Sales & Marketing Director

This position is remote, although you will be expected to participate in occasional meetings at the Ibcos office based in Poole.

Sales & Marketing Director

Responsible for: Sales, Account Management & Marketing Team

Team: Sales & Marketing

Reports to: DGUK Managing Director

Company Overview

Ibcos Computers Ltd is the UK’s leading provider of Dealership Management Software for the Agricultural, Construction and Ground Care industries. We help dealers manage all aspects of their operations—from parts and service through to sales and finance—by delivering innovative, customer‑centric solutions that drive operational excellence and profitability. Ibcos operates alongside Catalyst Computer Systems, a fellow dealership software business within the wider Constellation Software group, enabling shared insight, scale, and best‑practice across complementary dealer markets.

Job Overview

The Sales & Marketing Director will develop and execute integrated commercial strategies to:

• Maximise net revenue growth and market share
• Elevate brand awareness and lead generation

This senior leadership role balances revenue-driving sales initiatives with strategic marketing campaigns to deliver sustainable, profitable growth.

Key Responsibilities

Leadership & Strategy

• Key member of Senior Leadership team to help design and deliver against five year strategic growth strategy
• Define and communicate a unified sales and marketing vision aligned to company strategy
• Set annual revenue, pipeline, lead-generation, and brand-awareness targets
• Lead cross-functional planning to integrate product, support, and service into commercial strategies

Sales Management

• Oversee new business and account management teams to achieve net revenue forecasts
• Implement robust forecasting, pipeline review and KPI reporting processes
• Drive consistent CRM usage with minimum 95% data accuracy

Marketing Strategy & Execution

• Develop and manage the annual marketing plan and budget
• Lead digital marketing, content strategy, events, PR, advertising, and sponsorships
• Oversee marketing automation and analytics platforms to measure campaign ROI
• Refine brand positioning, messaging, and collateral in collaboration with Product and Design

Demand Generation & Lead Nurturing

• Design and optimise multi-channel lead-generation campaigns (email, social, search, events)
• Implement nurture streams to accelerate MQL-to-SQL conversion
• Coordinate with Sales to hand over qualified leads and monitor follow-up effectiveness

Account Management & Customer Engagement

• Drive customer centric sales and engagement strategy
• Own engagement strategy for top 20 key accounts, ensuring quarterly reviews and upsell plans
• Standardise key account plans and service-escalation protocols
• Ensure 24-hour response SLAs for customer communications

Cross-Functional Collaboration

• Partner with Product, Professional Services, Customer Support, and Finance to ensure seamless customer journeys

Team Development & Performance

• Recruit, mentor, and develop high-calibre sales and marketing professionals
• Design and implement optimised target operating model
• Conduct regular 1:1 coaching, quarterly performance reviews, and succession planning
• Foster a culture of accountability, creativity, and continuous improvement
• Understand and implement AI initiatives to drive performance

Budget & Financial Accountability

• Own OpEx for the Sales & Marketing team, ensuring budget adherence
• Monitor and report on Marketing ROI, customer acquisition cost, and customer lifetime value

Reporting & Senior Management Engagement

• Present monthly and quarterly performance reports to the Executive Team
• Attend bi-weekly senior management meetings and contribute to commercial strategy discussions
• Identify inter-departmental dependencies and proactively mitigate delivery constraints

Outcomes

• Achieve or exceed annual net revenue and gross profit targets
• Increase marketing-sourced pipeline contribution
• Drive growth in brand-awareness metrics and lead-generation volume
• Maintain top-20 account satisfaction and retention rates
• Deliver marketing campaigns set and manage ROI targets and improvements

Qualifications Required

Essential

• Educated to A level or equivalent qualification
• Proven experience in a combined sales and marketing leadership role within a B2B software or SaaS environment
• Experience of Target Operating Model design and implementation
• C-suite engagement skills, senior stakeholder management, senior customer relationship management, commercial negotiations, thought leadership, event hosting
• Track record of meeting or exceeding revenue and lead-generation targets
• Hands-on expertise with CRM and marketing automation platforms
• Exceptional communication, negotiation, and presentation skills
• Strong organisational, budget-management, and analytical abilities

Desirable

• Experience developing digital marketing strategies and managing event programmes
• Familiarity with MS Excel for data analysis and forecasting
• Understanding of marketing performance metrics (CAC, LTV, conversion rates)
• Prior involvement in marketing initiatives

Competencies

• Leadership: Inspires teams, fosters collaboration, and holds individuals to high performance standards
• Strategic Thinking: Translates market insights into actionable commercial plans
• Customer Focus: Balances new‐business growth with exceptional account management
• Creativity: Generates innovative approaches to demand generation and revenue expansion
• Analytical Rigor: Utilises data to drive decisions, optimise campaigns, and forecast accurately
• Adaptability: Thrives in a fast-paced environment and responds swiftly to market shifts

Diversity within the workplace

At Ibcos Computers we are pleased to say we create a diverse and inclusive work environment. We are an equal opportunity employer, and we actively encourage all individuals to express themselves and to achieve their full potential.

As a company, we continuously strive to outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, pregnancy, age, sexual orientation, and/or mental or physical disabilities.

If you have a disability, such as dyslexia or a medical condition which you believe may affect your performance during any aspect of our selection process, we will be happy to make reasonable adjustments to enable you to complete the process to your best ability.

By prioritising employee wellbeing, experience, recognition, and development, we are instrumental in attracting, nurturing, and retaining top talent that contributes to Ibcos Computers success and growth. Apply now to be part of a team that offers career development opportunities and highly values innovation, creativity, responsiveness, and excellence in HR & OD practices.

What You Can Expect from Us

• 25 days’ annual leave (increasing with length of service) plus bank holidays
• Company profit share bonus scheme
• Annual salary reviews, based on individual performance

Training and Development

Our extensive online training library has a vast collection of courses to enhance your skillset and knowledge in many areas. You can access over 30,000 courses on a variety of topics to boost your performance.

This position does not meet the eligibility requirements for sponsorship under the Skilled Worker Route within the UK Visa and Immigration service’s Points Based System. Therefore, Ibcos Computers will not be able to sponsor individuals who require permission to work to carry out this position.