Sales Manager - Digital and User-Centered Design

Summary

Join NEC Digital Studio as a Sales Manager and contribute to the company's growth by achieving sales targets. You will lead and mentor a multi-disciplinary team, manage the sales pipeline, and participate in bid qualifications. The role requires significant experience in sales management, particularly within the UK public sector. You will work with various stakeholders, including C-suite executives, to develop and secure new business opportunities. NEC Digital Studio offers a comprehensive benefits package, including private medical cover, paid time off, life assurance, and a generous pension plan.

Requirements

• Experience of leading multi-disciplined teams
• Experience of owning a sales target and managing a team with a sales target
• Significant credibility in delivering transformation of central government digital services
• Good understanding of user-centred design, service design, GDS
• Ability to set own and team’s work programme with limited direct supervision
• Ability to meet tight timescales and multi-task
• Ability to assimilate sales strategies and offerings to market
• Be proactive, highly motivated with an enthusiasm to meet client requirements
• Experience of the end-to-end sales process in a commercial organisation
• Experience of participating in the qualification of sales opportunities in a commercial organisation
• Excellent attention to detail
• Good organisational skills
• Understanding of Public Services procurement in the UK
• Excellent written and verbal communication skills
• Experience of managing multi-million pound bids
• Experience of shaping bids, identifying win themes, SWOT analysis reviewing bids
• Experience in using a market-leading CRM system
• Experience in running a Plan to Win process or other sales methodologies such as Blue Sheet or TAS
• Be commercially aware and cost-conscious
• Make data-driven decisions
• Hold a UK Driving License

Responsibilities

• Be responsible for the sales target for NEC Digital Studio
• Deliver an order intake for the year demonstrating forecast predictability and revenue recognition
• Represent NEC at C-Suite and Senior stakeholder level meetings, demonstrating a detailed understanding of the Digital /UCD market, as well as commercial acumen
• Work with the team to ensure that target accounts are successfully developed whilst identifying and making new friends within them
• Identify opportunities early and shape them to increase the chance to win
• Lead, coach and mentor a multi-disciplinary team
• Review and qualify new business opportunities and assign them to Sales Leads with Bid Management
• Approve sign-on/off boards with Executive Directors
• Enhance Go to Market offerings with Product/Strategy
• Enhance marketing
• Ensure customer satisfaction with Customer Service
• Support successful delivery, especially project delivery working with the Operational Delivery & Project Management Teams
• Achieve TCV & GM for NEC Digital Studios in line with Mid Term Plan as set by CCO
• Achieve individual contribution
• Achieve overall team target
• Achieve in-year Revenue forecast in line with MTP
• Build pipeline to more than 3x TCV target
• Develop and update Risk Profile
• Develop Territory Plans for each AM
• Develop campaign plans (for example DcfH2) with specific targets by individual AM
• Develop account plans for major accounts
• Run 12 Account Planning or PTW workshops
• Maintain a pipeline of new name opportunities capable of achieving the MTP as developed. Ensure detailed engagements with these clients to enable shaping the tenders as produced to allow winning those deals
• Run campaigns to increase revenue from base accounts
• Attend sign-on boards, ensuring resources are allocated to approved opportunities
• Provide timely briefings to the CCO with progress of bids, status of deals
• Ensure sufficient time to plan bid submissions
• Agree with the CCO the win price within two weeks of sign-on
• Work with the bid team to ensure documents are prepared early enough for review and red team
• Effectively manage the team
• Ensure adherence to NEC processes – OAMP, Account/Close plans
• Maintain CRM Accuracy, including month-end preparation for reviews
• Ensure revenue predictability (correct revenue profile and figures)
• Ensure all members of staff achieve over 30% of their time in customer-facing activity
• Aim to complete min 2 visits per week on average across the team
• Dedicate time to new business sales prospecting/responses
• Complete re-signs, ensure all re-signs are completed in a timely manner, so there are no clients where work is at risk
• Track and report on progress towards closure (Daily updates, weekly deal sheet, monthly reporting, Risks and Ops)
• Track progress towards WD3 Sales Forecast & WD7 final version of the forecast
• Ensure the forecast to the business is correct, not what is driven by the AM's and customer but realistic. Make sure that the revenue recognition is correctly forecast to the business
• Ensure any management judgement is allocated to named sales individuals and replaced with named deals or individuals placed on Performance Reviews
• Forecast deals that should be getting signed - if the client will be out of support and not terminated, they should be forecast
• Update the Tracker
• Timely update the Tracker sheet so that leads are allocated to Salespeople, and the relevant deals are qualified out or the search changed to remove opportunity types
• Develop succession planning
• Provide coaching and mentoring to the team to help develop them professionally and personally within their roles
• Ensure Completion of Mandatory Compliance e-learning modules

Preferred Qualifications

• Experience in a similar role
• Line management experience
• Sound commercial and contractual experience
• Understanding of UK Government Framework Agreements
• Experience in Sales Management
• Experience of ITIL procedures and Processes
• Good Microsoft Word skills
• Good PowerPoint skills
• Good Microsoft Excel skills

Benefits

• Private Medical Cover funded by NEC for Employees (with the option to add family members at an additional cost)
• 25 days paid holiday with the option to buy/sell (FTE)
• 4 x basic salary life assurance cover funded by NEC (with the option to increase cover at an additional cost)
• A Group Pension Plan with fantastic employer contributions up to a maximum of 8.5%
• A selection of flexible benefits to suit your individual needs
• Free access to LinkedIn Learning. Over 15000 courses covering a huge breadth of subjects