About us
SFG20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings.
Our mission is to make buildings better using our standard, software and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.
About the role
The Sales Manager – Strategic Accounts is a pivotal leadership role within our commercial team, driving strategies to accelerate growth among Tier 1 accounts and enterprise-level prospects.
This role leads a team dedicated to increasing revenue, strengthening key customer relationships, and identifying new opportunities within our most significant and complex accounts. Providing strategic direction to empower the team to unlock growth potential in key markets, helping more customers to create and sustain safer buildings.
This role is remote with travel to Newcastle once a month.
Key Responsibilities
Leadership
1. Lead, inspire, and mentor the team to exceed revenue and growth targets.
2. Foster a high-performance culture centred on collaboration, accountability, and results.
3. Set clear expectations, provide coaching, and offer ongoing development opportunities to enhance team skills and capabilities.
4. Establish best practices in enterprise sales and account management to ensure a structured and scalable approach to growth.
5. Identify and address performance issues, working proactively with team members to drive improvement.
6. Create a motivational work environment that prioritizes regular communication, one-on-one coaching, team meetings, and relevant training.
Strategic Growth
1. Collaborate with the CRO to develop the Strategic Sales Business Plan for SFG20’s top enterprise accounts, ensuring sustainable long-term revenue growth.
2. Identify, target, and secure high-value enterprise customers using a consultative, solution-based sales approach.
3. Expand relationships within existing accounts to maximize revenue potential across multiple stakeholders and business units.
4. Develop a targeted Sales Plan, highlighting risk accounts and implementing mitigation strategies.
5. Drive cross-sell and upsell opportunities by aligning customer needs with SFG20’s product roadmap and value proposition.
6. Lead complex, high-value contract negotiations to achieve mutually beneficial outcomes for both SFG20 and its clients.
Customer Engagement and Key Account Strategy
1. Build trusted relationships with senior stakeholders and decision-makers within key accounts.
2. Develop and implement tailored account strategies that align with customer goals, ensuring high satisfaction and retention.
3. Act as an executive sponsor for major clients, providing thought leadership and reinforcing SFG20’s position as a strategic partner.
4. Promote a data-driven approach to customer success, using insights and analytics to strengthen our value proposition.
5. Effectively communicate the benefits of all SFG20 products, including conducting product demonstrations, offering guidance, and involving internal experts when necessary.
6. Gain deep understanding of customers, their business needs, the market landscape, and competitive dynamics.
Sales Execution
1. Oversee and drive complex, multi-stakeholder sales cycles from prospecting through to closing.
2. Ensure the team consistently executes high-impact sales engagements, with a strong focus on consultative selling and value articulation.
3. Own the enterprise sales pipeline, maintaining accurate forecasting, proactive risk mitigation, and a disciplined approach to deal management.
4. Work collaboratively with marketing, product, and customer success teams to ensure alignment and optimal customer engagement at every stage.
5. Ensure all team communication and activities are logged in the CRM efficiently, accurately, and in adherence to established procedures.
Essential experience
1. Proven success in SaaS enterprise sales and strategic account management, including pipeline forecasting and deal management.
2. Completion of MEDDIC or equivalent sales methodology training.
3. Strong ability to inspire and develop teams to exceed revenue targets and career growth.
4. Expertise in creating and executing strategic sales plans for sustainable growth, tailored to customer business objectives.
5. Deep understanding of market dynamics, customer needs, and competitive forces, with a consultative sales approach.
6. Experience managing global and multi-regional enterprise accounts, building relationships and driving revenue expansion.
Desirable Experience
1. Experience in public sector sales, including navigating procurement processes and government frameworks.
2. Background in facilities management, compliance-related industries, or other regulated sectors.
3. Working knowledge of SFG20 would be desirable but not essential.
Additional Information
All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. We are unfortunately not able to offer sponsorship. Documentary evidence will be required.
All offers are subject to satisfactory vetting and reference checks.
Our Benefits:
1. 26 days holiday + Bank holidays + buy up to 5 days
2. Private Medical insurance with BUPA
3. Remote/Hybrid first policy
4. Employee Assistance programme with WeCare
5. Enhanced statutory payments
6. Gym Discounts
7. and more!
Equal opportunities for everyone
Diversity and inclusion are our priorities, and we’re ensuring we have lots of support so our people can grow at SFG20 and do their best work!
We embrace diversity by fostering an inclusive environment where everyone feels welcome, safe and able to bring their whole self to work.
We’re an equal opportunity employer. Applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or disability status.
If there’s anything we can do to accommodate your specific situation, please let us know.
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