Full-Time Sales Manager - Digital and User Centered Design

Sales Manager will be responsible for the sales target for NEC Digital Studio, underpinning successful growth and ensuring NEC Digital Studio achieves its ambitions.

Responsibilities Include:

• Delivering order intake for the year, demonstrating forecast predictability and revenue recognition.
• Representing NEC at C-Suite and Senior stakeholder level meetings, demonstrating understanding of the Digital/UCD market and commercial acumen.
• Working with the team to develop target accounts and identify new opportunities.
• Leading, coaching, and mentoring a multi-disciplinary team, working with various stakeholders.
• Reviewing and Qualifying New Business opportunities and assigning to Sales Leads with Bid Management.
• Approvals at sign-on/off boards with Executive Directors.
• Enhancing Go to Market offerings with Product/Strategy and Marketing.
• Ensuring customer satisfaction with Customer Service and supporting successful project delivery.
• Achieving TCV & GM for NEC Digital Studios in line with Mid Term Plan.
• Achieving individual and team targets.
• Developing pipeline to more than 3x TCV target.
• Developing Territory and campaign plans (e.g., DcfH2) with individual AM targets.
• Developing account plans for major accounts.
• Running 12 Account Planning or PTW workshops.
• Maintaining a pipeline of new opportunities capable of achieving the MTP, ensuring detailed engagements to shape tenders.
• Running campaigns to increase revenue from base accounts.
• Attendance at sign-on boards, ensuring resource allocation to approved opportunities.
• Providing timely briefings to the CCO on bid progress and deal status.
• Ensuring sufficient time for bid submissions.
• Agreeing win price with CCO within two weeks of sign-on.
• Working with the bid team to ensure early document preparation.
• Effective Management of Team, ensuring adherence to NEC processes.
• Ensuring CRM accuracy, including month-end preparation.
• Ensuring revenue predictability (correct profile and figures).
• Ensuring all staff achieve over 30% customer-facing time, completing min 2 visits per week.
• Dedicate time to new business prospecting/responses.
• Completing re-signs in a timely manner.
• Tracking and reporting on progress towards closure (Daily updates, weekly deal sheet, monthly reporting, Risks and Ops).
• Tracking progress towards Sales Forecast.
• Ensuring correct forecast to the business, not driven by AMs or customers.
• Ensuring correct revenue recognition.
• Allocating management judgment to named individuals/deals.
• Forecasting deals needing to be signed.
• Updating the Tracker sheet.
• Succession planning.
• Team Coaching & Mentoring.
• Ensuring Mandatory Compliance e-learning modules are completed.
• Experience Required: Leading multi-disciplined teams, owning sales targets, delivering transformation in central government digital services.
• Understanding Required: User-centered design, service design, GDS.
• Skills Required: Setting own and team work programs with limited supervision, meeting tight timescales, assimilating sales strategies, proactive, motivated.
• Experience in: End-to-end sales process, qualification of opportunities, multi-million pound bids, shaping bids and identifying win themes.
• Skills: Excellent attention to detail, organizational skills, understanding of Public Services procurement, excellent written and verbal communication.
• Experience in using: A market leading CRM system, running a Plan to Win process or other sales methodologies.
• Additional Skills: Commercially aware, cost-conscious, data-driven decision making, UK Driving License.
• Desirable Skills: Line management, sound commercial and contractual experience, understanding of UK Government Framework Agreements, experience in ITIL procedures and processes.

Technical Skills:

• Good Microsoft Word skills
• Good PowerPoint skills
• Good Microsoft Excel skills

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