Job Description
The Role:
The Commercial Sales Manager will lead a high-performing, outbound B2B sales team, driving customer acquisition and growth within their individual portfolios. They will be responsible for implementing sales strategies, overseeing the day-to-day activities of the sales team, and ensuring sales targets are met or exceeded. The ideal candidate will have a proven track record in managing outbound sales teams, with a focus on generating and nurturing new business through outbound calling, LinkedIn outreach and email campaigns.
Key Responsibilities:
* Lead, motivate, and develop an outbound B2B sales team to meet and exceed sales targets. Create a high-performance culture through coaching, development, and performance management.
* Implement effective sales strategies to increase new commercial prospects and lapsed buyer re-gains, targeting key industries and customer segments.
* Guide the team in managing and nurturing existing customers to ensure continued growth, customer retention, and long-term relationships.
* Set clear targets, monitor team productivity, and ensure consistent performance. Conduct regular reviews to maintain high standards of sales activity.
* Provide ongoing training and support to develop individual skills, enhance team performance, and drive professional growth.
* Ensure all sales activities meet company quality standards. Review sales calls, emails, and LinkedIn outreach to maintain best practices and high conversion rates.
* Track key sales metrics, analyse performance data, and provide regular reports to senior management.
* Utilise CRM tools to track and manage sales pipeline and activity.
* Work with marketing, operations, and customer support teams to ensure seamless delivery of new bulk fuel customers.
* Stay informed on industry trends, competitor activities, and customer needs to adjust sales tactics and remain competitive.
Demonstrable Competencies
* Team Leadership & Motivation: Leading, coaching, and developing a high-performing outbound sales team to meet or exceed sales targets.
* Sales Strategy Execution: Implementing effective sales strategies to drive growth
* Performance Management: Monitoring team productivity, setting targets, and adjusting strategies based on sales metrics and performance analysis.
* Coaching & Development: Providing ongoing coaching and development to team members, improving their skills and performance.
* Quality Control: Ensuring all sales activities meet company standards and best practices, maintaining high conversion rates.
* Professionalism & Customer-Focus: Maintaining a high level of professionalism in all interactions and consistently prioritising customer needs to drive satisfaction, loyalty, and long-term business relationships.
* CRM & Reporting: Utilising CRM tools to track sales pipeline, manage activity, and generate reports.
Behaviours & Experience
* Proven Sales Management Experience: At least 2 years’ experience managing outbound B2B sales teams, with a focus on achieving and exceeding sales targets.
* Sales & Strategy Expertise: Understanding of B2B sales processes and the ability to implement effective sales strategies.
* Results-Driven & Motivated: Focused on achieving business goals, exceeding targets, and driving growth for both the team and the company.
* Strong Organisational & Time Management Skills: Ability to prioritise and manage multiple tasks and team performance in a fast-paced environment.
* Effective Communication Skills: Excellent verbal and written communication skills, with the ability to influence, negotiate, and engage team members and customers.
* Customer-Centric Leadership: Ability to build strong relationships with customers and internal teams, ensuring customer satisfaction and retention.
* Proficiency in CRM & Microsoft Office Suite: Experience using CRM systems and proficient in Microsoft Word, Excel, PowerPoint, and Outlook.
* Analytical & Data-Driven: Skilled in using data and sales metrics to drive decisions, adjust strategies, and improve team performance.
* Adaptability & Resilience: Ability to thrive in a dynamic, fast-paced environment while remaining focused on achieving results.