Role Head of Sales - Teacrate Purpose of the role Lead manage and deliver all sales activities inthe business. Proactively contribute toall aspects ofbusinessstrategyand deliveryas a member of the senior leadership team. Key Accountabilities Sales - Grow profitable revenue year on year. Create and maintain the right sales structure aligned to the businesss strategy and plan. Set and implement the sales strategy and annual sales plans forkey sectors in the business. Lead, manage,motivate,and developthe salesteam usingSalesforce.com(if used)andthe appropriate metrics, KPIs, training and development,and performance regime to drive performance and profitable growth. Implement and maintain effective Account Management Plans to maximise share of wallet. Own the Sales Pipeline and drive sales growth through growing existing contracts and delivering significant contracts. Personally lead large bids on behalf of the business Identify cross sell and upsell activities both withinthe businessand acrossphsas a whole. Sales Support -Ensureeffective sales support functionsare in place to support the business, including bid management,telesales, customer services and sales administrationas appropriate and as required. Client retention ensure that customer retention is optimised through excellent account management practice andfirst-classcustomer service. Ensure issues are identified and resolved promptly. Forecasting project expected sales volumes for existing and new products, taking action to maintain performance against agreed plans. Pricing optimise pricing to maximise profitability. With the Managing Director and FinanceBusiness Partner, set and enforce pricing and discounting policy and authority levels. Ensure compliance with authority levels and review pricing policy regularly. Contracts ensuresales strategy is de-risked andthat customers sign up to appropriate commercial contracts which offer adequate protection tophsand optimise revenue. Targets and Incentive Payments set salesbonus/targets andcommission schemes that align to driving profitable sales growth Customer Satisfaction Lead the customer satisfaction activity forthe business. Measure and improve customer satisfaction levels through Net Promoter Score (NPS) Product Development - ensure that existing products are reviewed and upgraded or retired, and that relevant and profitable new products are developed and introduced to the market Marketing Work effectively withphsMarketing to create and implementeffective and efficient Product Marketing and Marketing Communicationswhichdrive profitable sales growth at minimal cost Digital - Set and implement an appropriate digital strategy and plan to drive profitable sales growth and effective customer service Competitors and the market - Develop a deep understanding of competitors and the industry, its products and services, opportunities, and challenges. Develop plans to beat competitors. Other Responsibilities Drive employee engagement. Work with colleagues to minimise and collect overdue customer debt. Produce regular and ad hoc reports as required to demonstrate business performance, opportunities, and challenges. Build personal capital and contribute tophsreputation through participation in industry forums and wider networking. Build strong peer relationships acrossphssbusinesses. Skills and Experience Proven track record setting and delivering a successful sales strategy and plan. Significant experience in the business services market in a senior sales leadership role. Proven track record of driving profitable sales growth. Prior experience of setting and managing an effective commercial strategy Proven experience managing sales teams and driving performance using KPIs Experience of personally leading bids and sales processes Strong negotiating and commercial skills a proven ability to accurately price business opportunities and develop bids Excellent skills in developing client relationships at a senior level and experience of managing sales and customer relations. Key KPIs Profitable sales growth year on year (£ revenue and gross margin) Customer retention (% and £) Customer satisfaction (NPS) Commercially appropriate pricing and rate cards which are regularly reviewed and changed to optimise profitable growth (£ gross margin) Compliant commercial contracts which are signed and do not exposephsto inappropriate risk Personal Characteristics Strong team leader and team player able to lead their own team and contribute to the wider Management Team Does the right thing not the easything Works hard to deliver results personally, and through teams Maintains and develops their own expertise, and the skills and knowledge of others. Works to continually improvephsproducts and services. Identifies and implements ways of doing things better. Takes responsibility. Highly numerate and literate but uses both data and gut to drive decision making.