Regional Sales Director (Northern Corporate team)

Key Account Support Manager
February 20, 2019
Customer Service Administrator
March 7, 2019

OfficeTeam Ltd

Overall Objective, Purpose of the job:

  • To direct the sales team within the Regional Structure to achieve the Sales and GP target by selling all Services and Solutions OfficeTeam provide.
  • Support the Regional Sales Director (North / South) by implementing sales directives and plans as agreed by the Strategy, Sales and Group Boards to achieve the Regional Sales and GP target and the strategic sales plans of the company.
  • Monitoring, measuring and adherence to company / regional / personal KPIs and Company initiatives.
  • To exceed the targets set by the company for Sales and Margin both corporately and individually within their team

Main Duties/Responsibilities involved:

  • Driving Sales and Margin Growth
  • Lead and direct the Sales Team and direct reports within the Region.
  • Lead and Direct the Consultants within the Region
  • Retention and Account Reviews – target reviews for the Region working with to increase retention, and position specialists and introduce where opportunity is identified to develop, grow accounts.
  • Margin Management – direct and identify opportunities for margin improvement working with Margin Manager and Regional Sales Managers to maximise the GP.
  • New Business – direct engagement with National New Business Team as per Company directives and ensure ASMs/CSMs personal new business targets and activity targets are met.
  • To ensure leads are passed (2 minimum per rep per month) to the new business team
  • Services/Gap fill – set and achieve targets through engagement with all Specialists sectors, work with the specialist sector heads and sales teams to identify and develop gap fill opportunities.
  • Continuously work towards maximising shareholder value.

Budgeting, Forecasting and Reporting

  • Ensure compliance to all Company initiatives are achieved to timescale including, but not limited to, KPIs, standards and targets, best practice and CRM
  • Review monthly Sales Board pack and publish a written report to the Sales Directors by the 10th of each month.
  • Ad Hoc reporting as required for budgeting, forecasting and reporting purposes
  • Sales Directors should maintain a ‘watch list’ of 10 Risks and Opportunities within their region to maintain a high level view of key activites

Team Management

  • Support the Sales Force with customer visits with annual meetings with top accounts within the region
  • Review standards and targets with Regional Sales Managers to ensure compliance is met and results achieved.
  • Ensure accounts are ‘owned’ by the company and not the property of the sales representative.
  • CRM – direct inputs and outputs of CRM within Region and review compliance.
  • Meetings – hold regular Sales Meetings within your Region to discuss results, Specialists, New Business, retention and company initiatives to achieve Sales results.  Monthly meeting with Customer Services
  • Centre Excellence Manager to ensure this department is working effectively to support sales.
  • One 2 Ones – hold a monthly meeting with each ASM and CSM to set objectives monthly/quarterly and review results.
  • PDR’s (Personal Development Review) – On a quarterly basis complete PDRs for all direct reports.
  • Ensure that all Development Review Plans or Improvement Plans are logged with HR

Skill Set

  • An excellent and effective communicator
  • Ability to build high performing partnerships and team building
  • Organisational Effectiveness
  • Performance Management Skills
  • Ability to lead change and provide innovation
  • Stakeholder focus
  • Strategic Thinking and Planning
  • Advanced Selling Skills
  • Industry / Regulatory Compliance Knowledge such as GDPR
  • Results orientated, intelligent, energetic leader who has a positive attitude and good commercial awareness
  • People Management Skills, Professional, Functional Expertise, Service Excellence
  • Proven track record within a B2B sales environment with emphasis on solution selling
  • Strong Negotiation Skills with the ability to look for win-win solutions
  • Ability to work on own initiative and drive success through your team
  • Excellent interpersonal skills.
  • High proficiency IT skillset especially in the use of CRM systems, PowerPoint, Word and Excel

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