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Regional Sales Manager
3 months ago
Title: Regional Sales Manager
Location: Houston, TX
Role purpose:
As a Regional Sales Manager you will sit on the Regional Advisory Leadership Team and be responsible for driving double digit annual sales growth across the region, focusing on maximising sales to our growth and target accounts, in line with our sector strategies and Full Potential Plan initiatives. You are accountable for increasing our expansion sales to core clients and winning new clients through outbound prospecting and the rapid conversion of all leads into the business, using LRQA sales methods and processes, across your region.
You will be a critical part of the team and will be relentless in ensuring that:
• You achieve sales targets and specific strategic objectives, through effective planning, setting of your individual goals and the analysis of performance data to implement actions where correction is needed;
• You continuously develop personal skills and are always learning, to enable you to use effective sales tactics to meet new sales, pipeline development and business revenue & profit objectives
With a strong understanding of our product portfolio and ecosystem of solutions where Advisory solutions serve as the entry point to build strong client relationships you will be well positioned to work to achieve expected sales budgets.
Key Responsibilities:
• You will have an annual sales target, set in advance each year. You will be responsible for creating and delivering the plans to achieve and exceed the targets set, in line with your team and business priorities. You will be responsible for managing new marketing generated leads that are generated by and assigned to you, in a timely and effective manner, ensuring profession discovery of client requirements to maximise every opportunity, and that all globally agreed processes and timeframes are followed fully.
• You will be responsible for carrying out sufficient prospecting, networking and outbound sales activities to build and maintain the necessary level of sales pipeline required to meet and exceed your sales targets in every measured financial period. You will ensure that you have sufficient value at each stage of the pipeline to continue the new business flow, taking corrective action as needed, to fill any shortfall at any stage.
• You will maintain comprehensive, up to date records on the company's CRM system, including the on-time completion of all follow up actions and tasks in line with agreed global sales processes (including records of all calls, emails, meetings, proposals, etc.).
• You will ensure the right focus on outbound activity to core clients, maximising LRQA's expansion sales opportunities across our portfolio of services and that you have a sustainable and active pipeline to deliver a minimum of [x] opportunities per month.
• You will maintain a strong strategic knowledge of the market(s) you operate in, ensuring you are able to maintain a strong level of communication with client personnel, using this to open doors for new products and services, and to contribute to strategic discussions around LRQA business plans and growth objectives.
• Whether it is a team or regional sales management meeting, you will be responsible for the production of sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.
• Be an ambassador for One LRQA, working with colleagues from other functions and disciplines, to remove barriers to success.
• Contribute fully to proposals and RfP management as needed, ensuring the best team works on each opportunity from start to finish, regardless of hierarchy and position in the company. Take a hands on approach to sales, supporting the team with client onboarding
• Ensure the regional adoption of all LRQA ways or working, from RfP acquisition to bid decision processes, to commercial notice requirements and sales methodologies.
• Play an active role on the regional Advisory Leadership Team, working with colleagues to ensure all business objectives are met.
• Pursue Continuous Professional Development and maintain a high degree of discipline, industry knowledge and awareness.
Technical / Professional Qualifications / Requirements:
Educated to degree level in an appropriate subject relevant to the business.
Has a proven track record of selling and supporting client accounts
Is exceptionally well organised, a ruthless prioritiser with high attention to detail.
Can demonstrate a strong commercial acumen with recent examples of developing and delivering successful value propositions for global clients/brands as part of the sales team
Demonstrable client facing sales experience, with a history of success.
Ability to communicate fluently in English and a minimum of one other language widely used in businesses in your base region.
Able to travel frequently, to regional office and client locations
Experienced in preparing and delivering proposal presentations, with recent examples.
Experience in managing multi product proposals.
Demonstrable experience in working proactively and collaboratively across diverse teams to achieve growth strategies and targets.
Knowledge of standard IT programmes, including Salesforce and comfortable in using proprietary software for business processes.
Sector specific experience in one of our core sectors, either from 3yrs+ of sales focus or from a previous role inside the sector.
At LRQA we focus on developing an enabling environment. One in which our people can flourish and succeed, by delivering insightful and innovative solutions to our clients while remaining knowledgeable and good partners. Our workforce is made up of many individuals with unique skills, values, backgrounds and experiences. As an Equal Opportunity Employer, we value diversity in our workforce and foster an environment that promotes inclusion, recognizing the organizational capability and business performance that diversity brings.
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