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North East, Yorkshire & Humber Sales Director (138325)

Job function : Account management

Main location : UK & Ireland-United Kingdom-South Yorkshire-Sheffield

Other Locations : UK & Ireland-United Kingdom-Newcastle upon Tyne

Schedule : Full-time

Working pattern : Standard

Salary : -

Closing date : May 21, 2020, 11:59:00 PM

EVP

Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

Why this role matters

This role sets sales strategy to deliver profit and revenue growth both in-year and across the term of the MTP for the North East, Yorkshire & Humber sub-region, making a significant contribution to the overall North & Midlands regional strategy. This role will be responsible for delivering through others to achieve the execution of growth priorities, retaining existing customers, winning new business through nurturing existing relationships and developing new stakeholder relationships, becoming BT’s ambassador and establishing our brand for UK business in the sub-region. This role will be responsible for driving sales performance across a broad range of sales capabilities, managing the diversity of accounts for the sub-region through frequent and meaningful customer interactions (appropriate to the size of the customer) and careful planning and forecasting to ensure the best return on investment, through a team covering account management, business development, acquisition, specialist and desk sales.

This role is accountable for driving BT’s reach further into the sub-region, exploring new opportunities and developing strategies for extending our coverage model to achieve the best return on investment. This role leads sales teams within the sub-region to protect and grow EBITDA through major transitions and new proposition launches, e.g. 5G rollout and migration to cloud, with a deep understanding of any regional trends or specific public/private sector issues and challenges applicable to BT.

What you'll be doing

Sales Strategy

* Responsible for the sub-region sales strategy and plans that will form part of the overall North & Midlands region’s sales strategy and plans
* Responsible for identifying requirements, relevant to the sub-region to help establish the medium term plan and manage sales performance
* Partners across Enterprise functional model to contract support required to deliver sales plans
* Uses external and internal networks to adapt the sub-region plan to changing market forces, competitor activity and customer opportunities
* Responsible for creating a reputation for the sub-region team that attracts the very best talent (internal & external) and an environment for the team to focus on customer loyalty and long-term relationships

Customer Focus

* Sets customer engagement plan for sub-region and manages across Service, Customer Solutions, Sales Enablement and Contract Management to drive excellent customer experience and NPS improvements
* Contracts at Director level across Enterprise to ensure customer engagement plans are implemented
* Promotes customer engagement across sub-region and uses internal and external network to assess changing customer requirements and engagement levels
* Identifies external bodies/boards that are influential in the sub-region and align BT representation
* Responsible for growing and developing strong regional expertise, with an understanding of the economic drivers for both Public and Private sector businesses, used to inform the sales strategy
* Leverages relationships across Private and Public Sector to develop cross-sector regional initiatives
* Responsible for building a regional brand identity, maintaining and building upon a wide stakeholder network across organisations of a range of sizes, in order to nurture, develop and grow opportunities
* Uncompromising in bringing the customer voice for the sub-region to the heart of decision making, using intelligence from the customer base and combining this with the latest research and trends

Sales Delivery

* Allocates sales plan targets across the sub-region and partners with Commercial and Sales Enablement to deliver sales pay plans at team and colleague level as appropriate
* Responsible for resource mix and allocation of sales team within sub-region based on market opportunity to deliver sales plans including business development and acquisition objectives
* Manages sales performance to achieve the sub-region’s sales plans across financial (Revenue, EBITDA, SOVGM) and non–financial measures (KPIs, NPS, Your Say) at team and colleague level
* Uses reward and recognition tools to motivate sub-regional sales team
Accountable for driving the mix of core and new core to ensure a sustainable future
* Moving customers away from end of life technology to new technology whilst protecting customer experience and revenue

Sales Capability

* Drives return on sales investment for sub-region: partners with Sales Enablement and Commercial teams to develop sales reporting, analytics and commercial insights. Through insight identifies changes required in sales capability (right resource, right skills, right cost, right place) based on annual and mid-term plans and contracts with partners to agree capability plan for sub-regional sales team
* Accountable for driving subject matter expertise amongst the specialist community in their respective specialisms – accountable for standards of specialist knowledge across the sub-region
* Responsible for developing and executing the people plan for the sub-region; including capability improvement through timely and effective coaching and mentoring
* Accountable for building a culture of continuous learning and development across the sub-region, whilst spreading best practice within the specialist sales teams

Sales Governance

* Accountable for assuring compliance with sales processes and our legal and competition requirements across sub-region e.g. salesforce data management, pipeline management, Winning New Business
* Adheres to governance requirements of sales pay plan and sales incentives
* Accountable for assuring compliance requirements of the sub-regional team e.g. Mandatory Training, Expenses and Gifts and Hospitality policies
North East, Yorkshire & Humber Sales Director (138325)

