Senior Sales Director-EMEA

PGi ,
London, Greater London
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Job Description

Job Title : Senior Sales Director - EMEA Location : Richmond, London Purpose: PGi are looking for an experienced leader to manage a sales team covering business mostly in the EMEA region and to achieve and exceed revenue and SaaS sales objectives / targets. This sales team has hybrid roles, so this leader will be required to deliver results within account retention, account development (cross sell and upsell) as well as new business acquisition across the region. The teams include new business/field, Major Accounts and Inside Sales/SDR. Customers are often international or global; experience in dealing with larger customers and cross regional teams is preferred. This person will be assigned the following objectives: Meet and exceed overall revenue targets as set by the company through: + Devising and implementing an appropriate sales strategy to enable the team to meet its overall sales and revenue targets. This should include maintaining the correct product mix and pricing levels in order to maintain appropriate margins + Building and maintaining a 'fit for purpose' sales team, within the agreed headcount budget, through a programme of recruitment, training, coaching and performance management + Ensuring the team activity levels and Sales cadence (cold calls, appointments, new logos, and new moderators) are kept at an appropriate level to ensure revenue targets are met + Applying rigorous performance management through the use of accurate performance measurement tools and reporting, regular individual performance reviews and individual development plans. + Providing strong leadership to direct reporting sales people. This to be done by leading by example, both internally and at customer meetings, setting clear goals and expectations, providing regular and clear communication between senior management and the sales people and acting in a professional manner at all times + Working to understand what motivates each individual within your team and putting appropriate measures in place to ensure high morale is maintained across the sales team as a whole + Attending as many customer meetings as possible, either to assist in winning deals and/or to act as a coach and mentor to salespeople + Providing accurate, timely reporting to Senior Management as required + Taking personal responsibility to remain up to date and informed regarding company products and services, market knowledge, industry trends and PGi competitors + Representing the company and its interests in a professional manner at all times Skills & Experience: Managerial Skills: Leadership is Key + Authority and leadership are key strengths required for this position. + Ability to motivate a sales team in order to exceed revenue objectives. + Excellent communication skills (for internal and external relations). + Mindset to embracing innovation to develop new work methods to keep pace with the changing face of our global business. + Demonstrated presentation and meeting facilitation skills, through virtual and onsite presence with C-level audience. + Knowledge and demonstrated ability to sell using a Transactional AND Consultative Sales Model as needs dictate. + Pro-activity in assessing potential weaknesses and solving them. + 5 + years' experience in previous Sales Leadership role Sales Experience + Relationship management and strategic account management, dealing with various customer sizes up to global enterprise level. + New Business Acquisition sales -from lead generation through to close to implementation. + Understanding, experience in managing an inside / SDR fast pace, leads generation Team + Negotiation with very high level of management in the customer organization. + Able to deal at all levels in end-user organizations. + Good communicator and presenter, able to win compliance in the accounts. + Structured and strategic approach to business planning. + Knowledge of contracting process including ability to remove barriers for clients while fulfilling Company contract requirements + Proficiency in Salesforce.com + Proficient in use of tools including Microsoft Office &sales database tools at the expert level Industry Knowledge -the following are an advantage for this role + Conferencing (audio, web, video) and collaboration + Webcasting/Streaming + SaaS license sales model + Microsoft Skype for Business suite of solutions + Telecommunications Autonomy + Ability to prioritise, respond positively and show leadership when managing the often competing requirements of customers, the business and the technology + Self-driven, motivated, high work rate, office based but has ability to work remote as needed. + Passion and commitment to exceed sales targets + Other skills: + Excellent influencing skills + Adaptable to change + Dynamic + Excellent organisational skills + Goal and action orientated We're not a one-dimensional place to work. We are very serious about our work, but also love what we do and make the workplace as much fun as possible. This

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