SCC – Specialist Computer Centres is the leading IT services organisation in Europe.
We have been established for over 40 years and have a turnover in excess of £3 billion.
Our Business continues to grow creating a senior opportunity to join the team as Head of Inside Sales and Internal Account Management.
Overall Job Purpose:
As a member of the UK national sales leadership team, this role is responsible for exceeding internal sales targets, drive and improve productivity across the internal account manager structure and for coaching / developing people along a sales career path and as a feeder to the SCC external salesforce. The role works in close conjunction with the sales leadership team, sales operations and marketing to determine ways to simplify and improve the sales process, drive new business acquisition / growth within designated territories and implementing sales enablement programs that allow the function to consistently meet and surpass its sales targets.
Main Duties of the Job:
Drive Sales Performance: Implement a sales performance cadence and culture that ensures individual / team sales targets are consistently exceeded.
Customer retention: Through the Internal Account Management function, deliver a consistent and positive net recurring revenue in SCC’s managed accounts.
Customer intimacy: In collaboration with the branch and business unit structure, actively advocate a constant high level of sales professionalism and customer experience.
Drive Sales Growth: In conjunction with the sales leadership team, sales operations, and marketing, identify prospective targets and lead sources that support and drive growth in the inside sales team.
Vision & Strategy: Define and execute sales improvement and enablement plans across the function.
Leadership: Recruit, continually coach, develop and motivate a high-performance and highly engaged internal sales and internal account management team.
Consistency: Deliver a consistent and accurate sales forecast.
Productivity: Through use of the company sales tools (CRM / ERP / Lifecycle) identify opportunities to improve productivity, efficiencies, and throughput.
Key required skills:
Some of the key skills that any candidate would need to demonstrate a track record of success against are…
Focus: An exceptional ability to prioritise and drive areas that lead to retention and growth.
Energy: Any candidate will need this in spades to lead and motivate a large team in a fast-moving transaction environment.
Exceptional (and executive) communication: As a listener / speaker / presenter.
Deep knowledge of the buyer’s journey: Against a backdrop of our customer and end-user digital transformation, it is critical that our sales managers demonstrate a keen familiarity with our buyer’s journey and its evolution.
Collaborative approach: The role requires high levels of communication, alignment, getting buy-in, and conflict resolution techniques.
Data-driven: Actively advocate the company sales tools to drive a data driven approach to sales performance management.
Technologically-savvy: The individual will require an advanced understanding of our processes, system architecture and be able to demonstrate experience of improving these areas.
Project & time management: and value-based prioritisation of multiple concurrent projects and initiatives.
Innovation: Display a good understanding of emergent trends, theories, and sales techniques.
Qualification & Experience:
Bachelor’s degree preferred, or equivalent experience.
5+ years sales management experience gained in a high volume B2B, SME/SMB sales environment across multiple sectors.
Strong evidence of coaching / mentoring experience.
Measurable experience of having a positive impact on business outcomes, such as win rate, quota attainment, length of sales cycle, etc.
Experience in executing change management initiatives.
Involvement and participation in sales enablement groups or communities (ideal)
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