Commercial Director

Summary about this job

Detail information about job Commercial Director. Terms and conditions vacancy

Job Purpose:   

The Commercial Director position is a critical managerial role within the Australian business, reporting to the Head of Sales for Australia & New Zealand. You will lead and manage a team of account managers who are accountable to retain and grow existing clients. It is expected that you will drive strong service delivery management and client satisfaction, leading to high retention levels of existing clients. It is also expected that you will drive up-sell and cross-sell activities, leading to double digit YoY wallet share growth.

Your key responsibilities will include:

People Leadership

• Provide leadership and direction to the sales team. Inspire and motivate them.
• Coach and develop the team to ensure sales excellence.
• Foster a team identity that is aligned to the corporate culture and values. Actively communicate local, regional and corporate objectives to the Sales team on a regular basis.
• Communicate expectations and manage to them. Engender a sense of personal accountability for performance, both at an individual level and team level.

Sales Management

• Implement the organisation’s sales methodology and sales process consistently across the team, including territory management and account planning.
• Own the sales plan. Analyse sales data and metrics. Identify strategies and tactics to achieve targets and proactively address issues/ challenges.
• Review and provide feedback on external client presentations, proposals and tender responses. Join the sales team on sales calls/ meetings.
• Build key client relationships and actively expand professional network in the market.
• Manage and resolve client issues and escalations.

Business Management / Operations

• Forecasting and progress reporting of performance vs forecast and vs goal.
• Review individual sales person’s performance their KPIs every quarter.
• Ensure the sales team maintains reliable and up-to-date account, lead, opportunity and activity data in the CRM tool (salesforce.com).
• Collaborate with Marketing to plan and execute campaigns.
• Collaborate with professional services to ensure service delivery and client satisfaction are achieved. Engage presales to support up-sell & cross-sell opportunities.
• Manage and resolve sales team’s issues and escalations on internal processes and systems.

We’re looking for a strong candidate with these qualifications:

Qualifications and experience

• Degree level qualification.
• Minimum of 10 years total work experience.
• Minimum of 3 years sales management experience, leading sales teams of 5-8 people in a B2B environment.
• Proven track record of sales success achieving targets.
• Experience selling into HR / talent management / organisational development will be regarded favourably.

Personal characteristics

• Ability to inspire & motivate people to achieve their potential.
• Ability to provide leadership and direction.
• Ability to coach & develop people.
• Ability to analyse sales data and develop a sales plan.
• Ability to communicate expectations, empower people to be accountable and manage performance.
• Self-driven, with high energy levels and personal commitment to success
• A strong team player. Works collaboratively with other stakeholders within the business.
• High commercial and results orientation, likes challenges and enjoys delivering demanding targets.
• Strong interpersonal and influencing skills, able to work under pressure, and flexible.
• Comfortable with networking at all levels of the client organisation.
• Confident, articulate presenter; both one to one and in groups; formal and informal.
• Highly ethical, not prepared to compromise on standards and quality for commercial gain.