Head of Sales, Americas

The Head of Sales, Americas is responsible for leading the development and implementation of a sales strategy aligned with the Enterprise Sales and Marketing strategy and CCi’s strategic business objectives of sustainable growth and profitable revenue generation. The role holder leads the team of sales personnel in the USA to deliver annual and strategic revenue and EBIT targets to grow the business in line with the company ambitions. The Head of Sales works closely with the leaders in the Enterprise Sales & Marketing division and Enterprise Consulting division to create, deliver and continually enhance a best fit, sales strategy and plan for the market.Key responsibilities include developing go-to-market propositions to strengthen the presence of the CCi brand and offering in different markets/sectors as well as having a thorough understanding and clarity of strategic solution offerings and consulting services to ensure that a continuous improvement mindset is applied to sales purpose, materials and processes. The role holder is also responsible for managing the sales budget, forecasting sales trends, and analyzing sales data to identify new sales opportunities.RequirementsLead and deliver business growth in allocated market: Developing a comprehensive and best fit sales plan to enable sales targets to be achieved in allocated market and that has clearly defined goals, objectives, responsibilities and timelinesContinually strengthen CCi’s competitive position in the marketplace by communicating the value proposition to customers and raising brand awareness  Know the product offering’s value, key concepts and implementation methodology by commercially assessing and reviewing pricing for new and existing clients, running models through CRO to then advise and escalate accordingly Oversee the development of on a value hypothesis (including client return on investment) that will establish relationship/s with the C-Suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospects driven by Outside Sales Coordinate activities that will enable the conversion of opportunities into new CCI customersWrite attractive and relevant proposals to new and existing clients to proactively drive revenue Effectively ensure the team learns and engages with new prospects to support the TRACC / solutions propositions and actively market and sell these to new clients   Leverage, facilitate and drive CCI’s ERA3 sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success  Drive, as far as possible, the prospect’s selection process and evaluation criteria  Overseeing the lead qualification (BANT), lead sourcing and lead research processes to ensure sales and marketing development efforts are set up to create sufficient prospects required to achieve revenue objectives Collaborate closely with other departments such as Global Marketing, Global Key Accounts and the leaders of other allocated markets to ensure alignment in strategies and messagingEstablish and maintain the sales budget for allocated market and regularly discuss progress, pipeline and forecast reports with the CROWork with Legal to formalize, negotiate and finalise contracts for new clients Lead and manage the Sales team fostering a team based and high performance cultureRecruit, onboard, and lead the Sales team driving accountability and providing clear direction and goals. Inspire, motivate and allow team members to be their true selves and do their best workManaging and developing Inside and Outside Sales team to ensure they are equipped with the right skills and capabilities, given the right direction to identify sufficient decision makers to add to nurturing campaignsActively coach and influence the team on understanding their client's selection process and evaluation criteria  Ensure all team members record communication and sales activities by documenting and updating regularly in SFDCAssist in the administration and facilitation of the negotiations and closing activities with support from Legal Support a pool of Independent Contractors to ensure we have the right experience and people driving sales at the right times to maximize opportunity versus efficiency.  Continually review the sales support needed and instruct IC’s accordinglyKEY PERFORMANCE INDICATORSKPI 1: Market revenue generation and growth to x% as aligned with company strategyKPI 2: Profit targets as aligned with company strategy for new businessKPI 3: Conversion rates of leads to WinsKPI 4: Deployment of Sales strategy to planKPI 5: Team effectiveness, development and levels of engagementQualifications / ExperienceBachelor’s degree in Business, Marketing or a related field10 years+ experience in business to business selling at a leadership level, preferably within a software/services solution global companyA track record of success in leading a sales team towards growth in sales and enhanced revenue generationStrong leadership skills with the ability to motivate and inspire a sales team in a unified direction and visionExcellent communication and negotiation skillsAbility to develop effective sales strategies to meet market needsStrong problem solving and decision making skillsExperience with sales forecasting and budget managementFamiliarity with sales software and toolsData driven with sound commercial acumen and a deep understanding of the customer, the competitive market, and an ability to analyze sales department performance for making informed business decisionsHave a good understanding of CI principles, methodologies and practicesDemonstrate a good understanding of supply chain optimisation processes and practices to help create an aligned and efficient value chainExcellent interpersonal skills and self awareness Excellent written and verbal communication skills  Technologically inclined  Sound financial understandingPERSONAL ATTRIBUTES Ability to learn from constructive criticism in a positive manner Accountable and responsible in all situations Goal orientated, self-starter who is detail-oriented and highly organizedCollaborative, approachable and able to form strong and long lasting relationships both internally and externallyAbility to thrive under pressureHappy to travel approx 60% of the time to prospects, clients and to meet the global teamBenefitsCompetitive Base Salary and BenefitsSales Incentive Program approx 30% of salary