Head of Sales - Recruitment/Contracting
IT/Business Contracting
Our client transforms business through technology, delivering tailored enterprise solutions for clients from offices in Cork, Dublin, and Amsterdam. They support clients across consulting areas including advisory, training, resourcing, software development, and managed services.
Their rapidly expanding company is currently looking for a Head of Sales to align and drive the organic sales strategy across businesses and customers. This role will design, build, and embed a robust sales organisation and ensure the appropriate structures and processes are in place to achieve longer-term growth ambitions.
Areas of Responsibilities:
Strategy
* Ability to have a vision and ambition for the commercial business they are responsible for.
* Provide regular reliable forecasts using company data platforms and reporting capabilities.
* Convert strategy into a plan, into actions, and execute them.
* Promote and expand the company's commercial activity to generate revenues and sustainable growth.
* Lead, manage, and motivate sales teams to achieve revenue commitments.
* Capacity to maximise profitability through increased value, productivity, and cost optimisation.
* Define the most effective delivery organisation in line with the strategy.
* Track and analyse all sales-related activities including customer visits, customer service activities, pipeline management.
* Contribute to the strategy development of the company and division they work for.
Customers
* Ability to understand customer requirements to ensure needs are met.
* Sell and close at C-level.
* Aquire new customers and manage client relationships (new and existing).
* Build and maintain profitable partnerships with key stakeholders.
* Develop strategic account plans.
* Execute and measure achievements vs. plan.
* Create the right positioning in line with company strategy.
* Answer RFI - RFP - Bid... in a professional and successful manner.
* Manage escalations/solution oriented.
Monitoring
* Solid knowledge of performance reporting and financial/budgeting processes.
* Set up relevant KPIs for the business.
* Control the business and take corrective actions.
* Drive resource allocation.
* Understand financial KPIs and their business drivers.
* Capacity to forecast.
Tools and Processes
* Understands processes and drives business practices.
* Understands interactions between the business they are responsible for and other business units, optimising workflows.
Abilities
1. Work in a project mode vs. running mode.
2. Self-confidence.
3. Ability to think conceptually and act practically.
4. Authority - seen as an expert in their position, adds value to direct reports.
5. Proactive behaviour.
6. Creative - innovative.
7. Drive changes required to achieve goals - sell at all stages.
8. Dedicated and trustworthy.
9. Writing, speaking, and presenting capacity.
10. Being authentic and convincing.
11. Good - fluent English.
12. Ability to document.
13. Structured.