Inspires and, coaches the team to exceed high standards, challenging them to always do more.

Responsible for delivering the revenue growth required for your business unit/s. You achieve this through developing and inspiring your people, deploying sales plans that guide them towards the areas of maximum opportunity. Whatever happens, you take ownership of your target and find a way to overcome obstacles to achieve the required growth.

As a sales leader you set high standards and approach any underperformance in a constructive, timely and fair way. You demonstrate excellent coaching and feedback skills, using evidence (e.g. KPI’s) to grow the capability and results of all team members. You tailor your approach to each team member, inspiring them to improve and achieve the best results possible. You are passionate about realising the potential in others.

You reinforce messages from the Sales Academy, helping people to qualify opportunities, understand the buying process, accurately forecast, create a value proposition, manage stakeholders, close deals and maintain appropriate records. You use rehearsals before every pitch to ensure team members are fully prepared and have clearly defined and compelling win themes/key messages that focus on tangible, quantified business outcomes.

This role is leading a sales team of 8 people selling a range of software solutions mainly within the Transport, Enforcement & Blue Light sectors.

Maximise revenue recognition by constructing optimal commercials terms.

Achieve annual incremental gross margin targets, as set by the Company at the outset of the financial year.
Build and maintain a strong and accurate pipeline, sufficient to achieve/exceed target.
Deliver accuracy of +/- 10% in your sales forecasts.
Build a business unit sales plan, then explain to your team how you will guide their efforts to maximise the return from the customers/prospects and products/solutions in their territories.
Generate a deep understanding of the challenges facing target organisations in your market and the tangible, quantified business outcomes your solutions can achieve for them. Ensure your team develops this knowledge.
Work closely with your Managing Director and the marketing team to define and execute sales and/or marketing campaigns to support your business unit sales plan.
Foster our high-performing sales culture within your sales team.
Systematically develop your people, using your coaching and performance management skills to help them unlock their potential.
Execute all required sales leadership disciplines are executed to the highest standard i.e. Monthly 1-2-1’s, monthly team meetings, field accompaniment coaching, performance coaching, territory planning etc.
Support, contribute to and reinforce Sales Academy and Sales Excellent initiatives designed to uplift the performance of your team.
Own the accuracy of the pipeline, challenging your team to qualify every opportunity using recognised tools. Ensure that effort is only expended on deals with a strong likelihood of closure.
Construct and lead multi-discipline teams, to demonstrate to the prospect that we can meet their requirements and deliver on commitments.
Understand the competitive landscape you are operating in, be capable of positioning to win by emphasizing our differentiators.
Contribute to the evolution of product/service roadmaps in your market, by identifying repeatable customer challenges that can be profitably addressed.
Demonstrate working knowledge of other products/services to support the generation of collaborative pipeline for other business units.

Software Sales Manager