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Key Details
The Head of Sales is responsible for leading all customer acquisition activity across the business. This role owns the performance and development of the organisation's new business sales operation, ensuring sustainable growth through the acquisition of new customers, increased market penetration and customer retention.
Reporting directly to the Commercial Director, the Head of Sales will create a high-performance culture focused on prospect conversion and revenue growth. The role is accountable for delivering ambitious sales targets while ensuring a consistent, customer-focused approach across all acquisition channels.
This role is based in our modern Leicester City Centre office, working hybrid.
What you will be doing:
Leadership & Strategy
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Develop and execute the customer acquisition plan in alignment with the three-year plan to successfully deliver against ambitious revenue targets.
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Identify and pursue opportunities for greater market penetration, increased licensing to silent venues, reducing product erosion and reducing customer churn.
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Establish and embed sales methodologies, processes and governance that drive consistent performance across all sales channels.
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Drive a culture of accountability, performance, coaching and continuous improvement.
Customer Acquisition & Revenue Growth
- Deliver against customer acquisition, invoicing, revenue and conversion targets.
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Oversee sales pipeline management and forecasting, ensuring sufficient opportunities exist to deliver future growth.
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Monitor and optimise lead generation, lead conversion and prospect engagement activity.
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Identify and remove barriers to sales performance through process improvement, technology adoption and resource optimisation.
Team Leadership & Capability Development
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Directly manage senior sales managers, including:
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National Accounts & Sales Manager
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National Field Sales Manager
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Sales Delivery Manager
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Create clear performance expectations and accountability frameworks for all sales teams.
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Build high-performing sales teams through effective recruitment, coaching, development and succession planning.
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Develop sales capability across consultative selling, value-based selling, negotiation and objection handling.
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Ensure reward plans and sales incentive schemes support organisational objectives and drive desired behaviours.
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Foster collaboration across the Commercial department to deliver a unified and consistent customer experience.
Customer & Shareholder Engagement
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Build and maintain strong, collaborative relationships with colleagues, strategic prospects, industry stakeholders, suppliers and shareholders.
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Support the Commercial Director in developing strategic partnerships that create customer acquisition and retention opportunities.
Reporting & Analysis
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Deliver accurate sales forecasts, pipeline analysis and performance reporting.
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Use data and insight to drive operational improvements and maximise sales effectiveness.
Collaborate with Finance, Marketing and Operations to support business planning and resource allocation.
You will have
Essential
- Significant leadership experience within a sales or new business B2B service industry environment.
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Proven track record of delivering substantial new business growth and exceeding sales targets.
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Experience leading multiple acquisition channels, including field sales, telesales and customer contact centre-based sales teams.
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Strong understanding of sales pipeline management, forecasting and performance analytics.
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Excellent coaching and people leadership skills with a focus on developing high-performing teams.
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Skilled collaborator, working closely with others to deliver desired outcomes with solutions that are business first and sustainable.
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Strong communication and presentation skills with experience engaging senior stakeholders.
Desirable
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Experience operating in a regulated or licensing environment.
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Knowledge of the music, entertainment or intellectual property sectors.
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Experience implementing modern sales methodologies, CRM systems and sales enablement tools.
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