Sales Director Job description.

Transcription

1 Sales Director Job description.

2 CONTENTS 1. Reporting to 3 2. Line reports 3 3. Scope of role 3 4. Main responsibilities Team management Sales and targets Client focus and communications Analytical and technical KPIs and reports Best practice and organisation 5 5. Key skills and experience 5 6. Key behaviours Fresh Egg Limited Sales Director: Job description 2

3 This job description sets out the scope of the role of sales director at Fresh Egg, together with the main duties of the post at the date when it was completed. It does not include or define all tasks which the post holder may be expected to carry out. Duties may vary from time to time without changing the nature of the post or the level of responsibility. The post holder may also be required to carry out any other duties as required by their line manager. 1. Reporting to Commercial director 2. Line reports A team comprising of two or more business development managers 3. Scope of role To lead and manage a team of business development managers, supporting them in identifying, qualifying, negotiating and closing sales in order to meet and exceed stretching targets. To personally source, target and win new business for Fresh Egg in line with the company s wider goals and financial targets. To build solid, high-level relationships with new business prospects in order to promote and sell the company s sophisticated portfolio of products and services, maintaining extensive knowledge of industry trends and key vertical market developments. To identify and qualify opportunities, negotiate and close deals and meet and exceed stretching sales targets. To take overall responsibility for the quality of work carried out by all team members. To represent Fresh Egg within the wider digital marketing industry, building the agency s presence and raising its profile as an authority within the digital marketing sector. 4. Main responsibilities 4.1 Team management To take line management responsibility for the UK business development team, managing and motivating staff and supporting them in delivering an outstanding service in order to retain and grow all customer accounts To hold regular 121 meetings and annual appraisals for business development team members To lead by example in fostering a focus on excellence across the team and other Fresh Egg departments To shape and build the team for the future, business casing with the commercial director and finance director any new hires To ensure that the right skills, experience and team structures are in place as the team grows To provide continuous mentoring, tuition and guidance to staff 4.2 Sales and targets To identify target markets, and within them target prospects, identifying key personnel and stakeholders and initiating contact To source, undertake and feedback market analysis into the wider team to ensure understanding of the competitive landscape, commercial models, competitor price points, new feature sets, etc 2015 Fresh Egg Limited Sales Director: Job description 3

4 To actively and professionally manage the sales cycle from lead generation and lead management to prospecting, arranging appointments, preparing proposals and presentations, negotiating, closing and on-boarding accounts into Fresh Egg To build, manage and maintain a substantial pipeline and to ensure that all pipeline activity is accurately documented and kept up-to-date in the Synergist CRM system To ensure that all sales opportunities are fully captured, explored and qualified To ensure all customers have agreed and signed a Project Agreement prior to any work starting and that all signed paperwork is attached to the relevant opportunity in Synergist before that opportunity is marked as won and invoiced To supply to the Finance Department prompt and accurate information about sales, so that forecasting is accurate and customers can be promptly and accurately invoiced To effectively meet (and exceed) sales targets as set by the Company and to surpass current year on year growth 4.3 Client focus and communications To thoroughly research and understand prospects products, competition, industry, marketing goals and objectives, overall business requirements and ROI objectives, and to advise clients accordingly on the best mix of products and services required to meet these objectives To provide timely response and exceptional levels of service to all enquiries To create polished proposals, presentations, contracts and other documentation, using Company templates and in line with relevant Company procedures To respond to tenders, Requests For Proposals (RFPs) and other formal requests for information in a timely and organised manner To work with the commercial director and marketing coordinator to create, amend and keep updated all sales and marketing collateral, ensuring these materials and templates support and enhance the sales process To ensure all written and presentational work is of a top quality standard and adheres to Fresh Egg brand style guidance at all times To attend meetings with prospects as required To support the seamless on-boarding of new customers into Fresh Egg once contracts are signed and terms have been agreed To investigate and solve problems, complaints and credit issues as required, liaising with all necessary departments 4.4 Analytical and technical To understand the features and benefits of all Fresh Egg s products and services in order to successfully promote these to customers. Where necessary, to liaise with other key Fresh Egg personnel and departments to deliver the strongest possible commercial and strategic offering To develop and maintain knowledge of developments in Technical SEO, Inbound marketing, biddable media, CRO, affiliate marketing, marketing and other key, relevant digital marketing channels and to share this with your team on an ongoing basis To maintain a strong understanding and high proficiency of use of key analytical and market intelligence tools (Google Analytics, Adobe Omniture, Searchmetrics etc.) To analyse and draw insight from third party analytics data and other sources across multiple channels including PPC and display platforms To ensure a detailed understanding of and proficiency of use of Fresh Egg proprietary tools is maintained at all times To understand the sales lifecycle for the products and services offered by Fresh Egg and manage clients through the pipeline. Effective management of this process will help maximise sales and deliver more accurate forecasting To identify blockers in the sales process and work with key stakeholders to remedy these 2015 Fresh Egg Limited Sales Director: Job description 4

