Head of Sales – Government & Commercial 161 views

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Allocate Software has been designing innovative products to optimise complex organisations since 1991. We have taken expertise from a number of industries and applied this to the specific issues and complexity of healthcare. Today we focus on delivering software tools to help healthcare institutions manage their staff safely and efficiently so that they can deliver exceptional care to all their patients. We have customers in 11 countries, with 800,000 people deployed using our software in over 800 organisations.

The Head of Sales within the Government & Commercial team is responsible and accountable for maximising sales and sale opportunities within the non-health markets and customers. This role is responsible for managing the team of Business Development and Account Managers and ensuring their overall success.

Responsibilities:

  • Working with the broader Government & Commercial team ensuring sales targets are achieved
  • Carrying out prospecting activities to maximise sales opportunities
  • Deliver against the Government & Commercial strategy
  • Manage and be accountable for the pipeline — ensuring pipeline coverage for the budget/forecast and maximising the volume of deals being closed-out in line with bookings phasing
  • Building long term relationships, establishing contact and credibility with key individuals in target organisations (in particular C-Suite level stakeholders)
  • Working with key stakeholders throughout the business (including fellow Sales Managers, Marketing, Product, Customer Success and R&D) to design both tactical and strategic sale opportunities to increase product penetration and stickiness and revenue
  • With support of key stakeholders to prepare, manage and update account plans
  • Managing and leading the Government & Commercial sales team — providing them the structure, guidance and support allowing them to be highly successful
  • Preparation of ad hoc reports as required for management
  • Act as an escalation point  to address complex product and customer-related issues
  • Assist where possible to help close sales opportunities
  • Ensuring quality data within Allocate’s internal systems
  • Acting as a key market interface with Product Management — ensuring accurate market intelligence helps to shape the product development process/roadmap
  • Negotiate commercial contracts in line with internal processes

Key Performance Measures

  • Bookings – achievement of bookings targets and/or revised targets as prescribed by the organisation
  • Renewals/Revenue Guard – achievement of renewals/revenue guards as stated in the
  • Customer Satisfaction – based on customer satisfaction surveys
  • Compliance – adherence to corporate processes
  • Colleague Engagement — based on employee engagement surveys

Skills/Qualifications/Experience Required:

  • Demonstrable experience achieving sales targets in either new markets/customers and/or new products
  • Considerable experience ‘closing the deal’ and able to follow through sales opportunities to an order
  • Demonstrable experience building a book of business comprised of both warm and cold prospects/customers
  • Experience constructing account plans covering both new product penetration and growth to new and existing customers
  • Experience working with C-Suite level customers
  • Strong experience managing a team and developing people to be high performers
  • Strong and proven track record in selling within a Software as a Service (SaaS) environment
  • Capable of conducting cold-calls with new prospects
  • Enjoys travelling for business and remote working
  • Self-starter with a strong desire to achieve and meet targets
  • Excellent Microsoft Office skills PowerPoint, Excel and Word
  • Demonstrable experience developing compelling presentations and sound business cases / opportunity assessments
  • Collaborative work style — able to work with varying personalities to achieve positive business outcomes
  • Excellent presentation skills – able to ‘read the room’, convey a compelling story

More Information

  • This job has expired!
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Company Information
  • Total Jobs 4 Jobs
  • Full Address 1 Church Road, Richmond, London TW9 2QE
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