Head of Sales

Purpose of the role: We are seeking a talented Head of Sales with strong business development skills to join our large and rapidly growing organisation. The Head of Sales will deliver a robust sales strategy that will drive revenue, increase lead generation and conversion, expand our referral partner network and ultimately ensure we achieve our Net Operating Income targets. As Head of Sales you will be responsible for managing the team of sales managers in each business area across all brands, driving sales processes and utilising all available methods to ensure enquiry management and conversion are strong enough to achieve our Key Performance Indicators. You will have a target-led, analytical and collaborative approach to drive retention, new customers, business development, and ensure our end to end sales process is effective. The Head of Sales will be responsible for ensuring communication from the sales team with internal and external stakeholders is outstanding, and will be responsible for production of weekly and monthly reports, business plans, strategies and pricing matrices. Major Duties: Accountabilities/Responsibilities To drive sales performance across all brands through planning, execution and follow up, establishing clear goals, priorities and actions, ensuring accountabilities are clearly assigned within the team and followed through, creating a competitive spirit and a collaborative and joined-up approach to delivery. Overall accountability for national performance against KPIs, including core sales revenue, retention, conversion and summer revenue across multiple brands. To produce accurate, detailed reports, presentations, strategies and updates for internal and external stakeholders Accountable for all sales metrics and sales processes. Drive positive sales behaviours and outcomes across the business, ensure processes and tools are in place to support these, identify barriers to sales performance and put in steps and processes to mitigate and overcome them and to continuously review sales performance and adjust strategies, proposing bold measures where necessary. Ensure that our contact strategy is delivering the required conversion rates and that the booking experience drives sales performance. Actively seek out new opportunities to grow sales performance. Ensure the sales department is adequately and appropriately resourced and that workload is allocated accordingly. Take ownership of key client relationships and be responsible for clear and consistent client communication. Maintain strong relationships with our international agents and lead on enhancements to the booking experience for our international customer base to increase sales performance. To manage and develop skillsets and capabilities across the sales team, raising performance through training, coaching, feedback and performance management, hold regular 121’s with direct reports and set stretching and realistic objectives, and drive positive behaviours and outcomes within the sales team and sales-related areas of the business. To drive a culture of continuous improvement throughout the team and departments. Utilise and manage incentives budgets to drive sales performance and behaviours To understand commercial and performance aspects of all contracts and ensure all are met and ensure we achieve net operating income targets for every client. To ensure competition is monitored closely and have an awareness of the wider student market place, quickly becoming a subject-matter expert. Operate an effective communications protocol with key stakeholders, arrange and attend regular meetings and conference calls, ensuring sharing of best practice and collaborative working at all times within the department and with the wider business. Be a senior escalation point for sales and sales performance related issues. Implement and manage performance and customer satisfaction improvements. Manage the pricing and strategy processes each year and throughout the year, obtaining sign-off in a timely manner and ensuring documentation of approvals. To support the growth of the business through diversification using our existing brands. Where required, input into tender process and commercial aspects of bids. To be flexible and work effectively with other colleagues. Ensure that we are compliant at all times, comply with Health and Safety working practice in accordance with the company’s policy. Skills Analytical and performance driven Commercially minded Impeccable attention to detail Fully IT literate with intermediate to advanced knowledge of Microsoft applications, particularly Excel and Powerpoint Fully experienced in report writing Experienced in setting and managing budgets Excellent communication, interpersonal and negotiating skills (written and verbal) Excellent planning, organising and time-management skills Adept multi-tasker Excellent financial acumen Confident and articulate presenter Ability to deal effectively with people of every level and must be able to quickly gain credibility with a range of internal and external stakeholders Ability to delegate and prioritise effectively in line with business requirements Ability to motivate, engage and understand the strengths and weaknesses of a team Ability to adapt and thrive with continual changes and growth Personal Qualities Must be performance and KPI driven Must uphold the highest levels of accountability and integrity at all times Must be self-motivated and be able to work independently with minimum guidance Must be confident to take the initiative, and make quick, positive decisions Must be a confident speaker and presenter and possess a level of gravitas to hold a room Have a real sense of ownership for the business, reputation and performance Must be committed to delivering high standards at all times Committed to equal opportunities Prepared to travel nationally and frequently with regular overnight stays