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.

Key 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.

Business Impact:

  • 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.

Authority/Decision Making:

  • 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

Location: Europe

Requisition ID: 95052