Regional Sales Manager

Our client is one of the most exciting Start-Up’s in the North West tech industry today. They were founded in 2016 by a serial tech entrepreneur who identified a significant gap in the market for a platform to manage product, distribution lines and sales. He set about designing a SaaS platform from scratch based on world leading technology, which has now evolved into the most powerful product information management platform on the planet. With backing from the largest Private Equity house outside of London they expect to scale up to an impressive £10 million in the next 3-5 years, by doubling revenue year on year Their Product Information Management Platform (PIM) enables businesses with multiple skews to manage product, orders, logistics and suppliers centrally, from one platform. It is the most reliable, scalable platform of its kind in the marketplace, selling to manufacturers, distributors and retailers such as Moonpig, Interflora and JD sports. PIM solutions are a relatively new technology that are increasingly being deployed by small and large business to accelerate online growth. The market is set to be worth over $60bn within 5 years and they are seen by industry experts as a technology leader in cloud-based solutions. Having grown significantly and bursting through their £1 million revenue targets earlier last year they have recently appointed a new UK MD to help take the business on its next chapter of growth and to oversee and support the sales team to ensure success. To support his plans for growth he is now looking to appoint a Business Development Manager to strengthen strategy and drive revenue. This is a 100% New business role however on some larger accounts there may be scope for up selling. After the initial 12 months the account is passed over to the customer success team. The Role · Immediately build a relationship with the Business Development Representatives to identify and qualify new and existing leads. · Identify the needs of each client and in understanding the cost of sale, arrange online and face to face meetings accordingly. · Manage pipeline through Salesforce to be able to accurately forecast revenue · To articulate and gain agreement of the specific business benefits to the potential customer · Increase the current conversion ratio of 10:1 to 3:1 based on meetings to billed revenue · Assist the Business Development Team in identifying new customers and sharing knowledge and best practice. · Work with professional services team to arrange training and implementation of the product, post-sale · Expectation to deliver 500k from new Customers in first 12 months - immediate impact · Using market expertise, industry knowledge and networking, continuously identify new business opportunities and provide business cases in support of these. · Based remotely with regional travel around the South of England as required. · Maximise opportunities with existing clients to ensure the full potential is realised, up-selling where there is opportunity · Work with the business owners to provide suggestions and ideas to support the future growth of the business. The Candidate · Experience of selling into the tech world, either SaaS or PaaS into a new market and will therefore have demand creation experience · Experience of selling into the online retail sector · Experience of co-ordinating pre-sales and delivery teams · Experience of face to face and online meetings, with a proven ability to host and manage enterprise deals as well as working with smaller businesses · Trained as a Sales Professional with a keen understanding of how to create, qualify and close a new business pipeline. · Commercially astute and able to accurately calculate the profitability of projects/customers · A strong, hungry and influential sales professional with the drive to succeed · Target driven with experience of meeting and exceeding business targets · Results orientated and relentlessly focused on the desired end result · A clear thinker with a solutions-based mind set · Can plan and structure their approach by effectively organising activities and account portfolios · Possesses a natural ability to overcome objections and create urgency · Able to produce and deliver clear proposals to effectively match customer requirements, with good attention to detail. · Confidence and credibility to close the sale · A new business hunter who can identify new opportunities and opportunities for growth within existing accounts · A team player who is inclusive and able to collaborate with and influence colleagues · A confident networker who can immerse themselves into the industry and represent the business and its solution