Head of Sales

Head of Sales ICT & UC New Business

Division: Business Solutions

Department: Sales

Reports to (Job Title): Group Sales Director - Business Solutions

Location: Field Based - Reporting to the Reading office

This management level role will directly manage nett new opportunities and cross sell business with existing customers, as well as providing the leadership for the ICT and UC new business sales teams. It will be responsible for meeting and exceeding the performance objectives directly aligned with the overall corporate strategy for ICT services. The role will ensure all existing and new sales opportunities utilise the entire portfolio of annuity or subscription services, hardware, software and professional services.

It will provide management, mentoring & coaching to the ICT and UC sales teams to support them to achieve targets for revenue and gross profit.

The ICT and UC new business sales team will sell solutions, services and products to existing Annodata customers and new Kyocera customers.

This person will work alongside other Managers to ensure harmony in client engagement when cross-selling into the existing Annodata & MCL client base.

Responsibilities/Tasks

• Present, promote and sell products/services to existing and new prospective customers.
• Provide effective leadership. Managing staff and making decisions as appropriate to achieve all individual and team objectives and to meet the overall Company Strategy.
• To drive specific new business activity across the sales team including the implementation of detailed analysis of the existing customer base to produce regular “Deep Dives” on key accounts to identify and pursue cross sell opportunities.
• Actively use the CRM database (SFDC) for managing leads & opportunities etc, as well as ensure the team are maintaining and updating their records daily to maintain accuracy with their client’s details, their activities (email’s, calls and meeting) and all sales opportunities.
• Lead regular meetings with the ICT & UC Sales team for the purpose of reviewing their activity levels, opportunities, pipeline, and forecast.
• Ensure regular 1-2-1 meetings take place with to coach, train and develop team members and review their pipeline, sales activity levels, and general customer communication.
• Take responsibility for the recruitment and ongoing development of a highly effective and proactive sales team in accordance with customer needs and company standards.
• Work with other internal Kyocera departments to ensure prompt and satisfactory response and resolutions to all customer queries and issues.
• Maintain timely and effective communication with staff, peers and senior management as required.
• Build successful, engaged and supportive new business sales relationship with technology vendors that support the ICT and UC functions, such as HPE, Gamma etc.
• Support internal stakeholders to input into the overall ICT proposition development and industry sector messaging i.e. Marketing.
• Development and promotion of Kyocera in the ICT and UC markets, making them an established and valued business partner of choice.
• Negotiate effectively on behalf of Kyocera both internally and externally defining areas of agreement/disagreement and developing alternatives to reach acceptable solutions with customers.
• Sponsor key client engagement and build relationships with internal and external stakeholders to support the sales team.
• Attend sales calls with the sales teams to help develop individual salespeople and ensure focus on key customer transactions.
• Sets a positive example for the sales team in areas of personal character, commitment, personal organisation, selling skills and general work habits.
• Maintain and secure any Sales Vendor/Supplier accreditations as required by the company.
• Undertake research and analysis of new potential markets and implement co-ordinated action plans to penetrate the selected markets accordingly.

Knowledge, Experience & Skills

• Demonstratable previous experience within a sales role is essential, along with a prior knowledge of selling ICT or UC solutions with the Corporate and Public Sectors.
• Ability to demonstrate previous success in personally preparing, submitting and taking ownership of detailed tender/ITT submissions for public and corporate sectors and subsequently winning the business.
• Previous experience of leading and motivating a successful sales team.
• Experience of using CRM tools (i.e. Salesforce) and competent in using all MS office programs, Word, PowerPoint, Excel SharePoint, Teams etc.
• Proven negotiation skills and the ability to navigate deals to a successful closure.
• Comfortable in cross selling and being able to use initiative to offer alternative solutions to prospects and customers.
• Commercially aware and able to create customer propositions which are flexible, solution orientated and in line with Kyocera business requirements.
• Able to build rapport with customers and demonstrate strong relationship management skills.
• Adept at prioritising workloads, time management and utilising proven organisational skills.
• Ability to create and deliver presentations tailored to the audience needs.

Competencies and Key Success Factors

• Strong commitment to and the achievement of business goals e.g., Win rates, revenue and profitability targets.
• Creation and implementation of a successful ICT & UC ‘go to market’ sales strategy.
• Performance of team members based on agreed metrics.
• Acquisition of nett new customers and growth of the pipeline.
• Accuracy of the forecast and successful usage of the CRM system (SFDC).
• Successful recruitment and onboarding of new Sales people.
• Awareness of how the role impacts on company performance. Considering the needs of all stakeholders, pre-empting potential situations and taking action to avert them. Proactively seeking to improve the service provided to colleagues and/or customers.
• Ensure relevant and timely communication with all stakeholders who might be impacted by actions or inactions. Recommending solutions and/or alternative propositions when things go wrong.
• Committed to achieving business goals- always going the extra mile in order to exceed expectations.
• Being courageous- proactively trying something different and speaking up to put forward new ideas.
• Understanding of how the Kyocera Group operate and adhering to all company policies, procedures and business ethics, ensuring that they are communicated and implemented within the team.

What we can offer you

• Salary (Competitive)
• Car Allowance
• 25 days holiday (All statutory bank holidays relevant to regional country) – 1 extra day after 5 years. Part time/temporary employees is a pro rata equivalent.
• A buying and selling holiday scheme
• Life Assurance (4 x base salary)
• Pension Scheme – A total contribution of 8% – 5% Employer and 3% Employee.
• Company sick pay (1 week after 6 month probationary period in first year, 4 weeks in years 2-3, 8 weeks in years 4-5 and 13 weeks from year 6 onwards)
• Enhanced Maternity and Paternity leave
• Employee Assistance Programme
• Bike2Work Scheme – salary sacrifice scheme to purchase bikes at a discount
• Lifeworks – Access to discounts / perks
• EyeCare – Access to money off for glasses and sight test

Values:

The values that underpin the Kyocera Group are the 5 C’s- Communication, Courage, Commitment, Cooperation and Consciousness. It is our firm belief that employees should live by these values and we would expect that you should show your commitment to these values by carrying out your work fairly and honourably, respecting people, our work as a business, and both our local and global community.