One of our leadng Software Brands require an energetic and enthusiastic Sales Manager to contribute to and grow the brands market and financial position and to lead, mentor and motivate a team of account and new business sales managers covering markets across the UK and Ireland.
The brands Affinity Suite is built on a unique foundation of industry knowledge and technical innovation. Each product in the suite is designed to solve difficult industry problems, to be robust and flexible, and to stand up to real world enterprise-scale challenges.
We provide solutions in three key areas:
Mobility - we have been leaders since 1999 in the infrastructure and utility sectors, with in excess of 50,000 licenses sold
Smart Energy - our products manage market data flows for 35 million electricity and gas customers and provide meter data management for over 25 million smart meter points and growing
Enterprise Asset Management - we have implemented ABB Ellipse in almost half of the UK's large electricity, water and transport infrastructure organisations along with our mobile field working applications
The role is a vital commercial position, requiring a progressive thinking approach to managing a broad range of activities in strategic thinking, business forecasting and development, solution selling, commercial negotiation and contractual assurance.
The ideal candidate will possess excellent solutions / consultancy sales management experience and have demonstrable background in long term relationship building and management. They will have specific experience of complex solution selling spanning large scale/enterprise level sales along with license, implementation, support and managed service offerings.
The successful candidate will be expected to hit the ground running, working closely with the Sales Director, Marketing & Product Management to define the market approach and determine and implement a sales plan and campaign to win new business.
Experience of working in and managing solution / consultancy sales teams
Experience of complex solution selling at an enterprise level to large organisations
Experience of selling products with associated implementation service, support and managed services
Experience of relationship building at C level with FTSE 100 businesses
Proven success in direct sales and / or account management including:
Selling large scale complex solutions
Account planning and management of large clients
Building of strong customer / prospect relationships at C level within client organisations
Qualifying potential opportunities
Understanding customer problems and drivers and recognising whether solutions could address their needs
Leading teams during sales cycles and tender processes - co-ordinating and driving pre-sales, business development, legal and operational input and from partners and 3rd parties where appropriate.
Engaging with and leading input into other organisations during their sales cycles e.g. systems integrators
Production of bid responses and other materials as part of formal tender processes
Management of commercial risk and risk mitigation through an effective sales process
Effectively communicate the value proposition through proposals and presentations.
Enhance / develop the sales process to maximise opportunities while delivering visibility and accountability across the team;
Develop high level strategic relationships with both Clients and Partners.
Lead the sales teams in following a sales methodology and best practices,
Understand that positive reinforcement and constructive coaching are the most effective tactics to help their team realize their full potential.
Provide training and coaching in the use and application of both processes and practices to the sales team. Identify training and development gaps and create plans to address.
Ensure the sales team have the required sales skills, product knowledge, and market focus.
Conduct regular account and pipeline reviews with the sales team
Display a commitment to Capita's Values and Culture
Knowledge, Skills and Experience
Senior level relationship building and management with a select group of customers
Demonstrates an clear ability to lead sales teams
Strong communication skills, including written, verbal and presentation as well as ability to communicate with clients in various sectors. Ability to work effectively with different levels within the business
Knowledgeable in B2B Sales and Sales Development
Experience closing sales, negotiating contracts and with tender bidding process
Knowledge of financial terms including P&L, proposal drafting and legal/commercial terms and matters
Team player, motivated by winning and succeeding
Strong planning, sales process and organizational skills
Willingness to travel
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Capita Resourcing welcome applications from all suitably qualified people regardless of gender, race, disability, age or sexual orientation.
Capita Resourcing is a trading name of Capita Resourcing Ltd. Services offered are those of an Employment Agency and Employment Business. Applicants will be required to register with us.
If you are successful with your application, you will need complete Capita's vetting and screening checks. This will include, but not be limited to, Reference Checks, a Criminality Check, Financial Probity Check, Sanctions Check and Media Check.