Head of Sales

Summary:

To manage & develop Sales Team. Develop existing accounts and generate new business/leads and sales to identify opportunities.

Reporting to:

Director of Business Development

Location:

Homebased with necessary business travel to client sites & Company HQ as required.

Department / Division:

Business Development

Application Deadline:

Main Job Summary

To manage & develop Sales Team. Develop existing accounts and generate new business/leads and sales to identify opportunities.

Responsible for Sales Dept performance to exceed Key Performance Indicators as set by Director of Sales/CCL Executive Team to achieve Business objectives.

Ensure all Sales activity is maintained within the CRM to enable clear and accurate Management Reporting on all Sales/Business Development performance and activity.

You will be responsible for developing long-term relationships with customers with a view to securing business contracts and deals for the supply of products and services by CCL.

Main Duties & Responsibilities (other duties may be assigned):

Manage, coach, mentor and develop direct reports to support project deliverables to harness and encourage team work, energy and creativeness
Evaluate team and individual performance regularly and formally through regular team and 1-2-1 meetings
Undertake Personal Development Reviews (PDRs) setting and reviewing objectives in order to maintain and achieve team and individual targets and goals
Ensure all CCL’s Business Development systems are utilised effectively, efficiently and accurately in accordance with our Data Privacy obligations.
Effectively select and recruit new hires to enhance and support the future growth and development of the team and Company
Cultivate and maintain smooth flow of communication between departments especially sales and operations.
Support Director of Business Development in their responsibilities as part of the senior management group. Take responsibility for the entire sales cycle from identifying new clients, pursuing leads to closing sales.
Manage & expand existing Client relationships and revenues.
Responsible for the UK and International territory selling across all services lines and products.
Skilfully executing each phase of the sales process from pipeline generation to closing the deal.
Use your expert knowledge to take on a very consultative and advisory approach to the sales process.
Accurately forecast your revenues on a consistent basis
Work effectively to manage and facilitate the sales opportunity by providing leadership and orchestrating the internal and external resources needed to effectively manage the sales process.
Attend networking & industry events, to promote the brand and build contacts.

Required Skill Set & Experience:

To perform this role successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Proven experience of Managing Teams
Demonstrated ability to effectively plan, organise and prioritise and perform in an environment of multiple changing priorities
Strong influencer who leads by example, collaborating, facilitating continuous improvement
Possesses ‘management’ presence
Track record maintaining morale, effectively delegating, generating ownership and harnessing energies towards achieving a common goal from team/reports
Proven experience in setting goals, measuring/assessing performance and appraising team/reports
Demonstrated managing performance issues to maximum output of team/reports
Co-operative work style within and across functions and all levels to achieve common objectives
Adept at professionally representing Company
Experienced in the Digital Forensics/Cyber/eDiscovery / Legaltech / Investigation technology-based space is preferred.
A ‘hunter’ attitude to delivering new business and closing sales.
Demonstrable experience of carrying, meeting and exceeding targets
An existing network of Uk and international corporate and law enforcement agency contacts would be advantageous.
Competent in CRM software and Microsoft Office applications
Knowledge of applications/technology such as, Cascade Spektor and Cyber Security Solutions and Investigative capabilities is an advantage but not essential
The ability to communicate clearly & effectively with C-level stakeholders.
Collaborate across all internal teams and resources to ensure you bring the best solution to your teams clients & prospects.

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Education:

Essential

Minimum GCSE pass or equivalent in Maths and English

Desirable

N/A

Core Role Competencies:

Leading people

Inspires people to meet challenging goals, maintaining the momentum of change.
Gives direction and states expectations clearly.
Acts positively, creating enthusiasm and commitment.
Motivates staff by giving genuine praise, highlighting success and recognising good performance.
Gives honest and constructive feedback to help people understand their strengths and weaknesses.
Invests time in developing people by coaching and mentoring them, providing developmental opportunities and encouraging staff to take on new responsibilities.

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Leading Change

Positive about change, adapting rapidly for changing circumstances and encouraging flexibility in others.
Identifies and implements improvements to service delivery, engaging people in the change process and encouraging them to contribute ideas.
Find more cost-effective ways to do things, taking an innovative approach to solving problems and considers creative alternatives.
Creates a feeling of energy, excitement, and personal investment;

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Managing performance

Translate strategy into specific plans and actions, effectively managing competing priorities with available resources.
Takes a planned and organised approach to achieving objectives, defining clear timescales and outcomes.
Identifies opportunities to reduce costs and ensure maximum value for money is achieved.
Demonstrates forward thinking, anticipating and dealing with issues before they occur.
Delegates responsibilities appropriately and empowers others to make decisions.
Monitors progress and holds people to account for delivery, highlighting good practice and effectively addressing underperformance.
Inspires people to excel and do their best work;

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Decision making

Gathers verifies and assesses all appropriate and available information to gain an accurate understanding of situations.
Considers a range of possible options, evaluating evidence and seeing advice where appropriate.
Makes clear, timely, justifiable decisions, reviewing these as necessary.
Balances risks, costs and benefits, thinking about the wider impact of decisions.
Exercises discretions and applies professional judgment, ensuring actions and decisions are proportionate and in CCL’s best interest.
Looks beyond symptoms to identify causes of problems and drives team to routinely perform root cause analyses

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Working With Others

Builds effective working relationships with people through clear communication and a collaborative approach.
Maintains visibility by regularly interacting and talking with people
Consults widely and involves people in decision making speaking to people in a way they understand and can engage with
Treats people with respect and dignity regardless of their background or circumstances, promoting equality and the elimination of discrimination
Treats people as individuals, showing tact empathy and compassion
Sells ideas convincingly, setting out the objectives of a particular approach and striving to reach mutually beneficial solutions.
Expresses own views positively and constructively and fully commits to team decisions.

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Service Delivery

Demonstrates a real belief in CCL Values, focusing on what matters most and best serves those values.
Ensures all staff understand the expectations, changing needs and concerns and strives to address them
Builds confidence by actively engaging with different customers, partners and stakeholders
Identifies the best way to deliver services
Understands customers’ perspectives and priorities and works co-operatively with them to deliver the best possible overall service.
Removes barriers to customer service
Seeks feedback from customers

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Professionalism

Acts with integrity, in line with the values and ethical standards of CCL.
Acts on own initiative to address issues, showing energy and determination to get things done.
Takes ownership for resolving problems, demonstrating courage and resilience in dealing with difficult and challenging situations.
Upholds professional standards, acting as a role model to others and challenging unprofessional conduct or discriminatory behaviour.
Acts for and acts on feedback, learning from experience and continuing to develop own professional skills and knowledge.
Remains calm and professional under pressure, defusing conflict and being prepared to make unpopular decisions or take control when required.

Other Role Requirements:

Minimum 5 years UK residency
Full driving license
Satisfactorily pass pre-hire and annual security clearance procedures in accordance with the ACPO (Association of Chief Police Officers) National Vetting Scheme.

CCL is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity.