Sales & Marketing Director

Sales & Marketing Director
South East England
Up to £100k Basic, excellent Bonus structure

The Sales & Marketing Director is responsible for leading and overseeing the growth of profitable new and existing and business within the 'Professional Employment' market. The role will focus on ensuring the National Sales Team successfully deliver the business plan and will work to ensure identification and delivery of new business and account management activities to ensure targets and goals are achieved in accordance with the company strategy. There is a mix of internal sales management (2 teams) and external management in the field.

The role also has responsibility for Marketing, with the Marketing Manager reporting directly to this position. The Sales & Marketing Director is ultimately responsible for the creation of product positioning, through to product messaging and ensuring that marketing activities are consistent with our customer value proposition, as well as owning the creation and implementation of 'go-to market' plans. Working with internal departments to optimize client acquisition and retention activities as well as contributing to thinking on revenue optimization.
ACCOUNTABILITIES

Sales
* Develop and agree a clear sales strategy, including monthly and annual targets, in conjunction with the MD and Finance Director
* Provide vision and guidance to drive the strategy and deliver the agreed sales targets through effective leadership of the sales teams
* Develop and grow relationships with existing key accounts to drive profitable revenue growth
* Seek out and deliver new business revenue from agency and non-agency market sectors
* Support and own key client meetings and presentations, leading from the front and by example
* Recruit, lead and develop the existing regional sales & telesales teams, working closely with the sales managers on their personal development
* Understand all processes within the sales function, identifying and delivering sales process improvements
* Effectively manage and control sales costs, ensuring profitability of sales, down to account level
* Engage in industry events
* Effectively collaborate with other business departments to support and increase sales, including participation in, or leadership of, project teams

Marketing
* Analyse the Company's market position, evaluate competitors and market information feeding back into the sales strategy. Provide reporting to senior management
* Ownership of the client database, both consumer and business customers.
* Create, develop and implement all marketing plans and campaigns
* Create Go-To-Market plans, feature & benefit analysis, and customer value propositions.
* Use all appropriate data and research methods in decision-making, including customer research, internal client data/trends, market research and competitive analysis
* Coordinate all aspects of product launches from beta to sales launch; implementation, measurement and marketing activities
* Create & coordinate advertising and marketing materials including client communications, marketing and sales collateral for new and existing products, services and solutions

DELIVERABLES

Sales
* Strategic sales plan with key measures and monitoring through effective MI - building that MI from scratch where appropriate
* Meet and exceeded revenue and profitability targets and control all sales costs within budget
* Regular report to senior management on performance versus plan, evidencing appropriate performance management where targets are not met
* Agency & trade association relationships are maintained and improved as evidenced by sales growth.
* Sales teams have clear direction, focus, targets and accountability
* Sales team receive regular training and industry updates
* The CRM system is always up to date and accurately maintained

Marketing
* Strategic marketing plan with ROI where appropriate and monitoring through effective MI
* Effective campaigns that deliver leads from contractors, agencies and clients in line with the specifics of the sales and marketing plan
* The smooth role out and adoption of new solutions, both internally and externally
* Maintain and grow a very strong brand recognition, in line with our business values and goals, within the industry and within agreed end clients sectors
* Maintenance and delivery of up to date, comprehensive sales & marketing collateral

KNOWLEDGE, SKILLS & EXPERIENCE

* Demonstrable track-record of achievement in a senior sales leadership role, ideally second line management, with clear evidence of success in developing and implementing sales growth strategies
* Recruitment industry experience is a distinct advantage as is experience working within a large, fast paced SME.
* Hands on yet strategic sales leadership, being able to lead from the front and galvanise a team to follow
* Passionate about people development, being able to evidence clear success in this area
* Extensive experience formally managing sales performance and able to demonstrate success in implementing strong, fair performance management processes
* Experience of creating and managing targets, commission schemes and KPI's
* Must be experienced in managing budgets and be familiar with profit and loss analysis, possessing a clear understanding of how to ensure the profitability of client accounts
* Must have the gravitas to engage senior Executives and represent the client at the highest level, with first class presentation and negotiation skills
COMPETENCIES

* Client Focus - Always aims to exceed client expectations
* Delivering Results - Thinks and acts ahead for the team
* Doing Things Better - Aims for significant improvement
* Communication - Adapting and tailoring your communication
* Developing Each Other - Helps others to learn
* Working Together - Invites contribution
* Driving Performance - Setting expectations for the team
* Leadership - Creates direction for the team