Head of Commercial

• set and deliver the commercial strategy and sales plan for growth of our existing customers across our broad portfolio of segments and sectors, achieving revenue targets in line with company growth plans
• lead, inspire and grow a team of talented Account Managers and develop their capabilities and foster collaboration by leading by example across our customers, markets and internal stakeholders for sales excellence
• improve our client retention and satisfaction rates and grow our revenues from customers taking more and increasingly strategic solutions
• improve internal processes to streamline operations, improve productivity, and enhance the overall client engagement

• Develop and execute strategic sales plans, growth and retention initiatives to achieve revenue targets and expand market share in alignment with company growth objectives
• Lead a team of SMB and Enterprise Client Development professionals, ranging in experience and portfolio sizes, developing professional development plans and structuring progression and development initiatives
• Collaborate cross-functionally with marketing, product development, and other departments to ensure successful execution of sales strategy with overall business objectives
• Prepare regular sales forecasts, reports, and Board reports and presentations. providing insights and recommendations to optimise performance
• Play a key part in the management of our largest accounts, holding and participating in meetings and engaging our leadership team with key stakeholders to drive growth
• Deliver the client retention and engagement strategies and plans, achieving agreed KPI measures across these areas
• Increase revenues across our client portfolios against agreed annual targets, ensuring that each Account Manager is meeting the activity targets set, as per the individual Account Plans
• Oversee the teams creation of Account Plans for each client as required, setting communications plans and sales approaches that leverage our Safety Consultants and wider stakeholders.
• Work closely with Commercial management colleagues across Sales and Marketing to ensure all required sales enablement and engagement documents are in place and effective
• Align your team activities with the Implementation Team, to ensure that new clients are introduced to their Shield Safety Account Manager as effectively as possible
• Deliver market leading Customer Service levels, resolving queries, issues and complaints as effectively as possible, reporting any complaint escalations on a weekly basis
• Resolve all contract and operations queries
• Liaise with Operations Team management and Audit Team colleagues as required, to deliver effective and efficient field activity
• Create and present progress on weekly/monthly/quarterly KPIs and metrics, through board reports and long-term updates
• Plan and host events such as customer days, workshops and hospitality initiatives, curating invite lists and booking venues and speakers to position Shield Safety as the leader in Health and Safety software
• Develop a series of internal events such as client conferences and webinars to increase overall client engagement levels
• Deliver a monthly management report detailing key activities and plans, reporting revenue and sales volumes as required

• Minimum of 10 years' experience in commercial leadership roles, ideally with experience across Account Management/Client Development
• Management of sales teams of least 10 people, managing managers and experience leading both office and field-based colleagues
• Demonstrable experience of strategic, solution selling into large and enterprise customers and achievement of sustainable growth in high value SME sales
• Experience of selling into international markets beneficial
• Experience of partner and channel sales beneficial
• Experience and gravitas consistent with presenting into senior level decision makers
• An excellent networker, proactive in making contact with a broad range of clients, and nurturing new and existing relationships
• High level of commercial awareness, KPI driven reporting and target-based success criteria
• You will be comfortable in positioning and presenting value-added IT solutions and articulating solutions and propositions across a wide variety of sectors
• Excellent sales and negotiation skills
• Be a natural coach with the ability to motivate and manage individuals effectively
• Be comfortable dealing with basic legal and contractual situations
• Experience in enterprise level sales would be advantageous
• Experience using a CRM system, Hubspot marketing tool and the MS suite of products is desirable but not essential
• Be entrepreneurial and commercially astute
• Outstanding presentation, communication and interpersonal skills
• Ability to work calmly and effectively under pressure
• Willingness to attend external networking and trade events across the UK

• Full-time, home based or hybrid in the exciting Northern Quarter area of Manchester
• Flexible working pattern
• Competitive salary alongside a comprehensive and market leading suite of additional benefits and perks

Shield Safety