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HR administration, recruitment & payroll
Position: Head of Sales ICT & UC New Business
Division: Business Solutions
Reports to: Group Sales Director - Business Solutions
Location: Field Based - Reporting to the Reading office
This management level role will directly manage nett new opportunities and cross sell business with existing customers, as well as providing leadership for the ICT and UC new business sales teams. It will be responsible for meeting and exceeding performance objectives aligned with the overall corporate strategy for ICT services. The role will ensure all existing and new sales opportunities utilise the entire portfolio of annuity or subscription services, hardware, software, and professional services.
It will provide management, mentoring & coaching to the ICT and UC sales teams to support them in achieving targets for revenue and gross profit.
The ICT and UC new business sales team will sell solutions, services, and products to existing Annodata customers and new Kyocera customers.
This person will work alongside other Managers to ensure harmony in client engagement when cross-selling into the existing Annodata & MCL client base.
Responsibilities/Tasks
* Present, promote, and sell products/services to existing and new prospective customers.
* Provide effective leadership, managing staff and making decisions to achieve all individual and team objectives and to meet the overall Company Strategy.
* Drive specific new business activity across the sales team, including implementing detailed analysis of the existing customer base to produce regular “Deep Dives” on key accounts to identify and pursue cross-sell opportunities.
* Use the CRM database (SFDC) for managing leads & opportunities, ensuring the team maintains and updates their records daily for accuracy.
* Lead regular meetings with the ICT & UC Sales team to review activity levels, opportunities, pipeline, and forecast.
* Ensure regular 1-2-1 meetings take place to coach, train, and develop team members and review their pipeline, sales activity levels, and customer communication.
* Take responsibility for the recruitment and ongoing development of a highly effective and proactive sales team in accordance with customer needs and company standards.
* Work with other internal Kyocera departments to ensure prompt and satisfactory responses to all customer queries and issues.
* Maintain timely and effective communication with staff, peers, and senior management as required.
* Build successful, engaged, and supportive new business sales relationships with technology vendors that support the ICT and UC functions, such as HPE, Gamma, etc.
* Support internal stakeholders in the overall ICT proposition development and industry sector messaging, i.e., Marketing.
* Develop and promote Kyocera in the ICT and UC markets, establishing them as a valued business partner of choice.
* Negotiate effectively on behalf of Kyocera both internally and externally, defining areas of agreement/disagreement and developing alternatives to reach acceptable solutions with customers.
* Sponsor key client engagement and build relationships with internal and external stakeholders to support the sales team.
* Attend sales calls with the sales teams to help develop individual salespeople and ensure focus on key customer transactions.
* Set a positive example for the sales team in personal character, commitment, personal organisation, selling skills, and general work habits.
* Maintain and secure any Sales Vendor/Supplier accreditations as required by the company.
* Undertake research and analysis of new potential markets and implement coordinated action plans to penetrate the selected markets.
Knowledge, Experience & Skills
* Demonstrable previous experience within a sales role is essential, along with prior knowledge of selling ICT or UC solutions with the Corporate and Public Sectors.
* Ability to demonstrate previous success in preparing, submitting, and taking ownership of detailed tender/ITT submissions for public and corporate sectors and subsequently winning the business.
* Previous experience leading and motivating a successful sales team.
* Experience of using CRM tools (i.e., Salesforce) and competent in using all MS Office programs: Word, PowerPoint, Excel, SharePoint, Teams, etc.
* Proven negotiation skills and the ability to navigate deals to successful closure.
* Comfortable in cross-selling and using initiative to offer alternative solutions to prospects and customers.
* Commercially aware and able to create customer propositions that are flexible, solution-oriented, and in line with Kyocera business requirements.
* Able to build rapport with customers and demonstrate strong relationship management skills.
* Adept at prioritising workloads, time management, and utilising proven organisational skills.
* Ability to create and deliver presentations tailored to audience needs.
Competencies and Key Success Factors
* Strong commitment to achieving business goals (e.g., Win rates, revenue, and profitability targets).
* Creation and implementation of a successful ICT & UC ‘go to market’ sales strategy.
* Performance of team members based on agreed metrics.
* Acquisition of nett new customers and growth of the pipeline.
* Accuracy of the forecast and successful usage of the CRM system (SFDC).
* Successful recruitment and onboarding of new Sales people.
* Awareness of how the role impacts company performance, considering the needs of all stakeholders, pre-empting potential situations, and taking action to avert them.
* Ensure relevant and timely communication with all stakeholders who might be impacted by actions or inactions, recommending solutions and/or alternative propositions when things go wrong.
* Committed to achieving business goals, always going the extra mile to exceed expectations.
* Being courageous, proactively trying something different and speaking up to put forward new ideas.
* Understanding how the Kyocera Group operates and adhering to all company policies, procedures, and business ethics, ensuring they are communicated and implemented within the team.
What we can offer you
* Salary (Competitive)
* 25 days holiday (All statutory bank holidays relevant to regional country) – 1 extra day after 5 years. Part-time/temporary employees receive a pro-rata equivalent.
* A buying and selling holiday scheme
* Life Assurance (4 x base salary)
* Pension Scheme – A total contribution of 8% – 5% Employer and 3% Employee.
* Company sick pay (1 week after 6 month probationary period in first year, 4 weeks in years 2-3, 8 weeks in years 4-5, and 13 weeks from year 6 onwards)
* Enhanced Maternity and Paternity leave
* Employee Assistance Programme
* Bike2Work Scheme – salary sacrifice scheme to purchase bikes at a discount
* Lifeworks – Access to discounts/perks
* EyeCare – Access to money off for glasses and sight tests
Values:
The values that underpin the Kyocera Group are the 5 C’s: Communication, Courage, Commitment, Cooperation, and Consciousness. It is our firm belief that employees should live by these values and we expect you to show your commitment to these values by carrying out your work fairly and honourably, respecting people, our work as a business, and both our local and global community.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Business Development, Sales, and Management
Industries
IT Services and IT Consulting and Printing Services
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