BT Regional Sales Lead in United States
Purpose Of Role:
The role holder is responsible for leading a team to manage sales within the European voice market. He/she directs an area sales force in reaching a critical sales quota (importantly driven by gross margin and revenue). Sales resource is located in multiple locations, predominantly the Continental Europe, so experience of managing a remote team is critical. Setting performance measures, developing new business and maintaining customer satisfaction are also core responsibilities.
Manage overall sales activity for a portfolio of accounts driven largely by Switchless Resellers (SWR), Wholesale Voip, and regionalised carriers with a predominantly national footprint
Lead a team of 5 FTE.
Deliver significant revenue and margin contribution to the business (circa €20m revenue and circa €5m EBITDA FY 2018/19) – organic new business growth expected as we target specific opportunities in the Benelux and Germany.
Prepare and deliver regional sales reports weekly. Presenting to peers and senior leadership team
Preparing detailed (monthly) customer based forecasts and risk and opportunity reviews and articulating these to the SLT.
Performance management of sales team, including regular reviews (weekly) and structured half yearly performance reviews - documented.
Prepare “get well” plans for underperformance of the region and/or sales individuals
To be directly involved on major accounts and prospects.
To develop internal and external relationships at an executive level.
To work closely with the product teams to help define a suitable national voice proposition that can drive growth in an evolving market place
Additional responsibilities may include pre-sales, customer support and sales administration.
May also assist the Head of Sales/Sales Director in the development of sales strategy and objectives specific to the region.
Critical input to the strategy and operation of national voice – material P&L impact.
Develop commercial solutions that influence business unit results and improve customer relationships.
Expected to identify opportunities to leverage wholesale platforms to drive incremental sell-through with non-carrier partners.
- Able to engage at Board level both internally and externally to strategically position BT for maximum competitive advantage.
- Educated to degree level, or relevant voice experience
Sales experience in Netherlands and Germany preferable – evidence of C-level carrier relationships in those countries is desired.
Understanding of wholesale voice market and trading beneficial
Evidence managing, motivating and coaching a global team.
Strong presentation skills – proven experience dealing with C-level both internally and externally.
Proven track record of delivering financial commitments.
Experience selling value-added services preferred - ITFS/Global Inbound/Contact Centre Solutions, Managed Outsource solutions, selling into “alternative” Operators (eg “over the top” customers).
- Fluent in English and one other language, preferably German and/or Dutch
Job: Core Sales
Title: Regional Sales Lead
Requisition ID: 95052