Head of Sales

Time Zone: CET, CET+2 hours

Responsibilities:

1. Strategic Planning and Goal Setting
   • Develop sales strategy and establish key objectives for the department.
   • Set sales targets and KPIs for each team member.
   • Design and implement action plans to achieve targets and enhance sales performance.
2. Sales Analysis and Optimisation
   • Analyse sales metrics, monitor performance, and ensure KPIs are met.
   • Conduct market trend analysis, understand client needs, and track competitor activity.
   • Continuously optimise sales processes, improve scripts, and refine methods.
3. Team Management
   • Recruit, train, and onboard new sales team members.
   • Foster both professional and personal growth within the team.
   • Motivate the team, support morale, and create an effective working environment.
   • Conduct regular meetings, mentorship, and coaching sessions to enhance skills.
4. Oversight and Coordination
   • Monitor sales targets, making timely adjustments as needed.
   • Coordinate tasks and assign responsibilities within the team.
   • Prepare reports on departmental performance and deliver analytical reports and presentations to management.
   • Ensure adherence to client service quality standards and internal procedures.
5. Client Relations
   • Participate in negotiations with key clients and partners.
   • Resolve client conflicts and maintain top-level client support.
   • Build long-term relationships with key clients and company partners.
   • Develop strategies to attract new clients and retain existing ones.
6. Budget Management
   • Plan and monitor the sales department’s budget.
   • Assess profitability, ROI on client acquisition costs, and overall sales expenditure.
   • Optimise spending by identifying cost-effective solutions to maintain or increase sales volume.
7. CRM System Implementation and Use
   • Implement a CRM system to track and manage sales processes.
   • Analyse CRM data to assess the client base, improve client engagement, and streamline sales processes.
   • Ensure correct CRM usage by team members and provide necessary training.
8. Reporting and Management Liaison
   • Prepare regular reports on the sales department’s results and suggest process improvements to senior management.
   • Present outcomes, achievements, and proposals in meetings and conferences.
   • Justify departmental needs for resources, strategy adjustments, and additional investments.
9. Client Experience Enhancement
   • Develop and implement standards for client service quality.
   • Monitor client satisfaction and respond to feedback.
   • Apply client-centric approaches to boost client loyalty and repeat business.
10. Innovation and Improvement Initiatives
    • Research new tools, technologies, and practices to enhance sales efficiency.
    • Integrate innovations into the sales process (e.g., automation, new client interaction technologies).
    • Continually test and adapt new sales methods, updating strategies as the market evolves.

Requirements:

Hard Skills:

1. Sales Expertise: In-depth understanding of sales processes, deal-closing techniques, and strategic sales planning.
2. Analytical Skills: Proficiency in data analysis, KPI assessment, market trends, and adaptability to changes.
3. Financial Acumen: Basic knowledge of financial analysis, budgeting, and sales profitability.
4. CRM Systems Knowledge: Proficiency in CRM systems for sales process management and client data analysis.
5. Product and Market Knowledge: Thorough understanding of the company’s products or services, their unique features, and the market.
6. Planning and Forecasting: Ability to create and adjust sales plans, forecast revenue, and set performance targets.
7. Recruitment Skills: Capability to source, assess, and select top candidates for the team.
8. Project Management: Fundamental project management skills to organise and coordinate task execution.
9. Languages: English and Russian languages at B2 level or above.

Soft Skills:

1. Leadership and Team Motivation: Ability to inspire and motivate the team, fostering a positive work environment.
2. Empathy and Emotional Intelligence: Skill in understanding and considering emotions and needs of both team members and clients.
3. Communication Skills: Ability to convey ideas clearly and persuasively, listen actively, and adapt communication style.