Regional Sales Manager

Regional Sales Manager - South East

Up to £65K Basic + 6K Car Allowance or Company Car + 20K Bonus, stretch £30K & Super stretch £40K + 8% Group Bonus

Overseeing 13 Business Development Managers

Position Purpose

The role of Regional Sales Manager is to be responsible for the people management of a Field Sales team across a defined geographical area, which is typically 10/15 direct reports. Utilising effective motivation, coaching, development, and organisation of the sales team, to achieve new business targets across all field sales territories. Ensuring a highly effective, compliant, and profitable sales function in line with our company vision and values.

Role Overview

As Regional Sales Manager, you will build a high-performance sales culture. As a key tactical leader, you are responsible for developing a team of high-quality and high-performance Business Development Managers. Assisting your sales team in developing self-generating referral new business, call preparation, pipeline management, sales process execution, performance management, presentation skills, and continually improving the quantity and quality of new business. You are accountable for achieving the aggregate monthly, quarterly and annual volume, revenue, and targets for your defined geographical area. Whilst ensuring company policies, standards, compliance, and practices are consistently implemented and adherence to.

Key Responsibilities and Accountabilities

• Achievement of overall new business revenue and volume target, whilst ensuring minimum activity levels are achieved and exceeded on an ongoing basis including prospecting calls, appointments, and presentations.
• Delivery of self-generated new business, through effective coaching and management of your BDM's. Ongoing training of your team in this key area, assisting them in self-generating new business appointments and subsequent wins.
• Ensure team members are skilful in the application of self-generated new business and closing appointments to increase sales. This includes prospecting calls, appointments, presentations, and proposals.
• To be responsible for ensuring all recruitment, inductions, and sales training for all members of the team.
• Total responsibility for a team of Business Development Managers and their on-going development and performance management.
• To ensure that our clients are treated fairly and that all services sold are needed and made in a compliant way.
• Monitoring conversion rates within the team, over a variety of deal sources, to ensure an increase in deal volume.
• Ensure team members are skilful in the application of new business pricing.
• To observe Company Policies, Procedures and Standards and to always promote quality and the maintenance of a safe and healthy working environment.
• Ensuring that all sales are compliant adhering to all company policies, procedures, codes, and business ethics ensuring that they are communicated and implemented within your team.
• Conduct monthly and quarterly one-on-one review with all Business Development Managers to ensure effective communication, understanding of training and development needs, and to provide insight and agreement for the improvement of sales and activity performance. This may include corrective actions or measures.
• Execute initiatives that will ensure minimum performance to plans for your Region. Developing and implement new approved sales incentive programs for BDM's.
• Monitor, manage and report on all Sales KPI's and report on Sales Performance on a daily, weekly, monthly and quarterly basis.

What you Bring to the team

• Strong motivation and hands on leadership, driving Sales Performance, whilst remaining close to the detail of all key sales metrics.
• Personal ownership for the success of all new team hires, ensuring that "New Hire Initial Training Program" is delivered effectively for all initial sales training.
• Commitment to plan and execute a field accompaniment schedule with each BDM based on performance and developmental level. Utilises Coaching and Field Evaluations for each field accompaniment.
• Focused coaching on specific developmental objectives following review of face-to-face sales meetings focusing on skill development areas for improvement and self-generation of their own leads.
• An ability to determine the developmental level and objectives for each BDM. Developing new agreed improvement action plans for each direct report, utilising directive, and supportive coaching styles.
• Ownership of agreed individual performance improvement plans for each direct report that is aligned with the Region and Company goals and objectives; regularly monitor individual performance and development and take corrective action as required.
• Periodic check ins with all direct reports to determine the level of job satisfaction and if there are opportunities to increase satisfaction and engagement.

Competencies

• Strong organisational skills, with the ability to multi-task and manage and monitor sales processes and pipeline.
• An ability to work in a fast paced, entrepreneurial environment and can adapt quickly to change, with a flexibility in relation to hours worked.
• Significant experience of leading a team of high performing Salespeople in a B2B environment, great leadership skills, always seeking to bring out the best in others.
• Ability to sell to different audiences including Business Owners, Directors and HR Managers. Demonstrating the ability to drive and motivate team members to perform their jobs well and generates high employee morale and satisfaction.
• Strong commercial acumen, with an excellent understanding of the sales and business development process, with experience and a proven track record in winning new business and upselling clients.

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