the channels
-- Initiate and assist in the development of campaigns to drive new product and service launches.
-- Implement the business plan through the Enterprise sales team
-- Contribute to the planning process for the next financial year.
-- Implement and develop account management plans
-- Initiate process and procedural improvements that result in improved sales performance and quality.
-- Manage the sales team ensuring individual targets are set and reviewed.
-- Ensure sales staff have performance reviews, key performance indicators set and that training is identified and implemented as required.
-- Ensure timely and accurate sales and cost forecasts are produced on a rolling monthly basis
CANDIDATE PROFILE
Experience
Essential
-- Minimum 2-5 years sales experience in Business to Business Sales via Direct channels
-- Proven track record in managing direct sales personnel
-- Experienced in management of a team supporting existing account new business team
-- Experience addressing SMEs and Medium sized corporates across multiple sectors
-- Strong negotiation and account management skills
-- Strong evidence of consistently achieving targets, individually and with their team
-- Excellent Mentoring and Coaching training and skills
Desirable
Experience in Internet, web services, systems integration, networking, security or managed data solutions would be an advantage.
Education, Qualifications & Training
Essential
Qualified by performance, consistently over achieving the team target
Desirable
Educated to Degree or equivalent qualification Level
Sale management qualification and training
Key Attributes:
-- Results Orientation
Demonstrates drive to achieve, or lead others to achieve personal and company goals and objectives. Ability to deliver targets. Has a track record of over achievement
-- Accountability & Managing Expectations
Exceed expectations. Demonstrates a high level of ownership for wide-ranging business critical processes and targets. Takes initiative in finding more effective ways of meeting objectives
-- Leadership, Team Management and Motivation
Continually motivates the team to meet stretching targets and align personal goals to the company goals.
Comfortable working in a matrix management structure where results need to be delivered   through cross functional team work
Invests in the personal development of direct reports, supporting them to fulfil their natural ambitions and goals
-- Customer Focus
Actively seeks out and acts upon requirements of both internal and external customers. Ability to manage sales quality targets.
Ability to champion the brand ensuring brand integrity and position is maintained and enhanced
-- Self Confidence
Belief in their own decisions and capability to accomplish and to select effective approaches to tasks and problems

-- Financial Understanding
A full appreciation of business finances, gross margin and cash flow and uses this skill to make informed decisions.
-- Self Development
Keeps up to date on industry developments, company products and services,
Maintain and action ones own personal development needs and those of the team
Aware of own strengths and weaknesses, building on the former and addressing the latter
-- Broader Contribution to the Company
Actively contribute to company meetings,
Generate business development ideas in all areas eg products, marketing, pricing etc
Maintain knowledge of market /technology developments and competitor movements
Develop good working relationships with customer/supplier and internal departments
Personal Characteristics
Organised, disciplined (e.g. efficient time management) and conscientious about routine paper and process work
Able to present the right image with customers and third party business relationships (appearance and behaviour)
Team player
A capable ?stand up presenter and trainer
A capable field coach.
Energetic, confident, outward going and good at managing both internal and arms-length relationships
Willing to take the initiative with people. Good listener. Has empathy.
Career minded, ambitious and self-motivated



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- Hampshire