StandardSalary : competitive
Feb 7, 2019, 6 : 59 : 00 PM #LI-SH2
National Sales Manager
Location - North and Central England
Our purpose is to use the power of communications to make a better world. For each other, for our customers, for society and our communities.
We need you to help us do this.
Why this role matters
Openreach is responsible for building and maintaining much of the country’s digital infrastructure. As the Head of one of the CNS (Customer Network Solutions) regions, you will build, lead and coach a team of skilled Customer Field Managers and be responsible for driving the marketing and community engagement strategy across the region.
As this is a sales leadership role, you will deliver results through your direct reports and will also be expected to drive initiatives and share best practice across the entire CNS and SID organisation.
You will also personally lead and support the larger strategic deals. The revenue and margin you and your team generate will enable the business to invest in our network and drive our strategy of better service, broader coverage and faster speeds.
As our competitors are building their own fibre access networks, Openreach is facing increasing competition. By forming strategic relationships with our communities, customers and key stakeholders, leveraging our capabilities and competing effectively for every network opportunity, we can ensure that Openreach is the infrastructure supplier of choice.
Increasingly, our customers are considering using other network providers to provide infrastructure solutions in place of Openreach.
You will ensure that your team is in the best position to win the largest of these opportunities by coaching and developing your people and creating the right culture of success and high performance.
You will ensure that your team can proactively sell the benefits of the Openreach network, developing strategic relationships, understanding the customer’s key drivers and driving transformational change through innovative solutions.
Alongside the direct leadership of the National Team, you will be responsible for driving the CNS marketing strategy within your region and defined customer base.
You will provide insight and input into the strategy that is set by the Sales General Manager and also work with the GM, Commercial Infrastructure to ensure that you influence commercial policy.
You will ensure the strategy is executed in an optimal way, ensuring that accurate, timely reporting enables performance of the strategy to be measured.
As well as the revenue and ebit performance of your direct reports and collective team targets, you will also be expected to drive a range of other key performance metrics and initiatives.
You and your team will deliver deals that are worth tens or hundreds of thousands of pounds in value. You will also be expected to identify deals that are more strategic, national and transformational in nature and that should be handed over to the relevant national lead.
You will create an entrepreneurial culture within the team as the solutions your team offer may be through bringing together non-
standard or bespoke solutions and services (via Openreach or third party partners).
What you'll be doing
You will be responsible for delivering a challenging, but achievable revenue and ebit targets as well as volumes of communities reach and THP (Total Homes Passes), by directly managing a team of customer field managers (CFMs) and driving the marketing strategy across your patch.
You will formulate strategies to identify the key opportunities across your region and ensure that you and your team are building strategic relationships with key decision makers and stakeholders to position CNS infrastructure solutions and win new business.
The deals will require creativity, understanding of business and community issues, good commercial understanding and the ability to deliver compelling presentations to key stakeholders.
Whilst you will drive the capabilities of your team to ensure they can identify and close these opportunities, you will be expected to lead from the front and be engaged with the larger, more strategic deals.
You will manage your team proactively in a high challenge, high support environment and will be expected to drive performance via various process such as performance management where appropriate.
The work we do within our communities is very high profile and may come under political or media focus. You will ensure your people are supported and will take a hands on approach and be visible in these communities.
You will develop relationship with community and political leaders across your region, including MPs, local and national politicians and counsellors.
You will drive strategies to maximise the take up of various funding sources across the region. These include government funded programmes such as LFFN, better broadband schemes etc.
You’ll be :
You will coach and support your team to ensure they have a high and wide contact strategy, underpinned by PDPs and regular one to ones.
You will form strong relationships with key industry players and partners to deliver new sales opportunities and close new business.
You will front some of the high profile community partnership deals; particularly where these are strategic in nature or subject to high political and / or media focus.
g. by keeping abreast of changing network technologies, identifying and filling skill and knowledge gaps etc.
You will also understand the National market, key competitors, funding sources, trends and segmentation and feedback insights that will inform the ongoing development of the CNS marketing strategy.
