Vendor Solutions Sales Director

Bytes is a top provider of premium IT solutions and services, working with SMEs, corporations, and public sector organizations to modernize and digitally transform their IT infrastructures. Founded in 1982, Bytes has experienced significant growth, now employing over 750 people across seven locations in the UK and Ireland, with a turnover surpassing £2 billion.

At Bytes, we nurture talented individuals to achieve remarkable outcomes and are dedicated to supporting our employees through continuous training, guidance, and development to help you advance and fulfil your career goals. We foster a culture of innovation, collaboration, recognition and inclusivity and offer a wide range of benefits to support staff wellbeing.

Benefits

• Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London and Manchester
• 25 days holiday per annum plus bank holidays and Christmas period
• Excellent learning and development opportunities
• Open plan office with collaborative working spaces, on-site gym, outdoor tiki bar, coffee bar, and lunch area
• Company wellbeing and social events
• Sports and social clubs
• Incentive trips
• Employee Assistance Programme
• Discounted private healthcare
• EV scheme and Ride to Work scheme
• Winners of an array of industry awards
• Great Place to Work Certified
• Sunday Times Top 100 Best Places to Work
• Supporters of 85+ charities with strong commitment to diversity and sustainability

Position Details

Reports to: Chief Commercial Officer

Key Responsibilities

• Develop and Implement Solution Sales Strategies: Create and execute comprehensive strategies to achieve GP targets and market penetration. Ensure we are service led in everything we do.
• Lead and Manage Team: Oversee the recruitment, training, and performance of the Solutions team, ensuring alignment with company goals and meeting targets.
• Team Leadership: Provide strong leadership and direction to the team, fostering a high-performance culture.
• Performance Management: Set clear performance expectations, conduct regular performance reviews, and provide feedback and coaching to drive continuous improvement.
• Sales Forecasting and Reporting: Provide accurate sales forecasts and regular reports to senior management, highlighting achievements and areas for improvement.
• Collaborate with Marketing and Product/Service Teams: Work closely with marketing and product/service teams to develop go-to-market strategies and ensure successful product/service launches.
• Market Analysis: Monitor market trends, competitor activities, and industry developments to identify opportunities and threats.
• Data-Driven Insights: Utilise data analytics to gain insights into customer behaviour, sales performance, and market dynamics, informing strategic decisions.
• Customer Relationship Management: Build and maintain strong relationships with key vendors, partners and customer stakeholders, understanding their needs and translating those into tailored solutions.
• Drive Innovation: Encourage innovative approaches to sales and marketing, leveraging new technologies and methodologies to enhance performance.

Individual Responsibilities

• Conduct Thorough Market Research & Analysis: Engage yourself and the team in Continuous Learning: Regularly update market research to stay informed about customer needs, preferences, and market trends. Use surveys, focus groups, and data analytics to gather insights.
• Leverage Competitive Analysis: Study competitors to understand their strengths and weaknesses. Use this information to identify gaps and opportunities in the market.
• Define a Clear Value Proposition: Craft Compelling Messaging – develop clear, concise, and compelling messaging that communicates the unique value of your product or service. Ensure it resonates with your target audience.
• Highlight Differentiators: Emphasize what sets us apart from competitors. Focus on unique features, benefits, and the specific problems your product solves.
• Create and Manage Business Plans: Oversee the creation and ongoing management of proposition and vendor business plans. Ensure these plans align with our strategic goals, include financial projections, clearly defined objectives, and key sales plays.
• Foster Collaboration: Encourage regular communication and collaboration between solutions and marketing teams. Hold joint meetings to align goals, strategies, and messaging.
• Set Unified Goals: Establish common goals and metrics for both teams to ensure they are working towards the same objectives. Use shared KPIs to measure success.
• Manage and Sponsor Strategic Vendors: Oversee the management and sponsorship of strategic vendors. Ensure these partnerships align with our business objectives, sales and marketing plans, and deliver value. Serve as the primary escalation point for key deals, ensuring any issues are resolved promptly and effectively.
• Prioritise Budget: Allocate budget strategically to areas that will have the most impact. Focus on high-ROI activities and continuously evaluate spending effectiveness.
• Invest in Talent: Hire and train skilled personnel to execute the GTM strategy effectively. Provide ongoing training and development opportunities to keep the team updated on best practices.
• Implement Performance Management: Establish a clear and robust performance management framework that ensures all teams and individuals are fully cognisant of expectations. Set clear expectations, provide regular feedback, and recognise achievements to drive continuous improvement and a positive team environment.
• Embrace Innovation: Stay open to new ideas and technologies that can enhance your GTM strategy. Regularly review and update your approach to stay relevant.
• Monitor Competitors: Keep an eye on competitor actions and be prepared to adjust your strategy accordingly. Use competitive intelligence to stay ahead in the market.

Qualifications, Experience & Skills

Educational Qualifications: Bachelor’s Degree

Experience:

• Minimum of 10 years in sales leadership roles, with a proven track record in solution sales and go-to-market strategies.

Other Requirements:

• Proficiency in CRM software and sales analytics tools.
• Knowledge: In-depth understanding of the industry, market dynamics, and customer needs.
• Proactive attitude and willingness to learn and grow.

Core Competencies & Skills – Based on Position and Grade (If Applicable):

• Strategic Thinker: Ability to develop and implement long-term sales strategies.
• Team Player: Collaborative approach to working with cross-functional teams.
• Customer-Centric: Focus on delivering exceptional customer experiences.
• Innovative: Open to new ideas and approaches to drive sales success.
• Strong leadership, communication, and analytical skills.