Sales Director

 

Alcumus ISOQAR

Location: Field with weekly visits to the Manchester Office

Salary:  Competitive + Bonus

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)

  • Access to our employee benefits platform


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!