These will often be bespoke in nature, so you will need to ensure these are profitable and deliver the expected returns to the business in terms of revenue and ebitda.
You will understand the key market competitors, their strategy and approach so that you can compete effectively against them.
You will support and coach your team in regards to responding to bids and ITTs in a high quality and compelling way.
You will also identify and bring in third party suppliers and partners that enable us to combine capabilities in order to create value and strengthen / differentiate our propositions.
You will landscape and segment the market to create strategies to target these proposition effectively and measure success and outcomes.
You will empower your team to think creatively and challenge the status quo.
You will work with your team to produce a range of compelling sales and marketing collateral including case studies, direct marketing materials, presentation decks etc.
You will also be comfortable in presenting in community forums and round tables.
You will work closely with the GM’s, their direct reports and their teams across Delivery, Customer Service and New Sites to ensure we are sharing ideas and best practice and working in a way that helps us all to achieve our objectives.
You will form key relationships at senior level across Openreach to influence a range of outcomes that will enable us to respond to the market and drive our revenues.
You will ensure that our propositions keep us ahead of our competitors and that the CNS team is equipped to communicate this in a compelling way.
You will also drive a strategy which moves CNS to deliver more of its revenue in the contestable space.
We'll also need to see these on your CV
You will have a record of consistently hitting your revenue and ebit targets and a number of reference clients where you have closed high value deals.
You will implement strategies to drive your team’s Your Say results.
You will be expected to provide accurate sales, revenue and ebit forecasts and be responsible for driving your revenue pipeline via excellent opportunity management, landscaping, prospecting and closed sales.
You will be able to demonstrate success in the negotiation and running of deals in-life and how these have been delivered within their forecasted P&L and in line with best industry practice.
You will ensure you and your team are able to explain any variances to budget and propose strategies to get them back to forecast.
You will have a good understanding of P&L, revenue and ebit drivers and ensure that all deals meet the relevant profitability thresholds.
You will understand how the Openreach network is planned and delivered. You will also form relationships with a range of third parties and partners and keep abreast of emerging technologies and market trends that might help to drive sales and revenues.
You will input into the formulation of the CNS marketing strategy and will be the key driver in executing it within your region, measuring performance and reporting up.
You will have an excellent knowledge of a range of partner solutions and technologies that can be leveraged to build highly bespoke, transformational solutions.
You will ensure the correct governance is followed in regards to pre-deal / contract sign-off and in-life deal / contract management.
As your team’s deals / contracts will often be bespoke or non-standard, you will ensure they are fully compliant with all legal and regulatory requirements.
Why choose us?
Openreach is Britain’s digital network business. We’re a wholly owned and independently governed subsidiary of the BT Group.
We’re over 30,000 people who connect homes, mobile phone masts, schools, shops, banks, hospitals, libraries, broadcasters, governments and businesses -
large and small - to the world.
Our mission is to build the best possible network, with the highest quality service, making sure that everyone in Britain can be connected.
We work on behalf of more than 590 communications providers like SKY, TalkTalk, Vodafone, and BT, and our fibre broadband network is the biggest in the UK, passing more 27.
4 million premises. We’re also the platform for Britain’s thriving digital economy, which is the largest in the G20. We have an ambitious plan to deliver the better service, broader coverage and faster speeds that our customers are demanding of us.
We continue to make superfast broadband speeds available to thousands of homes and businesses every week and we’re now embarking on the next big infrastructure build of our generation.
We’ll be building ultrafast Fibre to the Premises technology to three million premises by the end of 2020, and we have an ambition to reach 10 million by the mid-
2020’s under the right conditions.
Openreach remains an important part of BT but being more independent and treating customers equally is how Openreach contributes to the success of the Group.
We value different perspectives, skills and experiences. Diversity makes sense for us, our customers and our ambitions. We’re creating an inclusive working culture where people from all backgrounds can succeed.
That’s why we welcome applications from all parts of the community.