Head of Sales, Americas

1 month ago

Houston, United States Competitive Capabilities International Full time
Job DescriptionJob Description

The Head of Sales, Americas is responsible for leading the development and implementation of a sales strategy aligned with the Enterprise Sales and Marketing strategy and CCi’s strategic business objectives of sustainable growth and profitable revenue generation. The role holder leads the team of sales personnel in the USA to deliver annual and strategic revenue and EBIT targets to grow the business in line with the company ambitions. The Head of Sales works closely with the leaders in the Enterprise Sales & Marketing division and Enterprise Consulting division to create, deliver and continually enhance a best fit, sales strategy and plan for the market.

Key responsibilities include developing go-to-market propositions to strengthen the presence of the CCi brand and offering in different markets/sectors as well as having a thorough understanding and clarity of strategic solution offerings and consulting services to ensure that a continuous improvement mindset is applied to sales purpose, materials and processes. The role holder is also responsible for managing the sales budget, forecasting sales trends, and analyzing sales data to identify new sales opportunities.

Requirements

  1. Lead and deliver business growth in allocated market: 
  • Developing a comprehensive and best fit sales plan to enable sales targets to be achieved in allocated market and that has clearly defined goals, objectives, responsibilities and timelines
  • Continually strengthen CCi’s competitive position in the marketplace by communicating the value proposition to customers and raising brand awareness  
  • Know the product offering’s value, key concepts and implementation methodology by commercially assessing and reviewing pricing for new and existing clients, running models through CRO to then advise and escalate accordingly 
  • Oversee the development of on a value hypothesis (including client return on investment) that will establish relationship/s with the C-Suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospects driven by Outside Sales 
  • Coordinate activities that will enable the conversion of opportunities into new CCI customers
  • Write attractive and relevant proposals to new and existing clients to proactively drive revenue 
  • Effectively ensure the team learns and engages with new prospects to support the TRACC / solutions propositions and actively market and sell these to new clients   
  • Leverage, facilitate and drive CCI’s ERA3 sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success  
  • Drive, as far as possible, the prospect’s selection process and evaluation criteria  
  • Overseeing the lead qualification (BANT), lead sourcing and lead research processes to ensure sales and marketing development efforts are set up to create sufficient prospects required to achieve revenue objectives 
  • Collaborate closely with other departments such as Global Marketing, Global Key Accounts and the leaders of other allocated markets to ensure alignment in strategies and messaging
  • Establish and maintain the sales budget for allocated market and regularly discuss progress, pipeline and forecast reports with the CRO
  • Work with Legal to formalize, negotiate and finalise contracts for new clients

2. Lead and manage the Sales team fostering a team based and high performance culture

  • Recruit, onboard, and lead the Sales team driving accountability and providing clear direction and goals. Inspire, motivate and allow team members to be their true selves and do their best work
  • Managing and developing Inside and Outside Sales team to ensure they are equipped with the right skills and capabilities, given the right direction to identify sufficient decision makers to add to nurturing campaigns
  • Actively coach and influence the team on understanding their client's selection process and evaluation criteria  
  • Ensure all team members record communication and sales activities by documenting and updating regularly in SFDC
  • Assist in the administration and facilitation of the negotiations and closing activities with support from Legal 
  • Support a pool of Independent Contractors to ensure we have the right experience and people driving sales at the right times to maximize opportunity versus efficiency.  Continually review the sales support needed and instruct IC’s accordingly

KEY PERFORMANCE INDICATORS

KPI 1: Market revenue generation and growth to x% as aligned with company strategy

KPI 2: Profit targets as aligned with company strategy for new business

KPI 3: Conversion rates of leads to Wins

KPI 4: Deployment of Sales strategy to plan

KPI 5: Team effectiveness, development and levels of engagement

QUALIFICATIONS / EXPERIENCE

  • Bachelor’s degree in Business, Marketing or a related field
  • 10 years+ experience in business to business selling at a leadership level, preferably within a software/services solution global company
  • A track record of success in leading a sales team towards growth in sales and enhanced revenue generation
  • Strong leadership skills with the ability to motivate and inspire a sales team in a unified direction and vision
  • Excellent communication and negotiation skills
  • Ability to develop effective sales strategies to meet market needs
  • Strong problem solving and decision making skills
  • Experience with sales forecasting and budget management
  • Familiarity with sales software and tools
  • Data driven with sound commercial acumen and a deep understanding of the customer, the competitive market, and an ability to analyze sales department performance for making informed business decisions
  • Have a good understanding of CI principles, methodologies and practices
  • Demonstrate a good understanding of supply chain optimisation processes and practices to help create an aligned and efficient value chain
  • Excellent interpersonal skills and self awareness 
  • Excellent written and verbal communication skills  
  • Technologically inclined  
  • Sound financial understanding

PERSONAL ATTRIBUTES 

  • Ability to learn from constructive criticism in a positive manner 
  • Accountable and responsible in all situations 
  • Goal orientated, self-starter who is detail-oriented and highly organized
  • Collaborative, approachable and able to form strong and long lasting relationships both internally and externally
  • Ability to thrive under pressure
  • Happy to travel approx 60% of the time to prospects, clients and to meet the global team

Benefits

Competitive Base Salary and Benefits

Sales Incentive Program approx 30% of salary

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