Sales Director


An Alcumus ISOQAR role based in Manchester

Location: Field-based with weekly visits to the Manchester Office
Salary: Competitive + Bonus (£100K OTE)

Benefits:
 

  • Company car or car allowance

  • 25 days annual leave (plus bank holidays) which increases with length of service

  • Generous pension

  • Healthcare scheme

  • Life Assurance (3x Basic Salary).


Role Purpose: 

The Alcumus Group is the market-leading provider of technology-enabled compliance risk management and certification services.  Alcumus serves over 35,000 clients, including 35% of the FTSE 100 and provides outsourced risk management services which are critical to compliance with UK regulations, international standards and recognised contractor and supply chain verification.  Our 35,000 clients are a mixture of corporate, LME and SMEs.

Reporting to the Alcumus ISOQAR Business Unit Director and part of the Alcumus ISOQAR Senior Management Team; The focus of this role is to lead and develop the Key Account, Inside and Field-based sales teams for both Certification and Academy portfolios with the core objective of maximising the long term, sustainable, revenue growth of the business

Role Responsibilities:

Strategy and Planning
 

  • In collaboration with marketing; development and implementation of the overall sales strategy; regularly monitoring effectiveness and adjusting where required to ensure delivery of the annual business plan

  • Set revenue targets and key performance indicators for all business commercial teams, communicating this clearly and meeting with the team managers regular to assess company performance against these KPI’s

  • Work with the Key Account Manager to optimise Key account plans for all strategic clients to establish consistent year on year growth and cross sell opportunities

  • Create a robust business development plan to identify, attract and convert new business clients

  • Monitor the sales activities of competitors; utilising ideas where appropriate to keep a competitive advantage in the industry.

Management 
 

  • Ensure each team member has clear objectives and regular feedback to benchmark performance

  • Act as a coach and mentor to maximise the potential of each individual within the team

  • Instil a disciplined approach to end to end pipeline management

  • Support line managers with performance improvement plans and performance management of under-performing sales staff.

Internal Relationships
 

  • Collaboration with the marketing department to execute the sales strategy, identify target sectors, intra group-cross sell opportunities and campaigns for lead generation and required sales material to optimise the new business and “Extension to Scope” sales process

  • Develop relationships with other key Sales stakeholders in the Alcumus Group to ensure wider lead generation and cross-sell is a key part of the sales process

  • Work collaboratively with the Client Services Director and Technical Director to ensure the process for on-boarding clients is effective and conversion rates are maximised

  • Work closely with the HR support team to lead the recruitment process from selection through to a comprehensive induction and training programme for all new starters and probation sign-off.

Reporting
 

  • Monthly, quarterly and annual new business forecasting to ensure the field sales team have adequate pipelines to deliver annual business targets

  • Present sales results to the board and Business Unit Director on a quarterly and annual basis

  • Work closely with members of the board and finance departments on budgeting, forecasting and planning.


Required Experience
 

  • Demonstrable experience of building, managing and developing high performing sales teams

  • Previous successful experience of implementing sales performance management strategy

  • Highly numerate / literate 

  • Value-based selling approach

  • Driven to monitor and achieve target numbers

  • Commercially astute to be able to identify business opportunities and innovative solutions to deliver

  • Excellent communicator at all levels

  • Excellent negotiation skills to ensure full value is achieved for the business unit

  • Experience of managing existing client relationships and generating new business.


Personal Characteristics:
 

  • Natural people coach, sees success as the team reaching its potential 

  • Well-rounded personality, very open minded and positive outlook

  • Understands the personality profiling of people and how to get the best out of them

  • Highly driven to continually exceed targets and challenge team to do so

  • Very confident and has significant presence to be able to command a room

  • High levels of integrity to ensure a fair and consistent approach with the team and other sales colleagues across the business

  • Happy to lead by example 

  • Feels a sense of ownership of achieving the numbers and working with operational and technical teams to realise this

  • Will take an innovative approach towards achieving targets and driving revenue.

 

Please email your CV to Euiain.Herring@alcumusgroup.com

We look forward to hearing from you!