Head of Sales and Account Management

Position: Head of Sales and Account Management

Location: Poynton/ Hybrid option.

Employment Type: Full-time

Start Date: January 2025

Role Purpose

To lead the company's sales and account management strategy, securing large mandated corporate accounts, driving revenue growth, and building a high-performing sales team. This role also includes aligning sales strategies with marketing initiatives, supporting brand visibility, and preparing for the integration of digital systems to meet the company's broader growth objectives.

Key Responsibilities

Strategic Leadership

Sales Strategy Development:

• Create and implement a multi-year sales plan targeting high-value accounts, corporate clients, and new market opportunities.
• Develop strategies to secure long-term contracts worth £1m+ annually while positioning the company as a market leader in the event management sector.
• Set clear, measurable KPIs for revenue growth, lead generation, conversion rates, and account retention.

Collaboration and Alignment:

• Work closely with the Managing Director and Management team to ensure the sales strategy aligns with company goals.
• Partner with marketing teams to integrate sales strategies with branding efforts and campaigns to maximise reach and effectiveness.

New Business Development

Large Account Acquisition:

• Leverage personal networks and industry expertise to identify and secure new business opportunities with corporate clients and high-value prospects.
• Personally lead negotiations for large contracts, including multi-million-pound deals, ensuring alignment with client needs and company capabilities.

RFP and Proposal Leadership:

• Manage the end-to-end process for responding to RFPs, ensuring high-quality, competitive submissions.
• Collaborate with the operations team to craft tailored proposals that highlight the company's unique value proposition.

Networking and Visibility:

• Represent the company at industry events, conferences, and trade shows to enhance visibility and generate leads.
• Act as a brand ambassador, building trust and credibility within target industries such as finance, technology, and healthcare.

Account Management Excellence

Client Relationship Management:

• Establish a structured account management framework to nurture relationships, ensuring exceptional client satisfaction and loyalty.
• Personally manage key accounts, acting as a strategic advisor to clients and securing repeat business opportunities.

Upselling and Cross-Selling:

• Lead efforts to identify additional revenue opportunities within existing accounts, introducing clients to new services and solutions.

Sales Team Leadership

Team Building and Development:

• Recruit, train, and mentor a team of high-performing sales and account management professionals.
• Develop performance metrics and a culture of accountability, ensuring team members meet and exceed targets.

Digital Integration Preparation:

• Support the adoption of CRM tools and digital sales platforms, training the team to leverage these systems effectively.

Marketing Support

Social Media and Branding:

• Work on the creation and scheduling of blogs and social media posts that promote the company's offerings and brand identity ensuring alignment with the company's voice and visual guidelines.
• Represent the company in external marketing efforts, ensuring alignment between sales objectives and brand positioning.

Performance Monitoring and Reporting

KPI Achievement and Reporting:

• Achieve annual growth of £5m+ through a combination of new business and account expansion.
• Ensure a 30% lead-to-conversion rate and a 95% retention rate for client accounts.
• Deliver detailed performance reports to the executive team, highlighting achievements, challenges, and opportunities for improvement.

Ideal Candidate Profile

Professional Experience

• Minimum 10-15 years in senior sales roles, with at least 5 years in the event management, hospitality, or related industries.
• Demonstrated success in securing and managing large accounts worth £1m+ annually.
• Extensive experience leading RFP processes and negotiating complex, high-value contracts.
• Skilled professional with expertise in tender writing, presenting, and securing wins. The ideal candidate will excel in crafting compelling proposals, delivering persuasive presentations, and driving success in competitive bidding processes

Skills and Competencies

• Strategic Expertise: Proven ability to design and execute comprehensive sales and account management strategies.
• Technical Acumen: Familiarity with CRM tools, analytics platforms, and data-driven sales strategies.
• Marketing Insight: Understanding of branding and digital marketing to support collaborative initiatives.
• Leadership: Exceptional team building and management skills, with a focus on mentorship and professional growth.

Key Attributes

• Results-driven with an entrepreneurial mindset.
• Excellent communicator and negotiator.
• Strong industry network with the ability to generate leads and close deals swiftly.