Sales Manager BeNe

The Role

The Sales Manager BeNe (Belgium & Netherlands) is responsible for delivering profitable revenue growth from new and existing clients in the BeNe region; you will be responsible for driving sales of existing products and services to clients and contributing to the development of new industry value propositions and client solutions.

Leading a small team of Business Development professionals and Account Managers, you will build an opportunity pipeline of the appropriate size, shape and velocity to deliver our in-year sales targets and OASIS BeNe’s growth targets. You will support, coach and mentor our sales colleagues to target the right organisations with the OASIS offering, uncover opportunities and convert the opportunities as quickly as possible into closed deals and invoiced revenue.

You will be comfortable using your knowledge of the market and commercial best practice to qualify in and out of deals at all stages of the sales cycle and in so doing, drive consistently high win-rates while taking account of sales targets. You will be comfortable providing accurate in-year delivered revenue forecasts as well as TCV forecasts, including a medium- and long-term view of sales pipeline sufficiency. You will be working with other stakeholders in the Group Commercial function such as Marketing, Bid Management, Solution Architecture and Pricing to ensure that we are targeting those sectors and markets which have been identified during the strategic review as those where OASIS is most relevant and ensuring that the team is focused on these markets.

This is a “player/coach” role, and you will be expected to lead from the front by taking responsibility for a small number of high-value clients and high-profile strategic deal pursuits.

OASIS is undergoing a significant transformation and your authentic leadership and visibility in our offices in the BENE region working to deliver requirements of the role will be a critical aspect of how you work with the team.

Accountabilities and Key Performance Indicators

• Achievement of BeNe total contract value sales target.
• Achievement of BeNe total contract value new logo sales target.
• Achievement of BeNe total contract value existing client sales target.
• In-year revenue and in-year margin growth target.
• Sales pipeline sufficiency target.
• % deal win rate.
• Client NPS score.
• Colleague NPS.
• Evidence of OASIS Values and Leadership Behaviours.

Key Responsibilities

• Manage performance of Business Development Managers and Account Managers and activities through defined KPIs.
• Manage the output of the BeNe Commercial team through effective delegation and empowerment
• Ensure that BeNe Sales team is resourced with high-performers and proactively manage under-performance
• Lead a small number of high-value client relationships and small number of high value pursuits.
• Assign leads/opportunities to team members, ensuring that there is a fair distribution of opportunities, hence maximising the conversion rate.
• Develop geographic, sector or product/service focus for team members as appropriate.
• Set and communicate fair, realistic but stretching sales targets and other metrics.
• Manage both the business development sales pipeline and the account management pipeline. Ensure they are accurate and monitor the pipeline with respect to sufficiency to deliver forecast and expected growth.
• Monitor individual team member performance across all dimensions. Provide feedback, coaches, mentors and develops individuals. Where required, develops and implements performance improvements plans.
• Leads from the front on must-win deals, working alongside the pursuit lead and with the client to ensure win chances are maximised.
• Utilising the sales pipeline, is able, after expressing risk levels, to forecast the timing and volume of new sales.
• Engage with the DAF (Deal Acceleration Framework) to ensure a robust qualification of all deals according to OASIS Sales governance. Re-qualify all deals regularly to ensure that we maximise resource utilisation and win chances.
• Ensure the appropriate risk profile for all qualified deals by coaching the team to use the Deal Acceleration Framework and manage risks such as commercial terms, timescales, suitability of projects and ensure projects are scoped out, proposed and finish on time.
• Ensure that we follow a robust bid/no-bid process and that all internal approval, and authorisations are obtained before client commitments are entered into.
• Foster a culture of commercial innovation and disruption in our bidding and sales activity which delivers an exceptional win-rate, by disrupting established industry practice.
• Maintain a good awareness and understanding of the Records and Information Management industry, including the trends and digitisation which are impacting clients and service delivery.
• Work collaboratively alongside the BeNe Client Experience team to ensure that our current client experience and strategic plan allows us to carve out clear blue water vs. the competition in terms of CX.
• Remain aware of regulatory changes or other requirements that impact our clients and target segments - especially health, local government, financial services, energy and legal.
• Gather information and insight from multiple sources, feeding into and working with the Research & Insight Manager to inform our campaigns and cross/upsell.
• Work hand in glove with Marketing to build a BeNe Marketing Plan which supports and de-risks the achievement of our targets.

Framework and Boundaries

• Reports directly to the Chief Revenue Officer as part of the Group Commercial team.
• Sits on the BeNe Leadership Team, dotted line into BeNe MD
• Works closely with colleagues in the Group Commercial team and recognises co-dependency on which team success is based.
• Alongside the CRO, be the voice of the client, specifically within the BENE region.
• Foster a client-centric BeNe Commercial Team culture and evangelise within OASIS.
• Hold senior level client relationships, building long term partnerships and understanding of client needs.
• Work hand-in-glove with the BeNe Finance Business Partner, ensuring that the sales pipeline is accurately reflected in forecasts and out-turn.

Skills & Qualifications

• Previous experience of leading and managing sales and account management teams.
• Ability to coach, develop and mentor colleagues in all the skills required for them to achieve sales excellence.
• Strategic thinker and able to translate strategic plans into operational execution.
• Strong in-depth knowledge and experience of a B2B Business Services environment, within strategic business development and sales.
• Significant experience of managing and building relationships with potential and existing clients.
• Excellent sales and negotiation skills. Likely to be trained in several sales methodologies/ techniques.
• Strong track record of managing sales team performance using Salesforce
• Excellent management skills, results orientated with a strong work ethic, and demonstrable attention to detail.
• Must be flexible and remain professional whilst under pressure.
• Excellent problem-solving, presentation, communication and report writing skills.
• Ability to travel when required in BeNe and UK&I.