Sales Manager

The Escode division is a leading global provider of software resilience and business continuity solutions with over 18,000 customers worldwide and offices all over the world. We recently completed the exciting acquisition of Iron Mountain's Intellectual Property Management (IPM) business. Together, the two businesses offer a rich, complementary set of services to customers globally, including industry leading software verification solutions and a cloud resilience proposition: Escrow-as-a-Service (EaaS).

As a combined business, IPM and our Escode division are now the market leader in software resilience services globally. Together we remain committed to investing in helping customers improve resilience as the technology landscape continues to evolve and are focused on delivering maximum value to customers, and creating a workplace where sales, technical and operations teams can be themselves and do their best work.

Job Description Overview

The Sales Manager is responsible for managing a cross-functional sales pod within the Commercial, Financial Institutes, or Critical Infrastructure division to drive maximum sales volume of Escode's products and services and ensuring the over achievement of sales targets. The responsibilities of this role include coaching, developing, supporting the sales individual/pod, and direct selling contribution in order to achieve or exceed targets on a consistent basis by removing roadblocks and creating strategies to achieve goals.

This position's primary responsibility is to drive maximum sales volume of Escode's products and services in either the UK or US Regions through managing successfully a small team of sales professionals. This role's responsibilities include coaching, developing and supporting the sales individuals to achieve or exceed targets on a consistent basis by removing roadblocks, creating strategies and tactics for the team to achieve its goals. The successful individual will also be expected to deliver against a personal sales target, and hold a deep knowledge of their specific industry vertical (currently Finance, Critical Infrastructure and Commercial).

Key accountabilities

• Manage and provide leadership to the current assigned sales by focusing on the delivery of sales targets measured on a monthly, quarterly, and yearly basis.
• Manage a base of customers directly to achieve personal sales targets on a monthly, quarterly, and yearly basis.
• Active pipeline management, accurate sales forecasting, KPI reporting and behind the scenes and in front of the customer support with the team to win business.
• Generate a deep industry knowledge which will position their team and Escode as the world's leading expert on software escrow.
• Develop a team of energized, highly effective, and motivated sales professionals that have a clear cadence and process to win business and manage a sales territory with key accounts.
• Grow existing accounts and new logos via both inbound and outbound marketing lead generation, social selling, networking and direct sales techniques to achieve desired results.
• Work together with Marketing and Operations/Service Delivery to promote and support Total Customer Satisfaction.

Skills

• Must be able to demonstrate success in selling a total services solution to senior level executives.
• Experience in recruiting, developing and coaching new sales team members including designing and delivering onboarding and training programmes.
• Able to multi-task and balance high volume and medium/high value accounts across multiple territories.
• Experience developing effective business relationships with all levels of internal and external customer management.
• Proven ability to drive new business growth whilst ensuring high retention of current customers.
• Strong Salesforce.com familiarity is key with understanding of how to build reports and collect and present data.
• Ideally have a deep knowledge and understanding of the industry vertical including regulation and compliance issues and industry specific sales levers.
• Power BI and analytics.

Behaviours

• Lead by example - demonstrating the behaviours and work ethic expected by the sales pod and setting a positive example.
• Results-Driven – focusing on achieving sales targets and celebrating success and learnings from failures to improve.
• Collaborative – encouraging teamwork across the pod structure and working effectively with one another to achieve joint targets.
• Proactive – anticipating challenges and continuously seeking opportunities for innovation and improvement.
• Customer Centric – prioritising the customer needs and building a long-term relationship that is built on trust.
• Adaptability – remaining flexible and open to change in a transforming business, dynamic market and any application regulatory guidelines.
• Supportive – providing support and resources to help pod have the resources and tools they need to exceed at their job.
• Visionary - having a clear vision for the future and communicating effectively to the team through inspiration and transparency.

About your application

We review every application received and will get in touch if your skills and experience match what we're looking for. If you don't hear back from us within 10 days, please don't be too disappointed – we may keep your CV on our database for any future vacancies and we would encourage you to keep an eye on our career opportunities as there may be other suitable roles.

If you do not want us to retain your details, please email [emailprotected]. All personal data is held in accordance with the NCC Group Privacy Policy. We are committed to diversity and flexibility in the workplace. If you require any reasonable adjustments to support you during the application process, please tell us at any stage.

Please note that this role involves mandatory pre-employment background checks due to the nature of the work NCC Group does. To apply, you must be willing and able to undergo the vetting process. This role being advertised will be subject to BS7858 screening as a mandatory requirement.