As a DR to the member of the North & Midlands CPS Regional Leadership team, this role will be responsible for leading, coaching and developing a team of sales specialists, across the Midlands sub-region.
This role provides operational leadership for teams working with account managers and business development managers to win business relating to specific technology towers;
IT & Networking, Mobile and Future Voice and UC, for customers across the sub-region.
This role will be responsible for delivering through others to achieve the execution of growth priorities, winning new business through nurturing existing relationships, retaining existing customers and developing new stakeholder relationships, establishing BT’s technical and solution credibility for customers in the sub-region.
This role will be responsible for driving the performance of the sales specialists, managing a diversity of solution opportunities for customers across the sub-region through frequent and meaningful customer interactions (appropriate to the size of the customer) and careful planning and forecasting to ensure the best return on investment.
Particular emphasis is placed on getting the best out of the sales specialist team through coaching, continual improvement, learning and skills development and ensuring availability of the right skills at the right time.
Sales a highly relational activity and excellence is only delivered by creating an environment for brilliant performance.
This role will maintain a continual focus on building a high performance culture, building and revising plans based on Your Say results and working constantly with the team to achieve the best outcomes.
You'll have the following responsibilities
Responsible for sales plans and performance of the team that is critical to the delivery of the sub-region sales strategy and plans;
financial measures (in particular SOVGM) and non financial measures (KPIs, NPS, Your Say)
Manages a specialist team in order to give CPS a competitive advantage against other players through a superior knowledge of the industry, our propositions, technologies and customer business problems
Uses external and internal networks to adapt the solution plans to changing market forces, competitor activity and customer opportunities;
a key responsibility is working across the technical communities in Enterprise and beyond in order to create coherent and attractive solutions for customers
Also works closely with product, propositions and commercial teams within Enterprise in order to ensure a winning portfolio of products and solutions for the sub-region
Collaborates with partners and suppliers to ensure an optimal solution set in BT’s portfolio and supports the launch and growth of new solutions
Identifies the most cost effective combination of suppliers, technologies and solutions for each customer situation works with Finance and pricing to provide a detailed P&L for customer solutions ensuring that margins on all deals are maximised
Responsible for creating a reputation that attracts the very best talent (internal & external) and an environment for the team to focus on customer loyalty and long-term relationships
Uses reward and recognition tools to motivate team
Accountable for driving the mix of core and new core to ensure a sustainable future
Moving customers away from end of life technology to new technology whilst protecting customer experience and revenue
Promotes in-depth understanding of customer business and technical requirements, in order to match offers from BT’s propositions and solution set to the business need
Articulate BT solution set in such a way that makes it easy for the customer to understand how BT can deliver for their business
Responsible for growing and developing strong regional expertise in the sector, with an understanding of the technical, political, social and economic drivers used to inform the sales approach
Identifies external bodies / boards that are influential to the sector within the sub-region and aligns BT representation
Uncompromising in bringing the customer voice for the sector to the heart of decision making, using intelligence from the customer base and combining this with the latest research and trends
Uses sales reporting, analytics and commercial insights to drive continual improvement for the best KPI outcomes
Accountable for expanding the technical knowledge and range of the account management and business development community in order to open up more possibilities for BT to win business.
Creates an environment in which sales professionals can be brilliant
Responsible for timely and effective coaching and mentoring
Accountable for building a culture of continuous learning and development across the team
Accountable for assuring compliance with sales processes and our legal and competition requirements within the team e.g.
salesforce data management, pipeline management, Winning New Business
Adheres to governance requirements of sales pay plan and sales incentives
Accountable for assuring compliance requirements of the team e.g. Mandatory Training, Expenses and Gifts and Hospitality policies
You'll have the following skills & experience
Skills required for the job
People leadership skills commensurate with a specialist sales management role responsible for motivating a team of sales specialists
Strong interpersonal skills working with customers and wider BT teams
Coaching individuals in pursuit of sales excellence
Takes action based on analysis of trends including changing customer demand or opportunities to enhance sales performance
Consulting skills with the ability to position BT in a commercially attractive and competitive position
Owns customer problems across BT to drive solutions
Understands the strategies and market dynamics affecting Telco's and customer buying decisions (e.g. what are the future impacts of Cloud, IoT , AI etc.
and translate into how should we position BT in these areas
Remains current on emerging technology, market conditions, industry standards, government regulations, and other factors affecting business operations and incorporates relevant innovation into customer conversations
The ability to communicate technical subject matter to non-technical individuals in sales situations
Ability to deal with challenging customer predicaments and high profile customer opportunities through escalation and senior stakeholder engagement
Experience you would be expected to have
Specialist Sales management experience in Telco or Technology sectors with proven ability to build sales teams.
Ability to lead, influence, develop, drive and motivate at an operational and tactical level
Ability to deliver on business objectives and stretching sales targets, improving results through performance management and coaching creating an operating environment where people want to achieve outstanding results and are highly engaged.
Ability to use insight to make strategic and agile operational decisions enabling the team to win, develop and retain profitable business.
Experience of driving virtual teams to deliver necessary business results
On Target Commission
Pension scheme (up to 10% contribution)
Free broadband and BT discounted products
Flexible benefits : healthcare, insurance, childcare vouchers, etc.
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