Sales Team Lead

Location

This role is based in Dublin.

Company Objective

“Our Goal is to become the most successful certification & inspection body there has ever been through radical, energetic innovation. Through our actions and success, we will change the assessment profession forever.”

This vision of the organisation is ambitious and will create a company of a significantly different size, turnover, and scale of activity than that which exists today.

Currently, within Certification Europe there are three services offered:

Certification Services
Training Services
Inspection Services

Purpose of the Role

To lead the Certification Services Sales Team with an overall goal of delivering annual, quarterly, and monthly revenue targets from new and existing clients.

Success will be achieved through a keen focus on and excellence in:

Lead generation activities and sales campaigns (emails, LinkedIn, events, etc).
Sales management, bids/tenders and account management.
Client engagement.
Pipeline management.
Engagement with internal stakeholders.
Continuous development of our people, processes, and systems.
Developing a great team.

Key Responsibilities & Accountability

Lead, manage and develop the Certification Sales Team on a day-to-day basis
In conjunction with the Business Development & Innovation Director, develop quarterly business plans (campaigns, learning & development, etc.)
Ensure the Certification Sales Team are working to their agreed objectives, targets and performance standards, self-organising so that they can work autonomously and meet the client’s needs and CE’s targets.
With support from the Marketing function, plan, develop and implement lead generation campaigns targeting Certification services to new and existing clients, including cross selling and upselling.
Decide, plan and implement activities at key events to build brand awareness and pipeline.
With support from the Pursuits & Innovation Team, lead on bids and tenders relating to Certification Services.
As required, support on plans and management of key accounts for Certification Services.
Provide regular and timely updates on performance, identifying risks, outlining solutions, and ensuring appropriate actions are taken.
Support the management of all relevant budgets and costs.
Ensure that all systems and performance management tools, including V Tiger, Amtivo Connect and HubSpot, are accurately maintained across the entire team to support sales performance reporting.
To lead, manage and develop individual team members, supporting them to achieve individual targets and plan an integral part in overall team performance.
Ensure that the entire team are working to required performance levels, following all processes, and always delivering exceptional levels of customer engagement
Lead on the development and improvement to policies, processes, and systems for all sales team activities.
Develop a skills matrix for team members, provide regular training and mentoring of new & existing team members, ensuring there is a clear development plan for each team member.
Ensure that there is a close and positive working relationship with other departments (Service Delivery, Training, Finance), being aware of their responsibilities and ensuring that we are working to support their targets as much as possible.
Develop a collective and positive working environment, which promotes high performance, encourages innovation and teamwork, ensuring everyone is encouraged to take on personal and collective responsibility.
Develop close and positive working relationships with other internal and external stakeholders, in particular Certification Services Team.
Manage resources and capacities throughout the sales cycle, approving annual leave requests for the team, ensuring a seamless transition while leave is being taken and ensuring any plans are in place to overcome skills or knowledge gaps.
HR / Recruitment & People Management.
Applications or business cases, as detailed in Certification Europe Procurement Policy.

Key Relationships

Business Development & Innovation Director
Sales Team
Senior Management Team
Marketing Team
HR / Recruitment
Certification Services Team
Business Services Team

Education & Training

5+ years sales experience in B2B role
Previous leadership skills
Degree level or equivalent
Experience in a service-based industry

Skills & Experience

Teamwork – The ability to work on a collaborative basis with all parts of the Certification Europe Team will be a key skill requirement.
Ability to promote a positive working environment and culture that is professional, positive, collaborative within a supportive environment to all employees that is open, honest, and ethical.
Do what is the best interests of CE and help deliver on the company strategy.
Excellent oral communication and listening skills.
Excellent organisational skills and attention to detail.
Experience in working with various CRM and related systems.
Demonstrated ability to work effectively, both independently and in a team environment, in an atmosphere of multiple projects, shifting priorities and deadline pressures.
Ability to gather and analyse facts, draw conclusions, define problems, and suggest solutions.
Proven track record of leading by example.
Ability to plan and prioritise.
Strong interpersonal skills both internally and externally to effectively manage stakeholder and customer contact.
Comfortable with public speaking and presentations.
Excellent written and numeracy skills and can work comfortably using standard Office applications (Word, Excel etc.).
Leadership by example – Understands the company handbook and adheres to the policy by ensuring the team understand it.
Ability to take ownership and responsibility for their role in a confident manner.
Clearly communicates ideas and views across the team and to the Business Development & Innovation Director.
Ability to be an extension of the management team.

If you’re interested in a confidential conversation, please email your CV to eobrien@certificationeurope.com.

Sales Team Lead

Location

Company Objective

Purpose of the Role

Key Responsibilities & Accountability

Key Relationships

Education & Training

Skills & Experience

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