Job function : Account management

Main location : UK & Ireland-United Kingdom-South Yorkshire-Sheffield

Other Locations : UK & Ireland-United Kingdom-Newcastle upon Tyne

Schedule : Full-time

Working pattern : Standard

Salary : -

Closing date : May 21, 2020, 11:59:00 PM

EVP

Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

Why this role matters

This role sets sales strategy to deliver profit and revenue growth both in-year and across the term of the MTP for the North East, Yorkshire & Humber sub-region, making a significant contribution to the overall North & Midlands regional strategy. This role will be responsible for delivering through others to achieve the execution of growth priorities, retaining existing customers, winning new business through nurturing existing relationships and developing new stakeholder relationships, becoming BT’s ambassador and establishing our brand for UK business in the sub-region. This role will be responsible for driving sales performance across a broad range of sales capabilities, managing the diversity of accounts for the sub-region through frequent and meaningful customer interactions (appropriate to the size of the customer) and careful planning and forecasting to ensure the best return on investment, through a team covering account management, business development, acquisition, specialist and desk sales.

This role is accountable for driving BT’s reach further into the sub-region, exploring new opportunities and developing strategies for extending our coverage model to achieve the best return on investment. This role leads sales teams within the sub-region to protect and grow EBITDA through major transitions and new proposition launches, e.g. 5G rollout and migration to cloud, with a deep understanding of any regional trends or specific public/private sector issues and challenges applicable to BT.

What you'll be doing

Sales Strategy

* Responsible for the sub-region sales strategy and plans that will form part of the overall North & Midlands region’s sales strategy and plans
* Responsible for identifying requirements, relevant to the sub-region to help establish the medium term plan and manage sales performance
* Partners across Enterprise functional model to contract support required to deliver sales plans
* Uses external and internal networks to adapt the sub-region plan to changing market forces, competitor activity and customer opportunities
* Responsible for creating a reputation for the sub-region team that attracts the very best talent (internal & external) and an environment for the team to focus on customer loyalty and long-term relationships

Customer Focus

* Sets customer engagement plan for sub-region and manages across Service, Customer Solutions, Sales Enablement and Contract Management to drive excellent customer experience and NPS improvements
* Contracts at Director level across Enterprise to ensure customer engagement plans are implemented
* Promotes customer engagement across sub-region and uses internal and external network to assess changing customer requirements and engagement levels
* Identifies external bodies/boards that are influential in the sub-region and align BT representation
* Responsible for growing and developing strong regional expertise, with an understanding of the economic drivers for both Public and Private sector businesses, used to inform the sales strategy
* Leverages relationships across Private and Public Sector to develop cross-sector regional initiatives
* Responsible for building a regional brand identity, maintaining and building upon a wide stakeholder network across organisations of a range of sizes, in order to nurture, develop and grow opportunities
* Uncompromising in bringing the customer voice for the sub-region to the heart of decision making, using intelligence from the customer base and combining this with the latest research and trends

Sales Delivery

* Allocates sales plan targets across the sub-region and partners with Commercial and Sales Enablement to deliver sales pay plans at team and colleague level as appropriate
* Responsible for resource mix and allocation of sales team within sub-region based on market opportunity to deliver sales plans including business development and acquisition objectives
* Manages sales performance to achieve the sub-region’s sales plans across financial (Revenue, EBITDA, SOVGM) and non–financial measures (KPIs, NPS, Your Say) at team and colleague level
* Uses reward and recognition tools to motivate sub-regional sales team
Accountable for driving the mix of core and new core to ensure a sustainable future
* Moving customers away from end of life technology to new technology whilst protecting customer experience and revenue

Sales Capability

* Drives return on sales investment for sub-region: partners with Sales Enablement and Commercial teams to develop sales reporting, analytics and commercial insights. Through insight identifies changes required in sales capability (right resource, right skills, right cost, right place) based on annual and mid-term plans and contracts with partners to agree capability plan for sub-regional sales team
* Accountable for driving subject matter expertise amongst the specialist community in their respective specialisms – accountable for standards of specialist knowledge across the sub-region
* Responsible for developing and executing the people plan for the sub-region; including capability improvement through timely and effective coaching and mentoring
* Accountable for building a culture of continuous learning and development across the sub-region, whilst spreading best practice within the specialist sales teams

Sales Governance

* Accountable for assuring compliance with sales processes and our legal and competition requirements across sub-region e.g. salesforce data management, pipeline management, Winning New Business
* Adheres to governance requirements of sales pay plan and sales incentives
* Accountable for assuring compliance requirements of the sub-regional team e.g. Mandatory Training, Expenses and Gifts and Hospitality policies
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