POSITION: Head of Sales
EMPLOYER: The Institute of Export & International Trade
POSITION STATUS: Permanent, Full time
REPORTS TO: Director Sales & Marketing
LOCATION: Hybrid with occasional visits to our offices in London and Peterborough or our Members/Clients
SALARY BANDING: F Core
SALARY: £65,000 - £75,000 per annum depending on experience
The Institute was established over 85 years ago to support UK businesses in growing their international markets and trade. The Institute is the leading association of exporters and importers. We provide education and training to professionalise the UK’s international traders. As a partner with UK government, we deliver national and international programmes, acting as evangelists for the UK and establishing UK processes and standards globally. The Institute co-partners in running the online Customs Academy, the world’s first training platform dedicated to customs skills and developed at the request of HM Revenue & Customs (HMRC).
We are now recruiting a Head of Sales to lead, grow and develop our Enterprise & Mid-Market customer base, to deliver lasting impact and revenue through key initiatives and opportunities through continuous improvement in Sales processes and performance. This is a hybrid role which will primarily be home based but will require occasional travel to either our office in Peterborough or London; or visits to our Members and Clients or other events we organise acround the country.
JOB BRIEF
As Head of Sales you will have the opportunity to drive our ambitious growth agenda by building scale revenues from our range of propositions which covers membership, advisory and consulting services as well as education, training, recruitment and events.
Leveraging our expansive team of diverse and experienced International Trade experts, engage at the most senior levels of your customers to bring industry-relevant solutions and add real value. With a proven history of building and driving business to business sales teams, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive network and sales experience to shape and execute against our ambitious strategy.
RESPONSIBILITIES:
- Lead from the front, coaching and driving an ambitious high performance sales culture, to deliver against Business targets
- Deliver revenue growth, quarterly and annually, in accordance with the IOE&IT official sales forecast
- Build and drive rhythm and rigour building and converting sales pipeline, to support and exceed targets
- Establish and develop close and regular collaboration key internal stakeholders (Academy, Customer Success, Marketing & External Affairs), to continuously improve working procedures to ensure exceptional customer experience at all touchpoints
- Conduct and report weekly forecast & pipeline reviews with team, driving action, follow up and addressing any barriers for progress
- Work in collaborations with Sales & Marketing leadership team, to define and drive go to market strategy and detailed plans
- Collaborate with Marketing & External Affairs teams to define the key messaging and lead generation campaigns to continually feed new pipeline
- Develop and maintain a comprehensive set of reports to Sales performance and opportunities against key metrics
- In close collaboration with Head of Membership define and agree plans and initiatives to recruit, retain and build value with Members
- Build and drive high performance culture and a consistent and disciplined approach to Sales methodology
- Foster an environment of continuous personal development and collaboration within the Sales Team
- Deliver against team targets, by managing individual team members to meet and exceed agreed targets
- Develop team using the appropriate blend of coaching and mentoring, and identifying formal training needs within the team
Sales Excellence
- Provide regular sales reporting and commentary, helping organisation to better understand key trends and opportunities
- Capture and share up-to-date insights, on sales performance and opportunities, introducing innovative ideas to improve and refine key GTM initiatives
- Lead and drive rigour building, developing and converting sales pipeline
- Own the development of strategies that showcase the value added by IOE&IT’s offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations.
- Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities.
- Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the partner on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills.
SKILLS AND EXPERIENCE:
- Demonstrable track record of success leading in SME / Enterprise / Public Sector sales environment
- Solid experience in working at C-Level establishing and nurturing trusted relationships
- Capable of identifying and collaborating with stakeholders to define and improve internal procedures to deliver most efficient service and best customer experience
- Robust and highly structured approach to building and driving sales, demonstrating the ability to identify win-themes and mobilise themselves, sales team and stakeholders
- High degree of commercial acumen, familiarity with professional services and business advisory is ideal
- Excellent relationship development, influencing and communication skills
- Extremely organised, proactive, impactful and results oriented
- Capable and comfortable in dealing with complexity, and driving simplicity
- Excellent collaborator and team player
BENEFITS:
- 36.5 hours per week including 4pm Friday finish
- 25 days annual leave and day off for your birthday too
- Annual performance-related bonus
- Employee Assistance Programme (EAP)
- Private healthcare including Optician/Dental costs
- Life Assurance (Salary x4)
- Personalised training
- A range of discounts for shopping, holidays and cinema attendance
- 2 days volunteering a year
DIVERSITY AND INCLUSION:
Life would be boring if we were all the same! - IOE&IT is a company with a charitable status that believes in diversity and inclusion, as shown in the hiring and progression of our team members. The IOE&IT’s workforce is truly diverse – in age, nationality, gender and location. With a passion for nurturing, supporting and including all team members – no matter who you are – we celebrate identity. We are proud of who we are and where we come from. As an Investors in People accredited organisation, we care about and prioritise all of our team members daily. We ensure to engage with and listen to everyone. Our Disability Confident and Mindful Employer accreditations express our commitment to the specialist needs and mental health of IOE&IT team members. Having family-friendly policies allows our employees to partake in a flexible work environment so they can take care of children and loved ones.
TO APPLY
Enter your details below and then upload your CV for review by the IOE&IT Talent Acquisition Team.
Hope to hear from you soon!
