Head of Sales

Job Purpose:

Gilmond is dedicated to transforming software services in the energy industry. We are passionate about providing innovative products, empowering our customers to be the best they can be. Gilmond thrives to be the software provider of choice within the energy market.

Reporting directly to the CEO, this role is pivotal to the future shaping and success of Gilmond. This is a stand-alone role and the Head of Sales will be responsible for the design, implementation and execution of the sales strategy. This role will play a key part in raising the customer brand within the energy sector, both in the UK and overseas.

The Head of Sales will be solely responsible for all business sales activity across prospects existing customers. Working closely with the Senior Management Team (SMT), you will build strong internal relationships, work collaboratively with the marketing department and the CEO to identify the key prospects for our solutions and to establish a targeted approach for new business development.

The Head of Sales will be required to have a presence in our Bournemouth offices at least [2] days per week and will be expected to regularly travel to customer and prospect to support the sale process. Office presence will be required to understand the business, its products, to establish key internal relationships in addition to reporting back customer requirements and opportunities in a controlled fashion to the internal stakeholders.

By applying experience, critical thinking, creativity, problem-solving techniques and industry knowledge the Head of Sales will identify customer pain, and where appropriate make a suggestion of our products and services

Gilmond will look to the Head of Sales to inspire and motivate the product and service teams and engage them in the sales and prospecting process – by engaging the business in the sales activities excitement and success

 

Summary of main duties and responsibilities:

Strategy

The Head of Sales plays a major strategic role within the business. The Head of Sales is responsible for implementing the sales strategy to further the business agenda and drives enhanced revenue generation for the business. The Head of Sales will identify the roadmap that will lead to the achievement of the overall goals of the business. The Head of Sales, along with the CEO and implements sales action plans that incorporate key actions that work to set KPIs for the business.

Analytics

The Head of Sales utilises analytics tools and detailed analyses of sales performance for the purpose of reporting sales strategy successes, weaknesses, and opportunities to the Board. Through various research and analyses, the Head of Sales identifies areas of improvement in sales strategies and with a view of establishing actionable insights for the improvement of sales and business profits.
The Head of Sales also monitors and observes the brand and makes forecasts, identifying new trends ahead of the curve, offering the business a competitive advantage and keeping it ahead of its competition in the market.

Collaboration

The position of Head of Sales is highly collaborative and, as such, the Head of Sales teams up with the product development departments in creating product intelligence, for example, product adjacencies, affinities, display rules, conducting trend analysis, and ensuring that these are aligned to support and drive sales and conversion.
In this collaboration, the Head of Sales also monitors the development of the business’s product from its conceptualisation through to its testing and launch and, therefore, carefully understands the product making it easy to tailor unique strategies around that product.
The Head of Sales also works closely with the analytics department in processing relevant data and information, translating it into actionable strategies that drive sales and lead to the achievement of targets.

Knowledge/ Relationships/ Opportunity

The Head of Sales is also tasked with managing key relationships on behalf of the business. The Head of Sales builds strong relationships with the external partners and consumers and regularly interacts with them by attending sales workshops, seminars and hosting events, hosting sales events for the business, playing an active role in industry organisations to generate new business leads.
These efforts establish the business as a market and thought leader and open up avenues for identification of potential opportunities for sales and revenue generation. In this capacity, the Head of Sales also conducts regular and consistent research on the latest market best practices and trends in order to constantly keep the business at par or even ahead of other players and driving greater sales resulting from the securing a greater market share

 

Other responsibilities include

  • Develop a robust pipeline of qualified opportunities that will enable you to meet or exceed quota;
  • Engage in prospecting activity, making use of sales force automation processes to track and nurture leads;
  • Identifying key areas for improvement in the sales process;
  • Spotting market opportunities for new customers;
  • Attending fortnightly meetings with other senior members of the business;
  • Acting as a spokesperson for the organisation at sales events and conferences;
  • Networking with other directors in order to generate new business for the company;
  • Monthly reporting on sales performance against budget and reporting on variances.
  • Seeking out major clients and forming working relationships with external procurement teams
  • Network and build relationships within target accounts in order to understand key decision makers, and how we can help them evolve their business;
  • Identifying valuable opportunities and emerging markets
  • Working with the Industry Consultant, ensure up to date knowledge of the industry is maintained
  • Accurately forecasting future sales and forming sales plans to adapt to constant shifts in the marketplace
  • Serving as a business representative at major industry events, conferences, trade shows, and expositions
  • Maximising company profit
  • Foreseeing and avoiding stagnation in the marketplace

 

Skills Knowledge & Experience

  • Proven track record in a similar role within the energy or technology industry with evidence of developing a strategy or plan and moving it into delivery
  • 5+ years of successful new business sales experience, consistently meeting or exceeding team targets
  • Strong analytical & coordination skills
  • Ability to lead complex sales processes at the Enterprise level with multiple senior stakeholders.
  • Excellent territory development, lead generation and qualification skills.
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level.
  • Proven ability to drive the sales process from plan to close.
  • Excellent communication and presentation skills, including the ability to communicate simply, effectively and without jargon
  • Ability to understand client requirements, to convert this into forming a mutually attractive solution based on the solutions available and to maintain momentum with prospects through organisation and through developing trusted rapport
  • Ability to quickly develop a robust understanding of key product features and capability to talk confidently about these in the context of the clients own requirements

 

What we offer:

  • Exceptional development opportunities
  • 25 days' holiday (plus bank holidays)
  • Pension contribution plan
  • Great staff culture and working environment
  • Free hot and cold drinks
  • Free fruit bowls replenished daily

 

Standard information

This is an outline Job Description and employees are expected to undertake other reasonable duties appropriate to the role, as directed.

All employees are expected to comply with the organisational Health & Safety Policy and to undertake their duties responsibly.

All candidates and employees must have the Right to Work in the UK as required by the Asylum and Immigration Act 1996.

To apply for any of our vacancies, please send your CV, a covering letter and your salary expectations to people@gilmond.com, quoting the job title.