The Sales Director UK will lead the UK sales operation of the business, and develop and execute sales plans designed to achieve sales targets and drive revenue and profit growth. The business is multi-channel (MSP, reseller, enterprise, consumer) and this role is responsible for growing all channels to ensure long term market share growth and target achievement.
Job description
Responsibilities and Duties
Managerial Responsibilities:
- Contribute to the development of corporate strategy
- In cooperation with the senior team, prepare strategy of the department in compliance with overall strategy and direction of the company and be responsible for implementation of the strategy within the entrusted organizational unit
- Prepare realistic budget proposals and be responsible for reasonable spending of the budget in compliance with the rules for spending as defined by ESET HQ
- Assess and enforce initiatives, investments and opportunities in compliance with corporate strategy
- Manage, plan and delegate work to immediate subordinates and be responsible for performance of assigned tasks in accordance with established procedures and processes
- Propose and implement improvements of processes and work procedures
- Make efficient decisions based on all available information and be responsible for them
- Build and support efficient cooperation and achievement of goals within department, between organizational units and across the company. Ensure efficient communication and sharing of relevant information
- Be responsible for setting and achieving KPI goals for the sales operation
- Set clear and realistic goals and expectations towards work performance of immediate subordinates within prescribed deadlines
- Provide regular feedback and evaluate work performance of immediate subordinates (e.g. probation period, definite period, assessment interviews)
- Ensure optimum planning of human resources, their substitutability and be responsible for attendance of members of the department. Cooperate with direct superior on planning for personnel and organizational changes
- Cooperate on new employee recruitment process
- In cooperation with immediate subordinates prepare their personal development plans, ensure relevant development and educational activities and support implementation of new knowledge and skills in practice
- Encourage immediate subordinates to take initiative and responsibility in task performance, engage them in the decision-making process in order to increase their involvement and motivation
- Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others
Functional Responsibilities:
- Deliver the revenue goals established in line with the business plan
- Responsible for the daily operational management of sales and business development in the UK - this includes sales meetings, escalation management, contract management, invoicing and receivable management
- Take ownership of a sales organisation which will require them to leverage and grow ESET´s Channel, Enterprise and Consumer customer base through direct touch, relationship-oriented “solutions” sales, as well as aggressively build the revenue via partners and strategic alliances
- Ensure that the sales team are properly trained, managed, motivated and rewarded to deliver exceptional performance
- Work with the UK marketing team during the sales planning process by clearly indicating the business plan and corresponding support required for its execution, and ensuring that the organisation receives positive exposure to enhance the brand image in the UK and maximise opportunity identification and ultimate sales performance
- Develop strong relationships and co-operation with the UK sales team, as well as with functional global and regional colleagues to ensure effective working relationships
- Work closely with the Sales Operations team to provide regular management reports - this includes weekly and monthly sales reports, sales forecasting and action plans
- Represent the company at committee meetings, community and industry events, in professional associations and various functions
- Take part in public relations and external communication activities that support the company strategy and desired position
Requirements
Education:
- Degree level education is an advantage, ideally in computing or business related subject
Experience
- Demonstrable track record of success in working as a Sales Director/Manager in a technology company preferably within the IT Security or related market
- Must have a strong proven track record in sales with experience of developing business potential within accounts and delivering a sustainable pipeline
- A proven track record of meeting and exceeding targets by recognising the importance and value of channel partners
- Experience of planning/overseeing at strategic and tactical levels, supporting plans with forecasts and ongoing measurement and management of results and required changes
- Can sell “conceptually” and possesses the ability to translate company offerings into profitable proposition for Channel partners and customers
- First-class negotiation skills with the ability to obtain the best possible terms with our resellers, partners and customers
- An ability and desire to operate within a matrix organisation and use the productivity tools and processes available
Knowledge
- Able to articulate the benefits of the products to channel partners and fully conversant with professional sales techniques and forecasting
- Demonstrable business and commercial/legal awareness
Language
Communication
- A strong and assured communicator and presenter, who is able to gain personal credibility with customers and resellers.
- Is able to work in a diplomatic and professional manner in order to achieve customer and reseller trust and confidence
- Excellent verbal and written communication skills
Managerial skills
- Has the ability to manage multiple complex activities at one, with the ability to prioritise and delegate according to business need
- Can manage activity at a high level, but also maintain awareness of key deals, customers and/or issues, supporting the team to progress them effectively
Personal characteristics
- A highly driven individual, with initiative and a willingness ‘to go that extra mile’
- Professional in appearance, with solid business acumen and has the ability to present and negotiate
- Considers both technical and commercial considerations in achieving sales success and ongoing customer satisfaction
- Has a high activity rate, can withstand pressure, be pro-active and is goal oriented with a sense of urgency, and who can adopt a disciplined, practical and organised approach
- A propensity to succeed, make effective decisions and see them through to conclusion
- A high-energy individual who thrives on success and who has the persistence to follow problems through to their final resolution. Understands all aspects relating to “ownership”
- Although committed to personal growth and keen to succeed, is able to work in the interests of the company as a whole. Is not committed to `turf` and can effectively work across organisational boundaries
- Sets and maintains professional standards at all times, puts forward facts honestly and can be trusted implicitly by customers and employees alike. Concerned with the quality, professionalism and integrity of work undertaken
- Self-assured and outgoing with the ability and adaptability to work practically, independently, reliably and flexibly, without the need for active support
- Is a proficient and creative, high level sales negotiator with outstanding relationship building abilities and a high degree of diplomacy
- Excellent attention to detail with the ability to follow through with action plans, identifying potential issues and maintaining momentum right to the end of the project
Leadership
- 4 direct reports – Channel Sales, Enterprise Sales, Pre Sales and Sales Operations
- c. 30 indirect reports
Additional information
Travel
- To actively support the sales team, should be in the office 3-4 days per week
- Regular customer/reseller visits across the UK
Confidential information
- High
- Customer, reseller and employee information
- Business confidential information
Job requisition
JR-03984 Sales Director UK (Open)
Primary location
Bournemouth
Additional locations
Time type
Full time