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Sales Director EMEA

Địa điểm làm việc:

United Kingdom

Mã số công việc:

684

Ngày đăng tin:

05/11/2019

Bộ phận:

Sales & Commercial/Business Development


Opportunity: Sales Director, EMEA, Coats Digital


Location: UK


Role Purpose:

  • Drive business for the full suite of Coats Digital Solutions and support the expected rapid growth of the business in the assigned territory.

  • Lead the commercial team and manage the full business development process in the region.

  • To contribute to the regional company-wide growth strategy.


Key Accountabilities:

  • Quickly getting up to speed on Coats Digital products and sales processes / plays.

  • Recruiting, training, developing, retaining and leading a successful EMEA sales team, ensuring that all staff have clear and measurable objectives, follow SOPs and comp[any policy, and consistently deliver sales targets.

  • Together with your team, manager the entire end to end business development process from lead generation through to close, including:

  • Lead generation activities, including the identification and qualification of prospects, key decision makers and influencers, via research, cold calling and email follow up; feeding information into CRM database

  • Making contact with prospects the objective of securing sales appointments with targeted companies.

  • Represent Coats Digital at trade exhibitions, events and shows

  • Maintain a sales pipeline of sufficient value to ensure that the sales target is achieved – minimum 300% of software licenses.

  • Conduct initial sales meetings / presentations to build credibility, understand prospect needs and demonstrate our capabilities.

  • Conduct discovery sessions with prospect to understand current process and identify problems/issues with existing processes (Pain Chain/business process analysis)

  • Review findings of discovery sessions and agree structure/scope of custom demo, building custom demos (with pre-sales support) and presenting them to prospects as required

  • Prospect follow up, negotiation and close (ensuring that the terms of the software license agreement are acceptable to both parties)

  • Ensure all issues discovered during the pre-sales cycle are effectively documented in pre-sales notes. To ensure that any potential issues can be communicated to the ops team.

  • Completion of sales contracts and other required documentation

  • The Sales Director will assume an increasingly active role in contributing to the regional company-wide growth strategy, where appropriate.

  • Strong contribution to the monthly and quarterly business development plan ( multi-year growth projections, strategic priorities, investment recommendations, suitable business case submissions etc)

  • Preparation and submission of annual sales and cost budgets for review and approval by the Coats Senior Sales Director.


Education, Qualifications & Experience:

Essential:

  • Experience of consultative, B2B software and solutions sales up to C-Suite and in large, complex global businesses.

  • Experience of building, developing and leading successful sales/business development teams, including managing people, involvement in business development strategy, setting and managing of budgets etc

  • A proven and consistent track record of success delivering >20% YoY revenue growth in multi-company software sales (ideally in EMEA)

  • Superior commercial, strategic and negotiation skills.

  • Best in class sales operating model and sales process management.

  • Excellent communication and people skills, including face to face, over the telephone and in writing; confident in dealing with individuals at all levels of an organisation.

  • Hunter mentality, proactive and independent, willing to go the extra mile.

  • Strong desire to excel in a dynamic and challenging environment.

  • Able to work and stay organised in a fast paced environment.

  • Technically adept and capable of learning new software.

  • A capable and independent operator, with a high level of personal ‘drive’ and ‘ownership’, but also the ability to work effectively as part of a team.

  • Systematic and process driven with an analytical approach to problem solving / overcoming barriers. Ability to listen and interpret user needs (apart from user wants) and provide workable solutions to problems

  • Able to combine strategic and ‘hands on’ approaches with the ability and willingness to learn technical detail and present/demonstrate software effectively.

  • High personal standards, integrity and attention to detail, able to demonstrate effective judgement and decision making.

  • A willingness to travel throughout the territory and beyond as required.


Desirable:

  • Background knowledge and / or direct of the fashion industry, including current market dynamics, also the positioning and value of supply chain solutions (and/or similar) solutions in this environment.

  • Knowledge and experience of relevant supply chain software solutions e.g. Product Lifecycle Management (PLM) / Merchandise Planning, ERP, Production Planning, 3D, CAD, Quality.

  • Experience of using Microsoft Solutions including Dynamics CRM.