Regional Sales Manager

Recruitment for this role is carried out locally. To apply for this  position, please visit the DCC Careers Site. Please do not click the apply button on this page as applications through this site are unmonitored and may not be picked up.

Job Purpose

The National Sales Manager is responsible for delivering and exceeding of the business budgeted sales and margin growth expectations, balancing the needs of both top-line sales volume growth and a strong commercial focus on profitability. To inspire, motivate and develop the New Business National Sales Team to achieve outstanding performance, whilst adhering to company policy and Health & Safety standards.

Accountabilities

•    Lead the development of the value proposition(s), sales strategy and vigorously execute the plan to achieve business targets and KPIs
•    Lead the National New Business Development Management team to deliver a high quality, solution-sales focused  growth for the business
•    Be accountable for on-going sales execution to deliver monthly sales targets, ensuring the quality of service is consistent.
•    Provide Market and Product insight to enable continuous learnings and drive evolution of B2B sales.
•    Motivate to achieve aggressive sales targets in a high transaction, commercial sales environment through multiple sales channels and multiple products.
•    Lead and deliver a sales operation including training and development requirements
•    Proven ability to secure, develop and optimise complex large new business contracts.
•    Strong focus on identification, implementation and continuous improvement of processes which will drive sales effectiveness with the business growth strategy through national accounts
•    Manage the communication of the value proposition through proposals and presentations
•    Manage a Matrix style structure, and complex delivery focused team environment.
•    Commercially lead and manage large complex contracts including Government tenders
This job description is for guidance purposes and the role holder will be expected to do any other tasks as is reasonably expected of them.

Measures and KPIs

•    Provide market feedback regarding competitive offerings, prospect needs and generate product development ideas.
•    Manage the agreed business development targets and contractual and commercial performance targets.
•    Manage the team in Identifying, pursuing and closing new business development opportunities
•    Lead client development and relationship management in line with the business plan.
•    Manage team performance in line with business guidelines with regular review of individual performance and agreed plans on individual requirements on learning and development.

•    Stakeholder management support and develop detailed proposals and business cases for individual clients both existing and new.
•    Plan strategic initiatives with team and marketing to ensure volume delivered per month and annum are
•    Management of the margin and realisation per contract, manage individual managers on target performance.
•    Management of the contractual positioning in line with business targets including both volume and margins expectations as detailed in the commercial budget.

Job Holder Requirements

Essential:

•    Proven experience of working within National Accounts field based sales role.
•    Proven experience of tenders within OJEU Contracts.
•    Proven experience of commercial tenders and complex commercial contracts.
•    Proven experience of complex contractual negotiations.
•    Proven experience of large commercial complex negotiations.
•    Demonstrate an effective understanding of complex commercial and financial data.
•    High level of numeracy and attention to detail.
•    Committed, persuasive and personable with fluent written and verbal communication skills.
•    High level of IT competency and experience of Microsoft packages including Microsoft Excel,Outlook and Power Point
Desirable:

•    The National Sales Manager will need to be strategic, commercial and have previous experience of National Sales Management in a multiple services environment. They will need to understand complex contractual and commercial arrangements in multi site supplied contracts with experience of selling services into UK Central Government and large UK businesses.