Head Of Corporate

Role Purpose

The Head of Corporate Sales is responsible for managing a team of Corporate Account Managers to achieve revenue targets and ensure client satisfaction.

This role involves developing and executing strategies to enhance customer relationships, drive growth, and maximize profitability within the corporate accounts/customers. The individual will work closely with cross-functional teams to align corporate account strategies with the company’s overall business objectives.

Responsibilities

LEADERSHIP, PEOPLE MANAGEMENT & DEVELOPMENT 

• Design and implement strong team vision and sales strategy for the corporate accounts using value selling approach
• Coach, Inspire and motivate the corporate account managers to deliver profitable sales growth 
• Support and develop corporate account managers  to improve capability, develop talent and become a world class value selling sales team 
• Use key performance measures in alignment with the sales strategy to evaluate and manage performance. 
• Drive, champion and execute plans to implement new ways of working and organisational projects.
• Champion and role model effective cross functional working and key stakeholder management
• Ensure Account plans are created, regularly reviewed and executed for Corporate customers
• Support the team with building and executing win strategy for top/ bigger opportunities
• Developing and implementing a segment-based sales approach incl. specific value propositions for targeted growth industries

DECISION MAKING 

• Deploy resources to service corporate portfolios to enable high performance and efficiency. 
• Identify continuous improvement opportunities to improve working practices and procedures to drive higher performance.
• Draw insight and recommendations from broad data sets to steer key business decisions and Sales effectiveness.
• Able to make sound commercial decisions following sales team to increase sales & profits.  
• Act as an escalation authority and engage in conflict resolution.
• Responsible for the budget aligned to all Sales Customer portfolios.  

PLANNING & ORGANISATION 

• Ensure effective deployment of sales resource based on our Customer priority matrix and clearly defined corporate account management process
• Establish a ‘hunting list’ of new targeted corporate businesses based on potential and focused industry segments in the market for Corporate Account Managers to focus on acquisition, respectively winning new contracts
• Ensure consistent application of sales processes to maximise growth 
• Implementation of appropriate KPI’s to monitor progress against the sales plan 
• Ensure robust performance review process is implemented across the organization 
• Delivering within a tight planning and deadline driven environment 
• Ability to drive a forward-looking pipeline with the team and provide sales forecast to the Sales Director

INFLUENCING & PROBLEM SOLVING

• Coach the Corporate Sales function to deliver sustainable and profitable sales growth from our Corporate customer sites 
• Drive motivation, performance, engagement, and expectations from the larger corporate sales team
• Required to work closely with key areas of the business which impact the sales teams such as Supply Chain, Operations, Marketing, and Finance 
• Anticipates and identifies where potential customer issues may arise and ensures problems are solved to avoid unnecessary loss of business. 

COMMUNICATION 

• Regularly review and report planned and achieved activity for the corporate function to the Sales Director.
• Use interpersonal skills to develop and maintain key relationships with both internal and external stakeholders
• Identify issues and opportunities affecting sales/margin performance and drive action plans 
• Exceptional skills in communication, both written and verbal, with the ability to deliver effective presentations at all levels 
• Professionally and effectively chairs discussion forums, training sessions, and meetings 

MARKET AND COMPETITIVE ANALYSIS:

• Stay informed about industry trends, market conditions, and competitor activities.
• Provide insights and recommendations to adapt strategies and maintain a competitive edge.
• Conduct regular market analysis to identify potential risks and opportunities.

How I make a difference in this role

  Focus on Growth and Profitability:

• Develop and execute plans that drive the growth and profitability of the corporate customer segment.
• Ensure that strategies are sustainable and contribute to the long-term success of the company.

Build Strong Relationships:

• Foster deep, lasting relationships with key corporate clients by understanding their needs and providing tailored solutions.

Lead by Example:

• Demonstrate strong leadership, inspire and motivate your team, and maintain a high standard of integrity and work ethic.

Drive Customer-Centric Culture:

• Champion a customer-first mentality within your team and across the organization.
• Ensure that all actions and strategies are designed to enhance the customer experience

Candidate Requirements

The post holder must have a proven track-record, of driving improved sales and margin performance in a corporate environment.  Experience is specifically required in: 

• Proven experience in corporate account management or sales, with a track record of achieving sales targets and driving growth.
• Strong leadership and team management skills.
• Excellent communication, negotiation, and interpersonal skills.
• Strategic thinker with the ability to develop and execute plans.
• Proficiency in CRM software and Microsoft Office Suite.
• Strong analytical skills and the ability to interpret data to drive decision-making.

Qualifications 

• Bachelor’s degree in business administration, Marketing, or a related field; MBA preferred.
• Proven experience in a senior leadership sales role.

About RS Group 

Across the industrial design, manufacturing and maintenance worlds, we’re the digital destination for product and service solutions to help our customers with the maintenance, repair and operation of their businesses.

We provide global access to an unrivalled range of over 800,000 stocked industrial products. Each day our team of experts deliver solutions to resolve our customer’s challenges across design, procurement, inventory and maintenance. We consistently strive to deliver the best possible service to all of our customers and challenge ourselves to provide a seamless procurement experience.

We are one team. We deliver brilliantly. We do the right thing. We make every day better.

These are our values. They unite our c.9,000 global colleagues and differentiate us from our competition. They are a mix of how we work today and how we must step up for the future. Most importantly, it is one set of values shaped by our people, for our people.

Together, we can make great things happen. Aim for amazing and beyond!