Role purpose :
LRQA’s mission is to be the leading digitally enabled assurance provider, helping our clients navigate a changing risk landscape.
We will achieve this by being the leading assurance provider in key sectors such as food, cybersecurity and ESG, making it easier for clients to do business with us through our digital transformation, and ultimately delivering a portfolio of services which make the world a cleaner, more sustainable and safer place.
Our Business Assurance Business Unit is a recognised, world-leading professional assurance services organisation. We specialise in management systems compliance & expert advice across a broad spectrum of standards, schemes & business improvement services, including customised training & assurance programs.
Reporting into the Regional Sales Manager (RSM), the purpose of the Sales Team Manager is to :
Key Responsibilities :
Results driven delivery
You will run a team of sales professionals who will be expected to deliver to target or better, in each financial year. Your targets will be agreed each year in advance and will range from £5-15M per annum, depending on team location, strategy and focus.
You will be responsible for creating and delivering the plans to achieve and exceed the targets set, with your team.
Analytical and process-driven
You will be dealing with information from very many sources and will be required to analyse the information in a detailed way to gain insight into performance challenges and should be able to use the insight to decide on appropriate actions to ensure your team members achieve their KPI’s, sales forecast and work plans.
This will include agreeing actions with other relevant departments to close any gaps and maximise any sales and revenue opportunities.
Pipeline management skills
You will need to manage your team’s pipeline to ensure that it is sufficient to meet the relevant targets, is moving at the right pace and is accurate in terms of sales stage, dates of actions and likely closure.
Where the pipeline is not in the right shape, you will take action to correct this and ensure it gets back on track in a timely manner.
Your pipeline will be an accurate reflection of your sales forecast at any given time.
You understand that there is a diverse range of selling styles by which salespeople can achieve success and will be responsible for adapting your development and coaching styles to suit each individual team member.
You will be responsible for following individual coaching and development plans to ensure your team are able to deliver the right results and to motivate your team members to continually improve and strive for better results.
Following Company processes
At all stages of the sales journey, from lead to contract, there are clearly documented processes, to ensure global consistency in how we do business with our clients.
You are responsible for ensuring these are followed by every member of your team, including the correct use of CRM systems, proposal documents and the tools and systems provided to enable your team to operate effectively.
Proactive lead generation and management
You will be responsible for ensuring the right quality and volume of lead generation is delivered by your team, to support the marketing leads being provided, to drive the right level of pipeline at each stage, sales value and new logo wins for your area of responsibility, through close liaison with the marketing team and outbound sales activity of you and your team members.
Preparation and delivery of account plans
You will ensure that any strategic account under the management of your team, has an up to date, viable account plan, which is driving the strategic growth initiatives for the account and which can be clearly articulated by the relevant sales person, at any time.
You will use account plans to prioritise opportunities, marketing support and team efforts to drive the growth you are tasked with delivering each financial period.
Ongoing monitoring of KPI’s, pipeline progression and sales rep activity, may result in the need for corrective actions and support from you, ultimately resulting in performance management from time to time.
You will be responsible for managing performance though clear development plans & PIP’s, including documented meetings and agreed outcomes, with firm and decisive actions being taken to address poor performance in any team member.
Contribution to Sales Meetings and Performance summaries
From sales management meetings to BA leadership team meetings, you will be responsible for the production of sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.
Your sales team’s goals must be aligned with the company’s growth strategy so that it’s easier to achieve its objectives.
You will be responsible for visualizing your team’s success together with the company’s growth model, seeking out new and innovative ways to achieve maximum results through efficient methods and by using less resources, sharing of best practice and critically, ensuring forward planning to deliver Year on Year targets in a proactive way.
Technical / Professional Qualifications / Requirements :
Essential Minimum of 5 years’ experience in B2B sales, with a track record in achieving results
Essential Ability to communicate fully in English for business purposes
Desirable Line management experience, with responsibility for a specific function, geography or both
Desirable A good knowledge of the business assurance sector, particular in the areas of certification and 2nd party assurance programs
Desirable A formal qualification in sales, business studies and / or a field related to business assurance
Our Values : Integrity
We speak truthfully and work transparently.
What we promise, we deliver.
We build open and honest relationships.
We respect and embrace our differences; they make us stronger.
We collaborate without barriers because we achieve more together.
We listen without judgement. We encourage and accept different opinions.
We believe in our ability to make a difference in the world.
We include all our stakeholders in our vision for success
We work towards our strategic goals
We value and invest in our people; they are our greatest asset.
We embrace new technology and tools, to grow our expertise.
We openly share our knowledge, in order to benefit our clients and
We challenge ourselves to make our clients better.
We support curiosity, initiative, and creative thinking.
We never accept the status quo, to move beyond the tried and