5 4.5 KPIs and reports To produce monthly reporting for the commercial director on the sales performance of both individual team members and the department as a whole To put into place and maintain additional KPIs for the department to assist forecasting, including lead to sale estimating and other conversion metrics 4.6 Best practice and organisation To contribute to fostering a culture of excellence across the wider team and other Fresh Egg departments To ensure that all prospect and customer details and other information in Synergist is up-todate and accurate at all times for all team members To co-operate as required with the Finance Department in securing payment from customers To provide detailed and accurate briefs to technical department when quotes are required To keep fully up-to-date with industry developments To identify, evaluate and share resources, tactics and techniques, freely sharing knowledge, insight, best practice and ideas across the agency To work closely with the account management team to ensure that account managers are kept up-to-speed with all relevant details so that all clients receive a top quality, professional handover from business development to account management To liaise with and keep informed other Fresh Egg departments as required To establish Fresh Egg as an authority within digital marketing arena by representing the Company at industry events (including contributing to roundtable and webinar discussions where appropriate) and to represent the Company and its products and services at all times in a professional and knowledgeable manner To actively contribute to the Fresh Egg blog as required 5. Key skills and experience Minimum of two years senior sales management experience. Strong leadership skills, with experience of managing successful teams Experience of selling digital products and services in a business environment with a proven and impressive track record High level customer relationship management skills with a proven ability to develop and maintain long lasting customer relationships Excellent understanding of the role marketing communications plays within a broader business context, with the ability to sell Fresh Egg to businesses as a marketing partner rather than just a supplier Able to understand detailed company reports and key business theories and an awareness and understanding of day-to-day business news Excellent listening, negotiating, influencing and closing skills Highly numerate and literate with excellent communication skills. Able to deliver clear and concise ideas to internal and external stakeholders and produce top quality written proposals and presentations. Excellent face-to-face presentation skills, with the gravitas and credibility to build relationships with executives at all business levels and specific experience of advising key stakeholders at Board level Proven track record of selling and onboarding multiple successful campaigns of different scales across different media, including technical SEO, inbound marketing, biddable media, CRO and web development Proficient user of Google Analytics and other major third party analytics platforms Excellent working knowledge of major social media channels including Facebook and Twitter A good understanding of Google and other search engines Excellent knowledge of MS Word, MS Excel and MS PowerPoint 2015 Fresh Egg Limited Sales Director: Job description 5

6 6. Key behaviours Ambitious, driven and self-motivated, with a high sense of personal responsibility and able to carry out responsibilities with minimal supervision Charismatic and natural hands on leader, with a continuous improvement mentality, an enthusiastic and motivational nature and an overall passion for excellence Ability to think both strategically and operationally Passionate about digital marketing, with a general thirst for further knowledge, a significant interest in new platforms and channels and the determination to quickly gain expert knowledge and experience of Fresh Egg s products and services Professional, credible, articulate, confident and tenacious, with the gravitas and credibility to build relationships with executives at all business levels and act as a senior ambassador for Fresh Egg Innovative and creative, with a concise, precise and effective approach to problem solving and objection handling and the ability to develop, deliver and evaluate brilliant ideas founded on rock-solid strategic thinking Analytical and inquisitive Proactive and highly organised, with strong time management and planning skills, meticulous attention to detail and a proven ability to multi-task Able to perform under high pressure and meet tight deadlines Diplomatic and tactful Reliable, flexible and cooperative Quick thinking and adaptable Able and willing to work outside normal hours when necessary Energetic and enthusiastic, with a genuine sense of fun 2015 Fresh Egg Limited Sales Director: Job description 6